Depomed, Inc.

Sr. Regional Account Manager

Location
Philadelphia, PA, United States
Posted
Aug 03, 2018
Ref
1137
Required Education
Other
Position Type
Full time
Responsible for leading and managing business strategies for targeted regional insurers and managed care organizations to achieve net financial goals. Responsible for maximizing reimbursement and access to attain sales and other corporate goals within targeted accounts. Effectively develops account-level business plans, coordinates clinical presentations, drives value messaging, and coordination of pull-through activities with field sales personnel. Provides regional payer and market perspective to internal colleagues and business partners and collaborates with such partners in order to optimize corporate return on investment. Keeps Company abreast of shifting customer and market trends, competitive positioning, and other major factors that impact the long term ability to achieve strategic business results and to position Depomed as a leader in pain management. Builds enduring relationships with key customers including C-Suite Executives. The position is based in the Northeast with responsibility for priority regional accounts from New England to the Mid-Atlantic.

ESSENTIAL JOB FUNCTIONS:
  • Responsible for managing the performance of targeted priority regional MCOs in the Commercial and Medicare segments. Responsible for driving account level business (revenue/profit). Target customers within these accounts include, but not limited to pharmacy and medical directors, formulary directors, clinical pharmacists, pharmaceutical contracting managers and case managers
  • Priority account activity on-going with account quarterly meetings to include: business reviews, clinical presentations, in-services, marketing updates and contract negotiations
  • Identify opportunities and secure appropriate resources through strong internal cross-functional relationships and organizational awareness
  • Coordinate, implement and follow-through on all managed care contracts, preferred formulary positions and pull-through initiatives
  • Maintain on-going relationships with key customers while actively expanding the contact base within all accounts
  • Research, document and communicate timely, competitive information for all competitive products within the marketplace
  • Keep field sales management informed of managed care programs or initiatives that could directly or indirectly impact field sales activity
  • Align business planning activities with field sales goals
  • Coordinate and integrate field sales support for managed care programs and pull-through opportunities
  • Organize and participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities
  • Develop strong relationships with, and appropriately utilize advocates to create business opportunities for Depomed partners
  • Demonstrated ability to manage large accounts and potentially assist in managing accounts which are national in scope


Requirements

EDUCATION and EXPERIENCE:
  • Four year degree in business or related experience and/or training; equivalent combination of education and experience
  • MBA highly preferred
  • 5 years' medical/pharmaceutical sales management experience
  • A minimum of 4 years Managed Care payer account management experience required
  • Previous track record of positive sales results required
  • 50-60% overnight travel is required with this position SKILLS and ABILITIES:
  • Strong business acumen and entrepreneurial mindset
  • Strong organizational and leadership skills
  • Strong understanding of customer and industry reimbursement and contracting practices and trends.
  • Thorough understanding of the U.S. healthcare system (public and private sector, payer influencers).
  • Excellent communications and interpersonal skills
  • Strong Excel skills that enable interpretation and assessment of the reimbursement environment and development of effective strategies to optimize reimbursement
  • Ability to think strategically set and manages priorities, manage multiple projects, and allocate and reallocate resources as required
  • Documented ability to influence without positional power
  • Communicate clearly and persuasively with teams such field sales, marketing and pricing/contracting


DEPOMED COMPETENCIES INCLUDE:
  • Decisions and Judgment: completing assigned tasks by gathering relevant information systematically and considering a broad range of issues or factors when making decisions.
  • Ownership and Initiative: Assumes personal ownership and accountability for business results and solutions. Organizes work based on company/department goals. Develops alternative strategies when confronted with obstacles. Plans and organizes work so that timelines are met or exceeded.
  • Communication skills: Expresses ideas and information effectively and constructively. Provides accurate and timely information to others within the department and across functional groups. Demonstrates attention to and understanding of others' comments, questions, and views.


About Us

THE COMPANY

Depomed is a leading specialty pharmaceutical company committed to putting the Patient First in everything we do; with a focus on enhancing the lives of patients, families, physicians, providers and in payors through commercialization of products in the areas of pain and neurology, and developing drugs in areas of unmet medical needs.

Depomed currently markets three medicines focused on neuropathic pain and migraine through its Neurology and Pain Business and has an emerging Specialty Business focused on orphan drug indications and areas of unmet medical need.

Depomed has a clear THREE PILLAR strategy for growth:

MAINTAIN a strong/profitable NUCYNTA franchise through a commercialization agreement with Collegium, GROW the Neurology and Pain Business and BUILD a new Specialty Business through a recent Cosyntropin transaction. The company's strategy is to continue to identify, license and develop new products-that offer enhanced therapeutic options to patient populations that may be underserved by existing therapies.

As part of the transformation strategy, Depomed has relocated its headquarters to Lake Forest, Illinois.

Depomed is an AA/EEO/Veterans/Disabled employer.