Sr. Manager, National Accounts

Location: Remote | Job Type: Full-time

About Us

As a developer, manufacturer, and supplier of essential medicines, Hikma Pharmaceuticals USA Inc. and its affiliates’ mission is to bring Better Health Within Reach Every Day® for millions of patients around the world. We are a trusted, reliable partner and dependable source of over 800 high-quality generic, specialty, and branded pharmaceutical products that hospitals, physicians, and pharmacists need to treat their patients across North America, the Middle East, North Africa, and Europe. Through our 32 manufacturing plants, eight R&D centers, and 9,500+ employees worldwide, we are always hard at work creating high-quality medicines and making them accessible to the people who need them.

We are committed to building a diverse and inclusive team and encourage applications from candidates of all backgrounds.

About the Role

We are seeking a talented and motivated Senior Manager, National Accounts for Managed Markets to join our team. In this remote role, you will be responsible for building relationships, negotiating, and implementing managed care strategies with key national payers including United Health/Optum/Emisar, Humana, and Prime Therapeutics. The Senior Manager will develop and implement both coverage and reimbursement strategies to maximize patient access and optimize product coverage. This role is critical in pre- and post-launch strategy with large key payer targets, including national commercial insurers, PBMs (Pharmacy Benefit Managers), and government payer entities.

The Senior Manager is expected to cover all market access channels within a large national territory and leverage existing relationships with national and regional payers across Medicare, Commercial, and Medicaid market segments. You will assess business implications of short- and long-term actions with each payer customer and move payer decisions in a direction that provides patient access to care with Hikma brand and generic products.

Internally, the Senior Manager will inform all appropriate commercial personnel of access changes or updates in account status within targeted accounts that may impact sales, marketing, or other organizational efforts. You will also work to create pull-through opportunities based on payers’ favorable formulary status of Hikma’s products.

Responsibilities

• Seasoned negotiator of high-value products with multiple layers of clinical and business decision-makers.
• Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment, and patient access), and pathways across payer customers.
• Deliver value proposition and educate national payer stakeholders on product and economic benefits and reimbursement.
• Align to Hikma’s overall goals of securing patient access with national payer/PBM organizations for current and upcoming brand and generic product launches.
• Initiate, lead, and manage relationships with national and regional payers in Medicare, Commercial, and Medicaid market segments.
• Build and utilize relationships to generate formulary access and increased demand for Hikma’s portfolio by targeting appropriate influencers and decision-makers within national payer/PBM environments.
• As the national payer/PBM customer expert, integrate and communicate with all commercial functions (marketing, field sales, legal) to ensure market access needs are met across the organization.
• Develop and lead the implementation of account-specific business plans while collaborating closely with legal and market access leads on contract negotiations.
• Negotiate and pull-through, as necessary, with PBM downstream accounts.
• Represent the Hikma Market Access organization with professionalism and integrity at national payer meetings and internally with various departmental and leadership teams.

Qualifications

We value the skills and experiences candidates bring to the table. While we have listed some qualifications below, we encourage candidates to apply even if they do not meet all of them:

• BA or BS degree required (MBA or advanced degree is a plus).
• A minimum of 2-4+ years of pharmaceutical/biotech Market Access experience with national payers/PBMs.
• A minimum of 3-7+ years of pharmaceutical/biotech industry experience.
• Established relationships with pharmacy and medical decision-makers and influencers at key national payers/PBMs.
• Strong negotiation skills and launch experience with pre- and post-PDUFA market preparation and planning.
• Experience with brand, biosimilar, and complex generic reimbursement preferred.
• Demonstrated understanding of US Market Access and the levers by which Commercial, Medicare (Med D) payers (MA-PD and PDP), State Medicaids, and PBMs manage various disease states.
• Strong contracting and negotiation skills.
• Proven ability to win preferred formulary status for brand products.
• Ability to communicate effectively with leadership and lead presentations.
• Proficiency in Excel, PowerPoint, Word, and general Microsoft suite software.
• This is a remote position with travel expectations of 50%+.
• Minimum of 3 years in the pharmaceutical industry.
• A minimum of 3 years in Generic, Biosimilar, and/or Brand Pharma product marketing.

Skills

• Commercial Acumen: Exceptional commercial instincts; superior strategic marketing skills. A strong command of classic and innovative marketing disciplines and techniques. A thorough understanding of the external environment, internal capabilities, competitors, and stakeholder interests. Develops and applies best practices.
• Strategic Mindset: Creativity in addressing strategic challenges; displays high intellectual curiosity and passion for learning; thinks out-of-the-box; asks the right questions; seeks expert opinions and insights; applies innovative ideas and takes measured risks. Develops and articulates a strong, value-based strategy.
• Collaboration Skills: Works effectively in a team-based organization, collaborates cross-functionally, builds alignment around key objectives, and exercises influence at all levels. Readily builds consensus and achieves agreement on key priorities. Conducts effective meetings. Excellent listener; seeks broad input and feedback; employs frequent and effective follow-up.
• Presentation Skills: Develops and delivers concise, relevant, and well-supported briefings. Well-prepared and adapts presentation style to the audience. Possesses the knowledge, credibility, and maturity to influence senior management.
• Integrity: Possesses unquestioned integrity and strong business ethics. Leads by example and demonstrates a strong commitment to company values and culture. Displays a positive attitude and energizes colleagues and partners. Has the reputation and record of achievement to establish trust and credibility with subordinates, peers, superiors, corporate leaders, strategic partners, and other stakeholders.

Pay

Base Salary: $121,000 to $160,000 annually. The compensation for this position will be determined during the interview process and will vary based on multiple factors, including work location, prior experience, job-related knowledge, relevant skills, current business needs, and market factors.

Benefits

• Annual performance bonus, commission, and share potential.
• Auto-enrollment in a Hikma-sponsored 401(k) program at a pre-tax contribution rate of 4% of eligible pay. Hikma will match 100% of the first 6% of eligible pay that you contribute.
• Generous paid time off (PTO) bank starting with 20 days (prorated based on hire date). Additional days granted upon reaching work milestone anniversaries.
• 3 personal days (prorated based on hire date).
• 11 company-paid holidays.
• Comprehensive benefits including health, dental, vision, mental health, disability, life insurance, prescription drug coverage, and a variety of voluntary benefits.
• Employee discount program.
• Wellbeing rewards program.
• Career advancement and growth opportunities.
• Tuition reimbursement.
• Paid maternity and parental leave.

Eligibility requirements apply to some benefits and depend on job classification, role, and length of employment. Benefits are subject to change as well as specific plan or program terms.