Director, National Accounts

Key Responsibilities

• Execute specific customer strategy as it aligns with the overall product and organizational goals.
• Deliver the value of our products, services and the Cogent organization by managing interactions with all customer stakeholders.
• Develop and execute corporate strategies customized to the market access payer environment to help Cogent maximize its access and profitability.
• Lead all interactions with key strategic accounts from clinical and if needed, contracting discussions.
• Monitor developments among government and private insurers/entities to support the Market Access strategies that will enable Cogent to anticipate and respond to market events.
• Develop, maintain, and build relationships with account senior management and decision makers.
• Monitor formulary, product access and contract performance if applicable.
• Responsible for the development of the account plan and participate in business reviews.
• Provides subject matter expertise of the payer accounts to support and influence the development of the broader sales and marketing strategy.
• Execute a negotiation strategy customized to the market access business environment to help Cogent maximize its access and profitability.
• Provide education and coaching to field colleagues on opportunities and/or overcome access challenges.
• Represent Cogent at key national conferences (i.e. PCMA, AMCP, AVBCC, etc.).

Qualifications

• Bachelor's degree required.
• Minimum of 10 years in pharmaceutical industry with documented track record of success and first line sales management experience preferred.
• 5+ years’ experience with national PBM and Payer accounts with rare disease, hematology, and oncology experience preferred.
• Demonstrated ability to deliver on “clinical value first” and/or scientific product-related information to key stakeholders within key national accounts.
• Consistent track record of ensuring payer coverage and where needed, deliver on successful contract negotiation.
• Demonstrated ability to plan, analyze sales and payer data, demonstrated proficiency in contracting or negotiations across all payer customers (GPO/PBM) and all business segments (i.e. Commercial and Medicare).
• Strong business acumen includes persuasive business communication and presentation skills to both the external and internal stakeholders.
• Strong organizational skills, attention to detail, ability to prioritize, exhibit business judgment and identify opportunities.