The Director, National Accounts, is accountable for orchestrating the overall strategy for customers in coordination with necessary internal/Regeneron stakeholders (ie brand teams, medical affairs, sales, CSOP, operations, etc.) that brings value to both Regeneron and customers. The role is responsible for the following account segments/channels:
Wholesalers and distributors
Specialty pharmacy
PBM owned Specialty and Mail order pharmacies
Group Purchasing Organizations
Others as applicable
You will be accountable for achieving Regeneron’s sales and product market access objectives within national account channels/segments. This role represents oncology and ophthalmology franchise, as well as future products as applicable.
The role is responsible for conducting business in accordance with assigned National Accounts.
When account specific issues and challenges are identified, engage with appropriate internal resources to assist.
Leads the team and influences internal organization and other stakeholders. Manages performance and addresses skill development for direct reports to ensure appropriate portfolio business management.
Develop and maintain strong working relationships with C-Suite and influential leaders in senior management at the customer with a goal of understanding unique business needs, model, and strategic challenges.
Lead the negotiation, coordinate and manage project implementation with customer to support brand strategies.
As needed, present business cases for opportunities/evaluation including a broad view of the enterprise impact.
Inform dispensing and distribution TA/brand strategies with insights from channel segments and customers. Ensure that appropriate performance metrics are included in account plans and are being reported across the organization.
Influence high-level decision-makers within the channel sector by developing and maintaining critical business relationships to ensure sales success as well as compliance with distributor agreements.
Present, negotiate and execute performance contracts with various trade channels supporting the supply and access goals for Regeneron brands.
Present clinical information within company policy and product prescribing information supporting the utilization.
Accountability for business development opportunities with accounts that have national scope of business or that covers multiple regions and geographies.
May include supervisory role of the Regional Account Manager(s).
Enforce contract terms and conditions with national account customers and analyze contract performance while providing support.
Provide strategic input to key internal stakeholders on national account segments. Monitor and maintain a high level of awareness of pricing regulations and third party reimbursement policies.
Review and analyze alternative classes of trade for Regeneron products to maximize opportunity in agreed upon national account segments/channels.
Partner with internal cross functional partners (CSOP, Sales, Operations, Brands) to appropriately achieve business objectives and resolve national account related issues.
Represent Regeneron at key conferences and vendor functions, which impact relationships with key customers. Knowledge of payer environments including PBM and payer owned pharmacies.
Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques.
Competencies and job qualifications:
Technical:
In-depth knowledge of Regeneron product prescribing information
Well-developed negotiating skills.
A high level of awareness and understanding of the implications and opportunities of contract strategy.
A thorough knowledge of strategic marketing and selling.
An in-depth knowledge of key account selling for targeted channels/segments.
Proficiency with software applications and customer relationship management tools.
An in-depth knowledge of Regeneron contract offerings and their applications.
A high level of knowledge of current reimbursement modalities, including AWP, WAC, ASP, margin, spread, and MAC pricing.
A thorough understanding of all corporate policies and procedures including Code of Conduct.
Thorough understanding of Market Access support and services.
An in-depth knowledge of the marketplace and applies that understanding to targeted national account segment/channel marketing, distribution strategy development and implementation to accomplish business objectives.
The ability to influence key decision makers in targeted national account segment/channel.
Recognized as a resource to cross functional partners responsible for targeted national account segments/channels.
Planning and Analysis:
Plan, organize, and analyze in order to accomplish company and individual sales and business objectives.
Maintain ability to develop, plan specific activities, implement, monitor, and adjust all-inclusive pull through plans that involve sales and sales management.
Develop and update business plans for owned accounts and lead the development and execution of National Account Director business plans.
Maintain accurate targeted national account profiles and customer interactions via Veeva customer relationship management tool.
Communication:
Strong oral, written, and group communication skills with internal and external customers.
Effective communication with targeted national accounts including C-suite customers.
In a timely and accurate manner, submit all budgetary information, expense reports and administrative reports as requested.
Maintain frequent contact with Executive Director, National Channel, MAPS and sales force colleagues.
Required:
Bachelor's degree required, advanced business or science degree desirable.
10+ years relevant industry experience
Prior experience leading a team and managing performance and development of direct reports.
Ability to develop and maintain strong business partnerships with C-Suite and influence leaders in senior management within National Accounts.
Understanding of the entire national account segment/channels including payor, trade distribution network, and specialty pharmacy providers.
Overnight travel of 50% may be required.
Does this sound like you? Apply now to take your first step towards living the Regeneron Way! We have an inclusive and diverse culture that provides comprehensive benefits, which often include (depending on location) health and wellness programs, fitness centers, equity awards, annual bonuses, and paid time off for eligible employees at all levels!
Regeneron is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion or belief (or lack thereof), sex, nationality, national or ethnic origin, civil status, age, citizenship status, membership of the Traveler community, sexual orientation, disability, genetic information, familial status, marital or registered civil partnership status, pregnancy or parental status, gender identity, gender reassignment, military or veteran status, or any other protected characteristic in accordance with applicable laws and regulations. The Company will also provide reasonable accommodation to the known disabilities or chronic illnesses of an otherwise qualified applicant for employment, unless the accommodation would impose undue hardship on the operation of the Company's business.
For roles in which the hired candidate will be working in the U.S., the salary ranges provided are shown in accordance with U.S. law and apply to U.S.-based positions. For roles which will be based in Japan and/or Canada, the salary ranges are shown in accordance with the applicable local law and currency. If you are outside the U.S, Japan or Canada, please speak with your recruiter about salaries and benefits in your location.
Please note that certain background checks will form part of the recruitment process. Background checks will be conducted in accordance with the law of the country where the position is based, including the type of background checks conducted. The purpose of carrying out such checks is for Regeneron to verify certain information regarding a candidate prior to the commencement of employment such as identity, right to work, educational qualifications etc.
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