Strategic Account Manager

Corporate Summary

LifeScan is a global leader in blood glucose monitoring innovation and digital health technology and has a vision to create a world without limits for people with diabetes and related conditions. More than 20 million people and their caregivers around the world count on LifeScan's OneTouch brand products to manage their diabetes. Together, LifeScan and OneTouch improve the quality of life for people with diabetes with products and digital platforms defined by simplicity, accuracy, and trust. The business is headquartered in Malvern, USA (Pennsylvania), with an additional manufacturing and quality hub in Inverness, Scotland.

Position Summary

The Strategic Account Manager (SAM), Payer, will be responsible for Account Management activities including strategy deployment, RFP development, pull-through activities and relationship building at all assigned accounts.

The Strategic Account Manager is forward-thinking and will be directly responsible for the time sensitive market development and implementation of the coverage and reimbursement strategy that will maximize affordable patient access. You will minimize and/or remove barriers associated with patient access to product(s) within your targeted accounts and will test new ideas to drive innovative thinking, leading to incremental sales and value to our customers. The successful candidate will create strong relationships with internal partners to drive sales (Analytics, Marketing, Digital, R&D, Finance, Communications, HR, Sales Training).

Major Duties and Responsibilities

• Achieve targeted payer access with optimal profitability, develop accounts, prepare the market for new Work with assigned accounts to secure preferred formulary status of LifeScan products. Monitor formulary status through performing routing formulary verification activities.
• This position plays a critical role in organizing and directing national pull-through activities in collaboration with regional business partners and Sales Leadership to accomplish key corporate goals.
• Develops and implements all aspects of account management for assigned accounts.
• The SAM will work with assigned National Account Director to ensure that the needs of, and opportunities in, assigned accounts are communicated to Market Access leadership and other internal stakeholders so that they can be integrated into strategic planning and forecasting as appropriate.
• Identify & utilize the resources needed, such as MMIT, Tableau, Salesforce and invoice data, to monitor managed market trends, market dynamics and identify targets.
• Work collaboratively with sales, marketing, trade and medical affairs to execute the payer marketing strategy based on market research and market dynamics.
• Achieve positive results for all aspects of the Strategic Account Manager job responsibilities including achieving sales & share goals and objectives. Develop best in class relationships with all relevant touchpoints within each Payer Account.
• Monitor Sales efforts through analytic tools, assessing necessary Payer pull through activities to continue to drive positive share and volume growth. Understand regional (state) influences that may cause for specific go-to-market approaches/ pull through activities including targeted Sales Force or marketing tactics.
• Learn and study the Healthcare marketplace. Have a clear understanding of share, volume, NTS trending at each account, catching market or account changes early to adjust strategic approach. Utilize and partner with all internal teams including Marketing, Market Access, Analytics, Contracting, HCP Sales and Inside Sales team, Clinical, R&D and Sr Leadership.
• Prepare for and successfully launch new products including digital solutions and continuous glucose monitoring products.
• Special project work based upon marketplace needs and appropriate products and lead pull-through planning to meet/exceed key objectives.

Key Experiences / Functional Knowledge Requirements:

• A Bachelor's Degree is required; MBA preferred
• Proficient in Teams, Zoom, WebEx and MS Office product suite
• A minimum of 3-5 years of Payer Account Management experience is required
• Strong knowledge of the Payer Landscape is required
• Large account management experience in the healthcare arena preferred, preferably Payer accounts
• Multiple years of developing strong relationships with multiple departments within Payer accounts
• Prior track record of either obtaining optimal, profitable access and/or removing access barriers within large National or regional payer(s) for new product launch is desired
• Strong ability to understand market trends, financial data, customer needs, and assess new opportunities both quantitatively and qualitatively.
• Ability to precall/post call plan and develop presentations to be shared with customers using Powerpoint
• Comfort with working in a smaller company environment
• Diabetes Knowledge is a plus
• Negotiation and contracting experience is a plus
• Successful execution and addition of new products to Payer formularies
• Ability to build relationships at the Sr Director and VP level
• Strong analytical skills including EXCEL and forecasting experience

The Successful Candidate will be/have:

• Leadership presence and experience required to represent LifeScan Global Corporation, its interests and objectives to both internal and external stakeholders as needed
• Ability to influence across a broad stakeholder set is critical

Compensation & Benefits
The base salary that LifeScan reasonably expects to pay for this role is: $130,000 - $140,000. Actual salary range is based on the requirements of the job and your skills and experience. This posted salary range is a good faith and reasonable estimate, and LifeScan reserves the right to adjust this range depending on the qualifications of the selected candidate.
Please note that base pay is one important aspect of a Total Rewards package. The base pay range indicated here does not include any additional benefits or bonuses/commissions that you may be eligible for based on your role and/or employment type.
LifeScan offers comprehensive benefits to its eligible employees; including, but not limited to, medical, dental, vision and life insurance, short- and long-term disability, annual discretionary bonus, 401(k), flexible and dependent care spending accounts, health care spending account, flexible time off/vacation, paid holidays and paid parental leave.