Glad to see Amarin beefing up managed care area.
National Director Regional Accounts
Full Time
Management
Bedminster, NJ, US
4 days ago
Requisition ID : 1747
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Company Description:
Amarin Corporation plc (“Amarin”) is a rapidly growing pharmaceutical company developing and selling therapeutics to improve cardiovascular health. Amarin, a publicly traded company (NASDAQ: AMRN) with approximately 550 employees, is headquartered in Dublin, Ireland and has its US operations (Amarin Pharma Inc.) based in Central New Jersey. Amarin has successfully developed, registered and launched VASCEPA® in the U.S. market with a network of third-party companies aligned with Amarin to advance commercialization of VASCEPA® globally. In the U.S., VASCEPA® was launched in 2013 for its initial indication of as a treatment of Very High Triglycerides (i.e. patients with TG levels ≥ 500mg/dL).
In November 2018, unprecedented clinical results were announced from a landmark global cardiovascular outcomes study in which VASCEPA® was demonstrated significantly lower the risk of cardiovascular events on beyond the current standard of care for cholesterol management. This study was recognized as the top clinical result in 2018 by The New England Journal of Medicine. Amarin recently announced plans to increase the size of the U.S. sales force from 400 to 800 representatives and anticipates accelerated revenue growth from VASCEPA® based on the unprecedented results recently announced its outcomes study. Amarin plans to seek expanded labeling for VASCEPA® to reflect the results of this outcomes study, called the REDUCE-IT study. Amarin is a science driven company focused on improving patient care. It is truly an exciting time to join the Amarin team.
Position Description:
The company’s U.S. entity, Amarin Pharma Inc, is seeking a National Director, Regional Accounts (NDRA). The NDRA's primary responsibilities is to lead a team Regional Account Managers who are responsible for securing and maintaining profitable coverage (reimbursement) and access for Amarin Pharma Inc. products within regional payer, PBM and IDN accounts. The NDRA will also build and lead successful pull through campaigns in collaboration with Regional Sales Teams to maximize the impact of the coverage and access. Coverage and access goals will be achieved through contracting where necessary and non-contracting opportunities where possible, including successful pull-through of National contracts at the Regional client level. The National Director, Regional Accounts will ensure that the Regional Account Managers assess and diagnose the current business environment in each key account to gain and maintain targeted formulary access for Vascepa with profitable terms, as well as maximize the pull through of the access.
This is an exciting opportunity to be a part of a market expansion in a growing entrepreneurial-minded team-oriented environment, where sales performance and territory ownership are paramount. Amarin offers competitive base pay, quarterly incentive compensation, comprehensive employee benefits including stock options and auto allowance program.
Primary Objectives:
• Lead Regional Account Managers to leverage strong account management experience and strategic account planning to effectively penetrate accounts, develop an understanding of their needs, and negotiate and maintain profitable access for Amarin Pharma Inc. products
• Utilize strong business acumen, comprehensive account and industry knowledge, and financial modeling to ensure that the RAM team develops compelling proposals and negotiations strategies, as needed.
• Manages assigned Regional MCO, PBM and IDN accounts.
• Work closely with National Account Medical Affairs teams to demonstrate the clinical and economic value of Amarin Pharma Inc. products to Regional MCOs, PBMs, ACOs, IDNs and Health Systems.
• Works with other members of the Managed Care and Trade Leadership Team to develop overall contracting, access and pull-through strategies for Nation and Regional Account teams
• Ensures the RAM team builds effective pull through strategies and provides impactful pull through support for Sales teams that will drive plan performance, ensure contracts meet profitability targets and ultimately meet overall company sales objectives. Coordinates ongoing meetings to support sales pull through, messaging, and tools to drive utilization at plans
• Works with VP, Managed Care to develop and manage performance metrics and reporting for RAM team.
• Ensure that RAM team develops and implements effective business reviews of key accounts/marketplace on at least a quarterly basis with Area Sales Directors (ASD).
• Provide managed care training and issue resolution as needed.
Required Qualifications:
• Education/Training: Bachelor’s degree or equivalent experience.
• Must have a valid Drivers License
• Field based position with travel greater than 50% which will include overnight and some weekend travel
• Must be able to feely and frequently operate and travel by car, train/plane modes of transportation
Experience:
• Minimum 5 years of experience in Managed Care and 10 years’ experience in the Pharmaceutical Industry.
• Previous experience leading a team of Managed Care account managers: prior District Management and/or Account Team Leadership experience.
• Proven track record of leading teams and exceeding performance goals by developing and implementing effective pull through plans, including analytics and metrics to track success.
• Record of success working with a wide variety of Regional and Sub-national Managed Care customers, preferably within target accounts.
• Demonstrated ability to develop strong relationships with key decision makers in target accounts. Contracting and negotiation with MCOs, PBMs, IDNs and Health Systems with experience in cardiovascular or similar therapeutic area.
• Documented success working collaboratively and effectively with sales teams to execute pull through strategies that drive sales and in-turn, positively influence access decisions
• Demonstrated ability to work with sales teams to help them overcome access barriers, including barriers based on UM restrictions and/or patient out-of-pocket costs.
• Proven record of high ethical values and health care compliance.
Skills:
• Strong analytical skills and writing skills; contracting and negotiation
• Works as a team player; solid organizational skills with ability to meet tight deadlines
• Persuasive and influential with a strong ability to effectively lead without formal authority.
