Job Summary

Responsibilities

• Develop, maintain, and enhance business relationships with assigned national and select regional accounts to ensure access and medical policy coverage that accomplishes company objectives for DSI’s existing portfolio, new launches, and indication expansions. The primary focus is on payer pharmacy decision maker and influencer relations, contract negotiations, and delivery of clinical and economic value. It also includes having the capability to network and build relationships with key influencers outside of pharmacy to obtain key payer insights/knowledge in order to identify and impact potential opportunities.
• Serve as a primary point/liaison between DSI and the assigned payer customer (i.e. clinical, medical, provider relations, marketing, contracting and other departments). Develop a comprehensive business plan which includes objectives, goals and tactics for assigned accounts. Maintain an accurate account profile of all key customer contacts and an overall profile of the account including; competitive messaging and contracting, ,key business priorities/insights, unique or innovative contract offerings, and sphere of influence/associations within the payer marketplace.
• Perform detailed account planning analysis to assess profitability and desirability of potential customer agreements before entering contractual relationships. Partner internally with Strategic Pricing and Contracting team to ensure payer insights are assessed and appropriately incorporated into payer pricing strategy and contract development.

Responsibilities Continued

• Understand the customers’ business needs and deliver product value propositions and key resources in order to secure and grow/maintain product portfolio and indication access. Demonstrate expertise as the subject matter expert on the assigned key payer accounts and serve in that capacity with internal DSI stakeholders.
  Master the market landscape, disease state, product clinical value, competition value, pricing, buy & bill end user provider business and reimbursement, payer and provider pathway impact and patient financial responsibilities and assistance programs impacting market access for DSI products. Use this mastery to appropriately build access through impact on policies, pathways, guidelines, and contracts.
• Partner with HOL Team and US Medical Team to engage customers with HEOR, PIE and product pipeline data to support DSI value propositions and identify potential value-based concepts for appropriate innovative contract discussions.
• Collaborate and consult with internal colleagues as appropriate on key payer or US Healthcare landscape issues that impact market access for commercial sale.
• Partner with Regional Oncology Account Directors (ROADs) and Managers (ROAMs), Field Reimbursement Managers (FRMs) and FRM Directors, Sales Leadership, Market Access and Brand Marketing, Commercial Operations, and Market Access Training as appropriate to ensure proper and effective implementation of all company and customer initiatives.
  Communicate and collaborate effectively and consistently in the CARE Team model to support key payer account knowledge and product access opportunities/challenges. Monitor and analyze account utilization and market share data for DSI products relative to competitors and develop tactics to enhance approach. Collaborate with key cross-functional stakeholders to develop strategic revenue access opportunities for national implementation. Use analytics and market insight tools to drive strategy and tactics.
• Track performance of existing initiatives and make sound business decisions to maximize efforts.
• Coordinate and manage the entire process for assigned key accounts at various stages of development and growth. Collaborate with internal stakeholders to identify and facilitate pull through initiatives to increase utilization of DSI products.
• Collaborate with other National Payer Accounts Executives to share best practices and address new market issues that key customers are responding to as a result of health care reform or government policy.
• Partner with Contract Pricing & Strategy team to conduct financial modeling that supports sound business cases and develop appropriate PCSC requests in conjunction with contracting managers to support those key business cases.
• Attend national and regional DSI sales and Market Access meetings to deliver key payer account updates and insights. Attend key national and/or regional conferences/conventions to connect, network, and engage with national/regional account customers. Develops and maintains contacts within the industry to provide key payer account insights and information, understand the competitive landscape and gather information on specific laws, regulations or legislation. Perform routine administrative duties and special assignments properly and on a timely basis while maintaining compliance with all DSI policies and procedures. Consistently use the DSI CRM,Veeva, to appropriately record customer engagements; update customer key contacts, account information, business insights and account call progression objectives; and provide continuity of information flow for internal business account management and updates.

Qualifications

Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

Education Qualifications

• Bachelor's Degree required
• MBA preferred

Experience Qualifications

• 7 or More Years Overall related experience required
• 4 or More Years Pharmaceutical Experience preferred
• 4 or More Years Account Management Experience and/or Sales Management Experience preferred
• 4 or More Years Payer Market Knowledge preferred

Travel Requirements

• Ability to travel up to 40% of the time. May include some weekends due to conferences