National Account Director

Company Overview

OPKO Health is a multi-national and diversified life science corporation that owns and operates a set of businesses offering biopharmaceutical, genetic testing, laboratory diagnostics, medical device, contract manufacturing, animal, supplement and nutritional health products and services in 60 plus countries with 5,000 employees.

External Description

The experienced National Account Director will be responsible for managing the entire portfolio of national payers which impact Rayaldee business, including national and regional payers and PBMs falling under Medicare Part D, Medicaid, and Commercial umbrellas. The primary objective of this role is to ensure that OPKO Renal products are accessible to patients with minimal restrictions, and that access is accomplished using a fiscally sound contracting strategy that helps to meet corporate net income goals. Other responsibilities include:

• Successful development and implementation of the national strategic and tactical plan for market access
• Assess account economics/opportunities to minimize utilization management tools in customer negotiations
• Develop account business case and analytics to support strategy
• Develop and execute strategies to favorably impact coverage policy decisions within accounts
• Establish critical relationships with a variety of stakeholders within their assigned accounts
• Proactively identify potential marketplace trends and barriers
• Provide updates and analytics to leadership team, sales managers, field sales
• Flawlessly coordinate and execute pull through programs with field sales

The ideal candidate will bring to OPKO RENAL:

• Bachelor's degree, preferably in Life Sciences or Business Administration; A master's degree in management or MBA is preferred
• Minimum 15 years of proven pharmaceutical commercial experience with 8 years of progressive account management exposure, including 4 years managing National Accounts/payer relationships
• Understanding of payer influences on prescription drugs, including Medicare Part D plans, state Medicaid programs, commercial payers and PBMs
• Track record working with various prescription drug fulfillment options, including HUBs and specialty pharmacies
• Expertise using spread sheets to calculate financial impact of contracting strategies
• Exceptional communication, presentation, and negotiation skills
• Ability and willingness to influence without authority
• Experience working in a start-up entrepreneurial environment, demonstrating "CEO" of business mentality
• Ability to work in a fast-paced environment where change is common
• Effective cross-functional collaborator, with demonstrated competence in a culturally diverse workforce.
• Deliberate daily organization and preparation
• Strong personal and non-personal communications and customer service skills
• Willingness to travel to meet the needs of business requirements
• Knowledge and experience using CRM/Salesforce and Microsoft Office based programs
• Capability to learn OPKO products, becoming both clinically competent and clinically confident with disease state, product, and competitors
• Proficiency in Salesforce.com, MMIT Analytics, IQVIA/PowerBI, Microsoft Office, payer portals

More about OPKO RENAL

OPKO RENAL provides an entrepreneurial culture and small company environment. Senior leadership is easily accessible and focused on continuous improvement. If desired, associates will have the opportunity to contribute broadly to and have visibility within the organization. OPKO RENAL provides a competitive salary, uncapped bonus/incentive compensation, excellent health benefits, 401K. EOE/M/D/V

OPKO Health is an equal opportunity employer.