Senior National Accounts Manager - Southwest
Maximizes reimbursement and access for Acadia’s products with a focus on national accounts, regional accounts, trade and retail accounts, and Veteran Affairs (VA)-Department of Defense (DoD) accounts within an assigned geography. Includes responsibility for all classes of trade including: Medicare, Commercial and Self-Funded insurers, Unions and Trade Groups, Managed Medicaid and state FFS Medicaid accounts.
- Responsible for understanding how Acadia products are reimbursed and providing strategies to remove hurdles to increase access and attainment of sales and other corporate goals.
- Responsible for coordinating resources to build enduring relationships with key customers balancing both the short-term and long-term corporate goals.
- Assesses and prioritizes key accounts and time allocation based on critical mass, control, and cooperation.
- Creates and manages strategic business plans for each assigned account that reflects strong account knowledge and produces results such as enhanced patient access.
- Conducts data analysis such as market share assessment, identification of product/competitive product trends, preliminary business deal parameters like break-even/upside/downside analytics, geographic-based trends, customer’s financials [e.g. Med Loss Ratios, cash positions, etc.].
- Collaborates with legal, finance, and customers to create business to business relationships within corporate guidelines.
- Uncovers and unlocks creative new business opportunities to expand Acadia’s market share that are researched, developed, and presented for approval to Acadia’s Executive Leadership.
- Creates and manages strategic account teams that produce results such as increased access, increased sales, and/or enhanced profitability.
- Demonstrates clinical expertise in product and disease state knowledge during interactions with internal and external customers.
- Suggests and leads broad-scope business projects that impact company success.
- Develops longstanding strategic relationships in multiple departments in targeted accounts to identify and seize mutually beneficial business opportunities.
- Develops corporate links between executives of accounts and executives of Acadia.
- Attends industry-related meetings to enhance Acadia’s awareness of its products and services.
- Serves as a resource for training and business consultation for colleagues in field sales, trade and patient services, government affairs, health system management, LTC, field medical, patient/family access services, and headquarters.
- Serves as a mentor to newly hired and/or promoted NAMs/RAMs
- Provides on-going information to Marketing, Patient Support Services and Access & Reimbursement teams to ensure optimal materials for pull-through efforts.
- Coordinates efforts with Medical Affairs Group to present disease management, Health Economics Outcomes Research (HEOR), and other benefits of ACADIA products to key influencers and decision makers of targeted accounts
- Other duties as assigned.
Bachelor’s degree in Business Management or Life Sciences; Advanced degree preferred. An equivalent combination of relevant education and applicable job experience may be considered. Targeting 8 years related work experience in the biotech/pharmaceuticals/healthcare industry with a minimum of 5 years of experience in Managed Markets or organized accounts management and 2 years of experience in a leadership role managing large national accounts. Field Sales Manager experience is strongly preferred. Experience with Parkinson’s disease and/or the anti-psychotic market as well as rare disease experience is strongly desired.
- Broad-based managed markets experience covering a multi-state territory and multiple segments in the health care industry required.
- Utilizes extensive understanding in the development and analysis of customer business models such as: insurance industry, benefit design, segment knowledge [Commercial, Medicare, etc.], mergers & acquisitions, and state or federal policies that impact managed markets.
- Demonstrated leadership and excellence in formulating strategies to address future competitive/industry developments.
- Owns self-development and positively impacts others’ development.
- Able to change the thinking of, or gain acceptance from, others in sensitive situations, and maintain a positive relationship.
- Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.
- Initiates and acts on ideas to improve business results.
- Proficiency at effectively prioritizing goals, assessing team capability, and coordinating resources to achieve those goals.
- Valid driver’s license and acceptable driving record.
- Ability to travel up to 70% of the time.
- Employee must be fully vaccinated in accordance with third-party requirements and also meet all additional local, state, and federal vaccination requirements for conducting in-person field coaching days, customer visits, admittance into local Community HCP Offices, as well as for attendance at Medical Congresses and Local Conferences for in person participation and exhibiting.
While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment and independently from remote locations. Employee must occasionally lift and/or move up to 20 pounds. Ability to travel by car or airplane independently up to 70% of the time and work after hours if required by travel schedule or business issues.
What we offer you (US-Based Employees):
- Competitive base, bonus, new hire and ongoing equity packages
- Medical, dental, and vision insurance
- 401(k) Plan with a fully vested company match 1:1 up to 5%
- Employee Stock Purchase Plan with a 2-year purchase price lock-in
- 15+ vacation days
- 14 paid holidays plus one floating holiday of your choice, including office closure between December 24th and January 1st
- 10 days of paid sick time
- Paid parental leave
- Tuition assistance
EEO Statement (US-Based Employees): Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every single one of the qualifications in the exact way they are described in job postings. We are committed to building a diverse, equitable, inclusive, and innovative company and we are looking for the BEST candidate for the job. That candidate may be one who comes from a less traditional background or may meet the qualifications in a different way. We would strongly encourage you to apply – especially if the reason you are the best candidate isn’t exactly as we describe it here.
It is the policy of Acadia to provide equal employment opportunities to all employees and employment applicants without regard to considerations of race, including related to hairstyle, color, religion or religious creed, sexual orientation, gender, gender identity, gender expression, gender transition, country of origin, ancestry, citizenship, age, physical or mental disability, genetic information, legally-protected medical condition or information, marital status, domestic partner status, family care status, military caregiver status, veteran or military status (including reserve status, National Guard status, and military service or obligation), status as a victim of domestic violence, sexual assault or stalking, enrollment in a public assistance program, or any basis protected under federal, state or local law.
As an equal opportunity employer, Acadia is committed to a diverse workforce. If you are a qualified individual with a disability or a disabled veteran, you have the right to request a reasonable accommodation. Furthermore, you may request additional support if you are unable or limited in your ability to use or access Acadia’s career website due to your disability, along with any accommodations throughout the interview process. To request or inquire about your reasonable accommodation, please complete our Reasonable Accommodation Request Form or contact us at email@example.com or 858-261-2923.
Please note that reasonable accommodations granted throughout the recruiting process are not guaranteed to be the same accommodation given if hired. A new request will need to be submitted for any ADA accommodations after starting employment.
Notice to Search Firms/Third-Party Recruitment Agencies (Recruiters): The Talent Acquisition team manages the recruitment and employment process for Acadia Pharmaceuticals Inc. (“Acadia”). Acadia does not accept resumes from recruiters or search firms without an executed search agreement in place. Resumes sent to Acadia employees in absence of an executed search agreement will not obligate Acadia in any way with the respect to the future employment of those individuals or potential remuneration to any recruiter or search firm. Candidates should never be submitted directly to our hiring managers or employees.