Mitsubishi Tanabe Pharma

  • Director, Corporate Accounts

    Job Locations US-NJ-Jersey City
    Job ID
    # of Openings
    Managed Markets
  • Overview

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


    With the recent FDA approval and availability in the U.S. of RADICAVA® (edaravone) MTPA is rapidly expanding our operation across all functional areas to launch this new product in the U.S. market. Concurrently, the company is expanding its research efforts and exploring collaborations with partners to discover and bring treatments to market for unmet medical needs including orphan diseases. We currently seek motivated professionals who share our vision of scientific excellence, innovation, and unwavering dedication to improving the lives of patients. 


    The Director, Corporate Accounts, will build the payer team and focus on strategy to support the launch and life cycle management of our lead ALS therapy and future products in the United States. The incumbent will work closely with other members of the commercial team, including marketing, sales, trade, and sales operations, as well as other cross-functional partners.

    The Director, Corporate Accounts will be responsible for developing a corporate account team and executing an annual plan to achieve priorities for engagement with key external groups: Commercial Payers, Medicare Advantage plans, PBM’s commercial and Part D, FFS Medicaid, Managed Medicaid plans and potential MAC and Tri Care involvement. Incumbent will work closely with Commercial, Medical, R&D and other functions to ensure that priorities and investments with external stakeholders align with overarching business goals, and also manage a budget to accomplish objectives.


    • Develops, revises and implements the Managed Markets payer (Commercial and Government) strategy for Mitsubishi Tanabe Pharma US’ lead ALS product and future products
    • Builds team both internally and externally
    • Serves as Payer Team Leader and represents payer on the ALS team; drives success factors to support long-term payer and access strategy
    • Implements Payer Strategy and execution including policy and formulary placement
    • Leads development of compelling payer value proposition that communicates clinical, economic and value based attributes of Mitsubishi Tanabe Pharma US therapies to key payer segments and channels
    • Keeps senior and corporate executives informed about changes and emerging issues in the broad, managed customer environments and subsequent implications for Mitsubishi Tanabe Pharma US
    • Works with cross-functional partners (Account Directors, Brand Marketing, Sales, HECOR, Medical, Legal, Commercial Analytics and others) to develop a comprehensive access strategy that is strategically aligned for Payer account team and reimbursement team
    • Assists market access marketing agency (and vendor relationships) to develop promotional programs and tactics aligned with payer launch plan
    • Runs Ad Boards to drive strategy for access projects within market access
    • Develops/maintains thorough understanding of dynamics driving various managed markets segments and channels: Commercial Managed Care, Medicare, Medicaid, Exchanges, Trade, Integrated Delivery Systems/Systems of Care, Accountable Care Organizations, Value Message, ALS GPO and Institutions
    • Works with internal and external segment and channel experts to identify leading trends, channel dynamics and translates to impactful access programs (including GPO) for our brand
    • Designs and conducts research with key customer segments to aid in the development of sound managed markets business strategy
    • Collaborates closely with Medical Affairs and HECOR departments to ensure payer related endpoints are captured in pivotal trials/outcomes research for eventual use with decision-makers
    • Effectively manages budgets and project timelines including all price reporting to the government and contract management


    • Bachelor's degree in Business, Finance, Health Administration or related
    • MBA or MHA preferred
    • Minimum of 10 years experience in the Pharmaceutical/Biotech industry in managed markets, ALS, reimbursement or similar, with at least 3 years in a leadership role and 3 years in payer strategy or managed care contracting
    • Experience with commercial or payer assessments for early stage pipeline programs
    • Track record of closing complex negotiations in payer/managed care arena
    • Preferred experience includes:
    • Pharmaceutical pricing
    • Direct payer and/or product commercialization
    • ALS: managed market launch, policy, pricing, reimbursement and access
    • Risk or value based GPO contracting
    • Biotech and start-up arenas
    • Broad based knowledge of the Pharma/Biotech industry, healthcare finance, managed care and insurer access strategies
    • Firm grasp of legal, regulatory and compliance issues in the healthcare space
    • Analytical/strategic thinker with proven ability to:  
    • conduct situation analysis of external pricing, access and reimbursement environment; synthesize relevant information to develop strategic plans
    • develop/test value messages and value evidence with payers; determines most compelling way to demonstrate/communicate product value to payers
    • conduct qualitative and quantitative pricing studies; formulate price policy recommendations
    • formulate health policy strategy; implement these strategies to shape external pricing and reimbursement environment
    • review clinical and health economic literature, including disease state information, clinical trial design and results, and Pharmacoeconomics studies, in order to understand implications for value to payers
    • Strong interpersonal and internal/external relationship-building skills in order to drive change and innovation and succeed in a highly matrixed environment
    • Excellent oral/written communication skills, coupled with exceptional presentation skills, including ability to present to large audiences
    • Ability to prioritize and manage complex projects, with multiple stakeholders, and drive high-quality results within allotted budget
    • Highly proficient in MS Office; advanced Excel skills
    • Willingness to travel domestically and internationally (approximately 40%)
    • 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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