Senior National Accounts Manager - Southwest

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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.

Primary Responsibilities

• 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.

Education/Experience/Skills

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.

Physical Requirements

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.