Director, National Accounts (Central)

Working from home
Jun 09, 2021
Required Education
Bachelors Degree
Position Type
Full time

Imagine\u2026 2 weeks after the birth of your child you realize they aren't meeting critical developmental milestones and after months of doctor's appointments you are told your baby has a rare neurological disease that would impact how they would live their lives.

This is the reality of parents whose children have Spinal Muscular Atrophy (SMA) and it's the reason why we at Novartis Gene Therapy are laser focused on bringing hope and possibility to those devastated by rare genetic diseases.

We use cutting-edge technology to turn promising gene therapies into proven treatments beginning with SMA but also focusing on Rett Syndrome and Friedreich's Ataxia.

Imagine the lives you could transform by joining the Novartis Gene Therapy team.

The Director, National Accounts, (DNA), will identify and develop working relationships with key decision makers in the operations and management of formulary coverage and design at targeted National and Regional plans within assigned geography. This includes Pharmacy Benefit Managers (PBMs), Managed Care Organizations (MCOs), State Medicaid, Hospital / Institutions, Integrated Delivery Networks (IDNs), Federal Accounts, Accountable Care Organizations (ACOs) and other emerging markets, as appropriate. The DNA will place themselves in a position to influence the decision-making process at all levels, including Directors of Pharmacy, Medical, Clinical, Policy, and C-Suite executives. This position will maintain account development and management to attain key objectives for the current and future Novartis Gene Therapies (GTx) gene therapy products. The DNA will be responsible for implementing short and long-term business initiatives to ensure appropriate coverage, coding, and reimbursement within the specific managed market segments. Cross-functional leadership and collaboration with both internal and external stakeholders is essential in the Director, National Accounts, (DNA) role.

  • Assignment includes: Key targeted national and regional commercial payers, including State Medicaid's within assigned geography, in addition to institutions/hospitals where AVXS-101 will be made available.
  • The DNA is a customer facing position who is responsible for building, sustaining and continuously improving the organizations perception in the payer environment by delivering compelling presentations about GTx, our work in rare, ultra-orphan neurological conditions, and the manufacturing and development of novel gene therapy treatments that have disease modifying potential.
  • Responsible for developing strong account relationships at all levels, including C-Suite executives, for the purpose of gaining appropriate access and maximizing sales of GTx current and future product portfolio.
  • Develop strategic plans for channel customers that assess product positioning within each targeted payer customers in assigned geography including: PBM's, National and Regional Commercial Payers, Government, and other target accounts as defined by GTx market access leadership.
  • Support strategic plan with defined tactics and objectives to move payer decisions in a direction that continues to open access for the approprjuiate patients.
  • Demonstrated knowledge of payer decision making for policy, coverage, coding and patient access to existing and future GTx gene replacement therapy products.
  • Expert level understanding of reimbursement process, specifically the medical benefit (buy and bill), Specialty Pharmacy, and outpatient / inpatient infusion capabilities within assigned geography and targeted payer and institutional responsibilities.
  • Assist Managed Markets leadership in segment support, which includes account management and development, implementation of departments strategic imperatives, brand planning and pull through, case management, and cross-functional collaboration that supports organizational goals.
  • Become an expert in GTx future therapies and disease states with the ability to educate, and ensure optimal pull through effectiveness for all patient support and access programs including HUB, distribution, co-pay support, PAP, and other access program offerings.
  • Collaborate with Medical in the development, coordination and deliver of clinical presentations and value propositions with the goal of appropriate access within national and regional plans.
  • Advocacy development with KOL's, families, and advocacy groups at the local, regional, and national levels to lobby for appropriate access and remove unreasonable barriers to treatment.
  • Responsible for removing access barriers and making appropriate recommendations to senior leadership team to maximize revenue and profitability.
  • Assess competitive market landscape and opportunities for improved or expanded market penetration and adoption.
  • Compliantly lead case-management responsibilities with a high level of communication and coordination with all relevant field based personnel that directly impacts patient gaining access to therapy.
  • Critical skill set to successfully collaborate across all relevant business units within the organization to establish strategies and plans aligned with the managed care execution of the overall corporate strategy.
  • Proven ability to work independently, adhere to specific timelines, deliver on all administrative requirements, and execute on business plan initiatives.
  • Ability to skillfully communicate and negotiate in tough situations with both internal and external customer, while working within an ever-changing managed markets, payer, and corporate environment.
  • Project management skills (leading without authority), with the ability to handle multiple tasks, assignments, and business partners.
  • Embrace GTx culture and model work behaviors that are consistent with each of the company's core values: Tenacity, Teamwork, and Integrity.

  • Bachelor's degree in Science, Business, Marketing or related technical field is required.
  • A minimum of 8-10 years pharmaceutical industry experience in sales, management, marketing, managed care or other relevant commercial function.
  • Managed Care experience required with strong National and Regional Account Management experience within both commercial (private) and government (public) payer systems.
  • Experience working in the Rare or Orphan space specifically with infused therapies.
  • Outpatient Buy and Bill and coding experience preferred.
  • Excellent oral and written communication skills. Ability to influence through the articulation of complex medical, managed care and financial concepts to various audiences.
  • Strong work ethic and the ability to foster a culture of collaboration, continuous improvement and operational excellence.
  • Strong account management skill set with extensive experience in strategic I tactical planning, execution and negotiation skills with proven track record of success.
  • Up to 75% travel required.

The Director, National Accounts position is field based with candidate preferably residing within the assigned geography.

The level of this position will be based on the final candidate's qualifications.

Why Novartis?

769 million lives were touched by Novartis medicines in 2020, and while we're proud of this, we know there is so much more we could do to help improve and extend people's lives. We believe new insights, perspectives and ground-breaking solutions can be found at the intersection of medical science and digital innovation. That a diverse, equitable and inclusive environment inspires new ways of working.

We believe our potential can thrive and grow in an unbossed culture underpinned by integrity, curiosity and flexibility. And we can reinvent what's possible, when we collaborate with courage to aggressively and ambitiously tackle the world's toughest medical challenges. Because the greatest risk in life, is the risk of never trying! Imagine what you could do here at Novartis!

Novartis Gene Therapies Benefit Summary:

Annual bonus, long term incentive, health insurance, paid vacation/holidays, potential flexible working arrangements (based on role) and an employee recognition program are available for this position, among many other benefits provided to employees of Novartis Gene Therapies.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Novartis Gene Therapies is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, national origin, genetics, disability, age, sexual orientation or veteran status.