Regional Account Director, Market Access (Remote - Southeast US) - Greater Atlanta Area, GA | Biospace
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Regional Account Director, Market Access (Remote - Southeast US)

Otonomy, Inc.

Greater Atlanta Area, GA
Posted Date:
Position Type:
Full time
Job Code:
Required Education:
Bachelors Degree
Areas of Expertise Desired:

Job Description

Position Objective:

The Market Access Regional Account Director will primarily lead the development and management of key account relationships across assigned Regional Payers, Integrated Delivery Networks (IDN) and may also lead the development and management of key account relationships across select Accountable Care Organizations (ACO), Fee For Service Medicaid plans (FFS), and other assigned corporate accounts across the managed markets customer channels for Otonomy’s line of products.

Essential Functions:

Maintains and manages relationships with assigned key managed markets customer groups including, Regional Payers, State Medicaid plan, Managed Medicaid plans and other corporate accounts as assigned, which may include IDN, ACO’s.

Develops product access strategies and tactics for specific managed markets customer segments and payer channels in support of launch plans for Otonomy’s pipeline products.

Leads the development of account level plans of action for assigned payers and managed markets customers, designed to ensure optimal access for Otonomy products

Profiles key payer segments and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional and national influence, and other attributes relevant to optimal patient access for Otonomy products

Leads the development and negotiation of payer contracts, as applicable, across all assigned accounts for Otonomy products

Effectively communicates product coverage status for all assigned accounts across Sales and Marketing            

Effectively supports Sales and Marketing by providing expert and compliant consultation to the Otonomy Sales Force, HEOR and Medical team and other functional teams on specific payer    
coverage policies and formulary status, as well as how payers evaluate and make decisions on relevant therapeutic areas

Support RBM’s and field sales in management of large IDN strategies and pull through efforts

Identify demonstration Projects between Payer/ Provider’s /Otonomy

Support FRM team where necessary and provide Regional Payer support  

Compliantly engages all internal and external stakeholders to optimally support product access

Identifies competitive threats and develops response strategies to ensure optimal payer access for Otology products

The role is remote and requires travel in excess of 60%.

May perform other related duties as required and/or assigned

Nature and Scope

Interacts with all levels of personnel internally and externally requiring the ability to clearly understand and communicate verbally and in writing the Company's Market Access and managed market objectives and policies as well as payer insights.  Requires a strong working knowledge relevant to the applicable field.   Job encounters problems of broad scope and moderate complexity with variations from the norm.   The incumbent typically determines own practices and procedures and leads and/or contributes to the development of new concepts. Errors in work could cause significant delays and financial loss.  



Bachelors Degree in business or comparable education and experience is required.  Advanced degree in business is preferred.

Requires a minimum of 10 years total commercial experience with a minimum 5 years’ experience in a comparable Managed Markets National/Regional Accounts position including development of access strategies and tactical plans supporting specialty drugs or other relevant experience.  

Recent Hospital and Surgery Center product launch experience preferred.  Advanced knowledge of Medicare Part B and D, as well as commercial payer coverage practices, trends, utilization controls, formulary review processes necessary. Experience with Medical Benefit products and/or Buy and Bill drugs is preferred.  

In addition, advanced knowledge of Health Care Reform legislation relevant to pharmaceutical product access required.  Advanced knowledge of Medicaid and Managed Medicaid, as well as Medicaid expansion through the Affordable Care Act important.  

Proven track record for establishing and improving product coverage across Medicare Part B and D, as well as Commercial payers required.

Advanced contract negotiation, analytical, and business skills needed.  Previous team management and sales experience preferred.  

Existing relationships or knowledge of key customers/targets is preferred.

Must be able to travel up to 60% of time.  

Location: Field Based with regular travel to Otonomy offices in San Diego, CA and targets.

Working Conditions:

Works in an office environment.  May, on a continuous basis, sit at desk for a long period of time; intermittently answer telephone and write or use a keyboard to communicate through written means. Some walking and lifting up to 20 lbs. may be required.  The noise level in the work environment is usually low to moderate.  Must be flexible to work varying schedules and hours as needed.  The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job.  

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.