Federal Account Manager

Basking Ridge, NJ, United States
Nov 20, 2020
Pharm Country
Required Education
Bachelors Degree
Position Type
Full time
Federal Account Manager

Ipsen Biopharmaceuticals Inc.

Job Description:

Position Summary:

As a member of the Value and Access team, the Regional Federal Accounts Director leads the strategic and tactical execution for each brand in the Federal Market ensuring access for Ipsen products by removing access barriers through partnerships with key national VA PBM, the national PBM for DHA (DoD) and the national PBM for the Indian Health market. In addition to the national PBMs this person also works with the regional VISN Pharmacy Executives (VPEs) in the VA Health Administration and key institutional leadership. This person will work closely with other Value and Access team members, as well as marketing, sales, and medical affairs, in adherence with Ipsen's Rules of Engagement, to ensure appropriate medical education, customer access, and innovative programs are in place such that Ipsen can exceed its commercial objectives. Furthermore, the RFAD will be responsible for increasing volume growth and market share within the Federal Segment by developing, managing, and executing Ipsen's overall VA and DoD strategy as well as leading the tactical pull-through for each brand. In addition, this person will build long-term executive-level account relationships with TriCare (DHA) or VA PBM and/or Indian Health.

Essential duties & responsibilities:

Key Responsibilities Include:
  • Deep understanding of VA, DoD and Indian Health with the ability to identify opportunities for Ipsen's oncology, neurology and rare disease products.
  • Planning, initiating, negotiating and managing profitable business relationships with assigned accounts at the national, regional and local level.
  • Understanding the national VA, DoD and Indian Health medication review process for all targeted federal accounts and coordinating the account team efforts to ensure our products have appropriate access
  • Increasing volume growth, market share and profitability of Ipsen's products by functioning as a consultative partner who understands and respects the federal market.
  • Developing account specific business plans, executing against them and providing quarterly business updates.
  • Developing and maintaining relationships with VISN VPE's and pharmacy leadership at assigned accounts to identify opportunities and develop advocates ensuring customer needs are met.
  • Raising awareness of Ipsen products and effectively communicating Ipsen business strategy and value propositions within the segment at multiple levels.
  • Understanding the VA and DoD centers of excellence for each brand and working with the field to ensure brand awareness and clinical support.
  • Collaborating and providing guidance to the field teams for meeting/exceeding sales goals and performance objectives.
  • Educating and updating the regional sales teams with knowledge of the VA and DoD segment.
  • Supporting and attending VA, DoD and Indian Health specific industry meetings.
  • Raising awareness of Ipsen products and effectively communicating Ipsen business strategy and Value Proposition messages in collaboration with HEOR with TL's that impact population health at multiple levels throughout the organization.
  • Ensuring compliance with all applicable laws, regulations and regulatory guidelines governing commercial and scientific interactions with healthcare professionals, payers, advocacy and other business partners.
  • Assisting in the development of brand strategies and business plans to ensure a consistent company sales and marketing message.
  • Establishing and maintaining exceptional communication, cooperation, and coordination with internal Ipsen teams.
  • Refining and leading Federal Mentor Me Federal preceptorship program to provide an opportunity for participants to experience a structured, impactful exposure to role of the Federal Accounts team

Core Competencies / Knowledge & Skill Requirements
  • Advanced knowledge the federal space from the national, regional and local levels to ensure access for Ipsen products.
  • Proven ability to develop segment level strategic and tactical plans, successfully executing against measureable metrics.
  • High level of financial acumen and negotiations skills.
  • Experience and success in generating opportunities for enhanced pricing and product favorability in competitive markets for all labeled indications.
  • Demonstrated leadership ability with a focus on influence, impact and leading without formal lines of authority.
  • Willingness to work independently in a fast-paced environment, with the ability to multi-task and self-prioritize workload.
  • Willingness to travel up to 80 percent of time, which will include regional and national travel.

Education, Experience & Training Required

Experience and Education (minimums)
  • Bachelor's degree required/ Master's Degree or other related advanced degree preferred.
  • Minimum 10 years of relevant experience in Biotech/ pharmaceutical marketplace.
  • Experience in Oncology or Neurology from a leadership position preferred.
  • Comprehensive understanding of the oncology and/or neurology federal marketplace including knowledge of organizational structure and key decision makers required.
  • Ability to translate key clinical information supporting product, competitors, science and marketplace to a broad range of oncology and neurology customers.
  • Thorough knowledge of the federal pricing and contracting.
  • Proven expertise in interpersonal and relationship building skills is required along with strong influencing & negotiating skills.
  • Launching of new product/start-up experience a plus.

Significant Contacts
  • Internal -Value and Access, Sales and Marketing, Franchise Heads, Medical Affairs, Pharmacovigilance Team, HEOR, Regulatory Affairs, Legal and Compliance, Human Resources, IT, Finance
  • External- Federal accounts, vendors, consultants, Federal industry groups (AMSUS, etc.)

Essential Functions - Physical Position Requirements: Machines and/or Equipment Used
  • PC literacy required; MSOffice skills (Outlook, Word, Excel, PowerPoint) & and virtual platforms (Microsoft teams, etc.)
  • Regularly required to operate standard office equipment (personal computer, etc)
  • Ability to work on a computer up to 7 hours a day.
  • Business travel by air or car is regularly required
  • Works from home, in car and in other remote locations
  • Regularly required to operate computer, iPad and phone

The statements contained herein reflect general details as necessary to describe the principles functions for this job, the level of knowledge and skill typically required, and the scope of responsibility, but should not be considered an all-inclusive listing of work requirements. Individuals may perform other duties as assigned, including work in other functional areas to cover absences or relief, to equalize peak work periods or otherwise balance workload.

Ipsen Biopharmaceuticals, Inc. is an equal opportunity employer. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, national origin, age, gender, sexual orientation, sexual identity, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable federal, state or local law.

Ipsen Biopharmaceuticals, Inc. conducts background screening, reference checks, and drug testing as part of its pre-employment screening process. This description is not intended to be constructed as an exhaustive list of duties, responsibilities, or requirements for the position. This position may change or assume additional duties at any time. The employee may be requested to perform different or additional duties as assigned.

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.","datePosted":"2020-11-19T00:00:00.000Z