US Regional Payers Account Lead - Northeast

Job Description

Do you want to be part of an inclusive team that works to develop innovative therapies for patients? Every day, we are driven to develop and deliver innovative and effective new medicines to patients and physicians. If you want to be part of this exciting work, you belong at Astellas!

Astellas Pharma Inc. is a pharmaceutical company conducting business in more than 70 countries around the world. We are committed to turning innovative science into medical solutions that bring value and hope to patients and their families. Keeping our focus on addressing unmet medical needs and conducting our business with ethics and integrity enables us to improve the health of people throughout the world. For more information on Astellas, please visit our website at www.astellas.com.

This position is based in Northbrook, Illinois. Hybrid work from certain states may be permitted in accordance with Astellas' Responsible Flexibility Guidelines. Candidates interested in hybrid work are encouraged to apply.

Purpose:

The US Regional Payers Account Lead - Northeast is responsible for planning, initiating, and managing profitable business relationships with Managed Care and Select Long Term Care customers in their specified geography by achieving unrestricted access for Astellas products. RPALs are expected to be experts at understanding and navigating their local healthcare landscape to include key stakeholders, variations in models, and federal and state regulation. This role requires cross-functional collaboration with a matrix internal team to ensure Astellas business objectives are achieved.

Essential Job Responsibilities:

• Negotiates formulary access and medical policy for custom plans and regional independents within assigned geography
• Collaborates closely with US National Payer Accounts team to pull through negotiated access to downstream template plans
• Establish leadership position through high level collaboration and teamwork with internal and external stakeholders
• Secures favorable formulary inclusion on state Medicaid preferred drug list within assigned geography
• Establishes personal trusting relationships with key personnel within assigned Priority Accounts and assists leadership in forging relationships with higher level contacts
• Leads execution of brand strategic objectives in their assigned geography to ensure business goals within all priority accounts are achieved
• Establishes themselves as the strategic leader/subject matter expert for pull-through efforts; strategically and proactively leading training and education efforts with overlapping Sales Managers/Directors to exceed market share objectives for Priority Accounts
• Attains market, customer and product knowledge necessary to accomplish business objectives and shares learnings with key stakeholders.
• Continually analyzes competitive landscape to determine trends and provides customer feedback to leadership and other key stakeholders
• Executes strategies at regional level with identified emerging customers (e.g., employer groups, risk bearing medical groups) as appropriate and prioritized
• Drives continuous improvement by proactively suggesting any potential improvements to business strategy to their direct manager
• Creates annual Priority Account strategic business plans and provides routine progress updates to their direct manager
• Collaborates with any co-promotion partners in accordance with the appropriate rules of engagement

Organizational Context:

• Mid-level individual contributor role
• Key accounts aligned to this role include regional payers, PBMs, state Medicaid, risk-bearing medical groups, and employer coalitions
• Reports to Head US Regional Payer Accounts

Quantitative Dimensions:

• Achieving formulary positioning and access targets for Astellas products with assigned customers
• Maximizing sales performance (Market Share, Units, Profitability) with assigned customers
• Proactively driving priority account business performance (deal model) through strategic and collaborative initiatives

Requirements

Required:

• Bachelor's Degree
• 7+ years of pharmaceutical or equivalent business experience
• Demonstrated ability to create appropriate customer relationships built on trust in both clinical and non-clinical groups
• Negotiation skills, business acumen, and analytical ability
• Strong interpersonal, oral and written communication and presentation skills,
• Strong project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines
• Self motivated, with excellent organizational skills, with ability to work both independently and as a member of a team
• Ability to travel up to 75% of the time with overnight travel

Preferred:

• Demonstrated experience successfully negotiating with direct-contracting payer customers for external candidates
• Demonstrated leadership experience
• Demonstrated Excellence in Collaboration and Teamwork
• Solid working knowledge of Microsoft Office

Compensation Range: $160,500, 214,000 (NOTE: Final Salary could be more or less, based on experience.)

Flexible grade level based on candidate background and skillset