National Business Director - Thymoglobulin- West
Position Summary
This position reports to the Senior Director, Value & Access and Provider Accounts, Transplant & T1D and is responsible for serving as the medical policy, payment, therapeutic disease state, and product expert for their defined geography. They will be responsible for establishing and leveraging credible relationships which may include, but not limited to, national and regional payers, integrated delivery networks, health systems, and kidney transplant centers to increase the kidney transplant patient population.
This individual will be responsible for engaging in frequent and compliant discussions with key decision makers, to educate on DRG-related payments, promote the clinical and economic value of kidney transplantation and Thymoglobulin, and, if appropriate, impact change of existing policies to align with internal strategies for Thymo. This individual will assess sales implications of short and long-term actions with each customer and take action to move payer, IDN and transplant center decisions in a direction that continues to open patient access to care with Thymo.
The National Business Director will demonstrate strong relationships with Chief Medical Officers, Medical Benefit Directors and Managers, Case Managers, Transplant Center Administrators, Transplant Surgical and Medical Directors, as well as other population-based decision makers with relationship support of the primary account director. Efforts will include partnering with the primary account director where available to work with national headquarters of managed care organizations and executing pull-through strategies to the regional health plans of the national organizations, as well as initiatives with other large and regional managed care organizations. In addition, this role is the primary lead for targeted IDN strategies and a collaborative partner with the Transplant Network Managers to provide the kidney transplant MS-DRG and RWE discussions with transplant center population-based decision makers.
This individual will work under the direction of the Thymo Value & Access Director, and collaboratively with other matrix partners including medical, marketing, regional and national account management, government public policy, patient advocacy, and sales leadership teams to ensure consistent exchange of important payer, IDN, and transplant center insights and messaging.
This National Business Director in conjunction will support the V&A Director in development of periodic market updates to sales management and other internal teams regarding important payer and health care reform trends and issues.
Role Responsibilities
- Working with payers in conjunction with the primary regional account director, implements strategies and tactics to support the growth of the kidney transplant patient population.
- Leading Sanofi’s work with IDNs and Health Systems, implements targeted strategies and tactics tailored to this customer base to educate and promote the clinical and economic value of kidney transplantation.
- Working with transplant centers in conjunction with the transplant network manager, provides secondary support for kidney transplant MS-DRG and RWE strategic initiatives while also promoting the economic value of kidney transplantation to the transplant centers population-based decision makers.
- Promotes medical policy coverage in conjunction with the primary regional account lead enabling increased access to kidney transplantation and to our products by providers and their patients.
- Maintains responsibility for positive business outcomes within overlapping accounts.
- Assists in creating clear messages for dissemination to sales on important updates in payer trends, reimbursement, government legislation and CMS payment models affecting CKD, dialysis, kidney transplantation and product utilization.
- Represents the Market Access organization, with professionalism and integrity, at national payer organizations meetings and internally with various departmental and leadership teams.
Qualifications
Basic Qualifications
- Bachelor's degree required; Master’s/advanced degree preferred
- Minimum 8 years field-based pharmaceutical/biotech Sales and/or Marketing experience
- Knowledge and experience working in the fields of solid organ transplant, Health Systems and or IDNs
- Knowledge and experience with medical policy and medical benefit clientele within the payer landscape
Preferred Qualifications
- In conjunction with the primary account lead, establish relationships with Chief Medical Officers, Medical Directors, Transplant Center Population-based decision makers and other key personnel within assigned accounts
- Demonstrated knowledge of decision-making around medical policy, navigating within IDN organizational networks and solid organ transplant centers
- Experience in solid organ transplantation, dialysis, CKD and medical benefit products
- Therapeutic experience in Immunology, Transplantation, CKD, Dialysis and Chronic Disease
- Exceptional communication skills that include verbal, written and presentation abilities
- Demonstrated problem-solving capabilities
- Experience negotiating medical policy and agreements
- Outstanding consultative and networking capabilities
- Excellent project management skills, with the ability to handle multiple projects and meet expected deadlines
- Ability to skillfully negotiate with both internal and external groups
- Understanding of organizational behavior, culture and be able to flourish in a complex and rapidly evolving workplace
- Skills to successfully lead account teams through collaboration with matrix colleagues across sales, marketing, reimbursement, and other business groups to improve overall effectiveness
Role Criteria
- Field-based
- 50% travel
Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
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