Director, Government Accounts (Market Access)

US-NJ-Jersey City
Job ID
2017-1071
# of Openings
1
Category
Marketing

Overview

Entrepreneurial Spirit, Rooted in Tradition. At Mitsubishi Tanabe Pharma Development America (MTDA), we can tout a storied reputation more than 300 years in the making. Our parent company, Mitsubishi Tanabe Pharma Corporation (MTPC), is a research-driven pharmaceutical company with global reach – and one of Japan’s oldest and most respected companies.

 

Relatively new to the U.S. market, the innovative compounds of the Mitsubishi Tanabe Pharma Group have already enjoyed commercial success under the brand labels of our U.S. partners. In this next phase of development, we plan to bring exciting new compounds to market under our own MT Pharma America label. We’re currently building a new commercial organization and expanding our other functions to support this strategy.

 

The Director, Government Accounts (Market Access) will be responsible for the development and implementation of government channel strategy and tactics designed to secure, maintain and expand appropriate access and reimbursement for all MTPA products. The incumbent will be responsible for strategic imperatives and tactical planning for targeted government channels: CMS, Medicare Part B MAC’s, VA, DOD and Tricare East and West.   

 

This position will facilitate access and reimbursement for MTPA products and insure coordinated/targeted pull through with the field Sales and Marketing.  The Director, Government Accounts (Market Access) will maintain a high level of collaboration and integration with Marketing, Sales, Product Development, Medical, Legal, Strategic Reimbursement, Training, Finance and Senior Leadership.

Responsibilities

  • Develops, implements and manages national government channel payer strategies for MTPA products:
    • Leads government channel contract design and negotiations to optimize patient and provider access and reimbursement, product performance from a patient access, safety and profitability perspective
    • Identifies immediate growth opportunities and recommends pull through strategies
    • Proactively identifies critical risk areas and develops mitigation strategies
  • Collaborates with Marketing, HEOR, Medical and Finance to develop value based messaging and metrics to insure long term relationships with payer partners
  • Builds long-term strategic partnerships and leads cross-functional support for payer initiatives, including appropriate internal, field-based and external stakeholders
    • Identify and engage KOL support
    • Identify and develop payer advisors/advocacy to address policy and business issues
    • Develop and maintain channel-specific partnerships with Medicare Contractors, Carrier Advisory Committee (CAC) members, professional medical societies, and members/officials within the US Veteran and Military Healthcare Systems
  • Serves as internal project lead to establish and execute payer initiatives in collaboration with marketing, reimbursement, sales, HEOR and internal and external stakeholders
  • Collaborates with field, corporate account directors and internal team to execute on strategies and pull through
  • Explores and assesses business opportunities for MTPA products to increase sales revenue/profit; assessment to potentially include:
    • Trade and distribution, SP and Specialty Distributor channels
    • Accountable Care Organizations
    • Integrated Delivery Networks
  • Negotiates and manages new business agreements aligned with brand strategy
  • Other duties may be assigned as needed
  • Works cross-functionally and collaboratively with Marketing, Sales, Medical, Legal, Contracting, Reimbursement, Finance to support development and Life Cycle Management activities.  Serves as the Government Channel subject matter expert (SME) for all internal stakeholders.

Qualifications

  • Bachelor’s or Masters Degree required. Preferred major in sales, marketing and/or relevant healthcare related area

  • Minimum 10 years of pharmaceutical/biotech industry experience
  • Minimum 8 years of field-based Market Access Account Management experience with a proven track record in access and reimbursement, working with biotech specialty products (Commercial Account Management, Government Account Channels, Market Access Payer Marketing, Patient/Provider Reimbursement HUB services and some degree of coding and claims processing
  • Demonstrated experience in negotiating agreements/contracts
  • In-depth understanding of the functions and procedures of distribution channel, wholesalers and specialty pharmacy, including physician buy and bill reimbursement models
  • Strong understanding of payer market and payer dynamics, both commercial and government funded and experience in different access and reimbursement models, including Medicare Parts B and D, Medicare Advantage (e.g., Medicare Coverage Determinations (NCDs, LCDs and Coverage Articles), ASP pricing
  • In-depth understanding of Health Care Reform, Medical Policy and the legislative arena
  • In-depth understanding of coverage, coding, and reimbursement for specialty therapies across all sites of care: CMS ASP, ASC, OPPS, J, C and Q Codes
  • In-depth understanding of federal GSA contracts and pricing requirements (FSS, BPA, DAPA/E-CAT - Defense Logistics Agency)
  • Demonstrated success in developing and implementing targeted pull through to maximize sales objectives with the appropriate/needed training
  • Outstanding customer relationships, interpersonal and communication skills with the established ability to effectively communicate across diverse audiences and influence cross-functionally
  • Highly effective presentation skills, written and verbal communication skills
  • Excellent organizational skills
  • Knowledge in SAP or other integrated software, Microsoft Office CRM and contract management systems
  • Willingness to travel 50% or more both domestically and internationally
  • Ability to sit or stand for long periods of time
  • Manual dexterity required to operate office equipment, i.e. computers, phones, copy machine/printer
  • Ability to carry, handle and reach for objects
  • Ability to lift and pull up to 15 pounds

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