Senior Director of National Accounts
美国国家账户高级总监 （国民付款人和 SP）对线上投资组合产品的开放商业形式访问保持责任，并为发行品牌获得访问。个人必须通过一个针对全国帐户部署的账户团队与关键外部客户建立关系。随着扩大到越来越具影响力的公共部门 （例如医疗补助）,对国家特定动态知识，表格管理活动以及维护访问的能力也将是至关重要的。对于成功，会计管理直接报告的坚实的领导力以及市场访问账户，战略定价和合同，营销，销售，财务，法律和运营方面的合作将是必不可少的。高级董事将与美国市场访问团队密切合作制定行动计划并向关键内部利益相关者提供符合品牌业务目标的适当道策略的教育。与付款或 RFP 有关的跨功能领导力，包括在定价委员会审查中有效参与，是这一角色的一个重要方面。高级董事必须确保 CSL 客户的声音在所有品牌或投资组合商业机会中都受到代表性。责任总结：· 为所有关键品牌开发市场访问 （付款者/道）战略提供输入和客户细分观点 ·为品牌价值平台发展提供输入并确保账户管理人员获悉和培训，将价值提案 /核心信息交给 CSL 帐户 ·保持对品牌商业目标的明确理解，重点放在道优化方面 · 建立与外部 CSL 客户，包括商业和公共部门支付者及配合专业药店的关系；· 在批准的指导方针内为所有相关支付者的 CSL 品牌提供有利可图的访问；·监督外部环境，客户和竞争对手以确定 CSL 在品牌差异化和获取增强方面的机会；·拥有账户部署决策，帐户战略，账户级商务计划开发以及 NAD 方向来推动 CSL 业务。·参与合同审查委员会和定价委员会，与美国市场准入，金融，法律和营销部门合作制定建议。
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The Senior Director of National Accounts (National Payers and SPs), has responsibility for maintaining open commercial formulary access for inline portfolio products & achieving access for launch brands. The individual must develop relationships with key external customers working through an account team deployed against national accounts. With an expanded effort into an increasingly influential public sector (e.g., Medicaid), knowledge of state-specific dynamics, formulary management activities and the ability to maintain access will also be critical. Solid leadership for the account management direct reports as well as collaboration across Market Access Accounts, Strategic Pricing and Contracting, Marketing, Sales, Finance, Legal and Operations will be essential for success. The Senior Director will work closely with the US Market Access team to develop plans of action and educate key internal stakeholders on appropriate channel strategies aligned with brand business objectives. Cross-functional leadership related to payor RFPs, including effective engagement at pricing committee reviews is an important aspect of the role. The Senior Director must ensure that the voice of the CSL customer is represented in all brand or portfolio business opportunities.
Summary of Responsibilities:
- Provide input & customer segment perspective into the development of market access (payor / channel) strategies for all key brands
- Provide input into brand value platform development & ensure that account managers are informed and trained on the delivery of the value proposition / core messaging to CSL accounts
- Maintain a clear understanding of brand business objectives with a focus on channel optimization
- Build & maintain relationships with external CSL customers, including commercial & public sector payors & aligned specialty pharmacies
- Drives profitable access for CSL brands across all relevant payors within approved guidelines
- Monitors the external environment, customers and competitors to identify opportunities for CSL regarding brand differentiation & access enhancement
- Owns account deployment decisions, account strategies, account-level business plan development & NAD direction to drive the CSL business
- Participate in the Contract Review Committee & Pricing Committee, collaborating in the development of recommendations for consideration in conjunction with US Market Access, Finance, Legal & Marketing
- Works with internal & external business partners to ensure account-specific objectives are achieved
- Develops & maintains contacts within the industry to obtain environmental, competitive & product-specific insights
- Builds & maintains customer relationships to create a foundation for new business opportunities
- Maintain a dynamic team with clear development plans & work to enhance cross-discipline assignments to build business competencies for future leaders
- Working closely with the ED of MAA, ensure that a culture of innovation & creativity exists while consistently leading & performing with a high level of integrity
Qualifications and Skills Required:
- B.A. or B.S. Degree required; MBA or other advanced degree preferred
- 12-15 years of experience in the biotech industry, preferably rare & orphan disease medicines
- 5+ years of payor experience including channel account management
- Experience in product pharmaceutical marketing and/or sales
- Prior success in leading, managing & developing teams, including remote personnel
- Demonstrated success in achieving formulary coverage for branded specialty products
- Demonstrated success with account management across channels, including specialty pharmacies, GPOs, integrated health systems & payers
- Knowledge of relevant legal, compliance & regulatory requirements
- Proven ability to provide strategic input into access strategies & implement tactical plans of action inclusive of pricing & contracting strategies aligned with brand business objectives
- Strong leadership, planning, decision-making & problem-solving skills; focus on delivering results
- Proven record of success in working with cross-functional teams; demonstrated ability to successfully educate & influence multiple levels of an organization
- Strong attention to detail combined with a keen ability to recognize issues in the context of higher-level policies & regulations
- Strong interpersonal & peer leadership skills to influence without authority; ability to work cross-functionally in a highly dynamic environment with a high sense of urgency
- Excellent written and verbal communication skills
- Proficient in Microsoft Office
- Ability to travel up to 50%
About CSL Behring
CSL Behring is a global biotherapeutics leader driven by our promise to save lives. Focused on serving patients’ needs by using the latest technologies, we discover, develop and deliver innovative therapies for people living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. We use three strategic scientific platforms of plasma fractionation, recombinant protein technology, and cell and gene therapy to support continued innovation and continually refine ways in which products can address unmet medical needs and help patients lead full lives.
CSL Behring operates one of the world’s largest plasma collection networks, CSL Plasma. Our parent company, CSL, headquartered in Melbourne, Australia, employs 32,000 people, and delivers its lifesaving therapies to people in more than 100 countries.
To learn more about CSL, CSL Behring, CSL Seqirus and CSL Vifor visit and CSL Plasma at .
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Originally posted on Himalayas