Senior National Account Director

Company Description

Every Exelixis employee is united in an ambitious cause: to launch innovative medicines that give patients and their families hope for the future. In this pursuit, we know our employees are our most valuable asset. After operating in the challenging biotech sector for 25 years, we have a proven track record of resiliency in the face of adversity. The success of our lead product has provided a solid commercial foundation allowing us to reinvigorate our research efforts, and grow our team in areas such as Drug Discovery, Clinical Development and Commercial.

As we expand our global partnerships and further reinvest in R&D to help us discover the next breakthrough for difficult-to-treat cancers, we’re seeking to add talented, dedicated employees to power our mission.

Cancer is our cause. Make it yours, too.

Job Description

This position will report to the Executive Director, National Accounts & Payer Strategy and will be responsible for managing all segments of the market access business within their assigned market segmentation. This person will work directly with market access, marketing, and sales colleagues as the single point of contact for accounts assigned. The goal of the position is to maximize access, minimize reimbursement barriers, and manage distribution & patient journey services in support of product and field sales efforts.

Responsibilities include coverage of national and regional Commercial and Medicare payers. This position will also be responsible for managing relationships with specialty pharmacies in the limited distribution network. This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plan for Exelixis as well as work cross functionally with internal customers to drive the national sales strategy.  

Qualifications

ESSENTIAL DUTIES AND RESPONSIBILITIES: 
•    Establish and maintain payer access for cabozantinib and other Exelixis products with assigned national and select regional Commercial & Medicare payers and pathways 
•    Maximize payer product performance and return on investment 
•    Development of vertical and horizontal relationships to create business opportunities and build strategic partnerships
•    Responsible and accountable for the successful implementation of the strategic and tactical plan
•    Develop, negotiate and implement contract strategies that support brand strategies   
•    Identify, develop and execute business opportunities by focusing on appropriate positioning and value messaging of Exelixis products.
•    Participate and provide payer perspective and strategic input to distribution, contracting, managed markets and brand team at functional meetings on an as needed basis    
•    Understand the implications to the organization of payer or specialty pharmacy decisions and proactively develop solutions to address
•    Responsible for education, communication and coordination with all segments of the business within their assigned accounts.  
•    Establish and maintain relationships with specialty pharmacies in the limited distribution network 
•    Maximize performance of distribution network and patient journey services of Exelixis products with in assigned customer accounts
•    Develop solutions for the field force and access team with any account-specific product access or reimbursement problems or issues 
•    Identify, resolve and communicate dispensing and/or product access issues
•    Responsible for budget allocation and management for aligned accounts
•    Track and analyze product performance and communicate to internal stakeholders
•    Strong cross functional success with key areas including sales, marketing, legal, finance, and medical affairs 
•    Provide coverage updates at regional and national sales meetings

SUPERVISORY RESPONSIBILITIES:
•    No supervisory responsibilities

EDUCATION/EXPERIENCE/KNOWLEDGE & SKILLS: 
Education:
•    Bachelor’s degree in related discipline and 15 years of related experience; or
•    Master’s degree in related discipline and 13 years of related experience; or
•    Equivalent combination of education and experience. 

Experience/The Ideal Candidate will have:
•    Minimum 12 years of experience in the Pharmaceutical/Biotech Industry.  Oncology experience preferred.
•    Minimum of 6 years of national and/or regional payer account management experience with an emphasis on contracting 
•    Strong experience in specialty pharmacy, sales, managed care, reimbursement, health policy, or healthcare marketing experience.
•    Proven track record and established relationships with key Payer and Specialty Pharmacy assigned accounts  

Knowledge/Skills:
•    Current in-depth knowledge of Commercial, Medicare, specialty pharmacy and managed care trends, regulation, and product reimbursement  
•    Excellent verbal, written, and presentation skills

•    Demonstrated creative problem solving and decision-making skills with the ability to “think on his/her feet” and provide solutions in a dynamic, fast-paced environment 
•    Proven leadership abilities and strong business acumen, analytical thinking and financial modeling skills
•    Competent using Word, Outlook, Excel and PowerPoint 
•    Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
•    May also work on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.
•    Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results.
•    Networks with key contacts outside own area of expertise.

WORKING CONDITIONS:
Commercial/Field-based:
•    Environment: primarily working indoors, performing clerical work or meeting with clients
•    Travel required – 60% of domestic travel required 

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Additional Information

DISCLAIMER

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.