Women's Health Account Director - North Central

at Organon & Co. in Naperville, Illinois, United States

Job Description

Job Description

The Position

Under the guidance of the Director, Commercial Operations-Women’s Health, the Women’s Health Account Director (WH-AD) is the primary or collaborative Women’s Health point of contact for Organon for the following:

+ State Medicaid & Managed Medicaid Plans

+ State FQHCs Administration and Policy Administrators

+ State LARC or Family Planning Initiatives/Organizations

Assists in developing and executes upon Organon’s Women’s Health priorities for state-level policy activities designed to increase appropriate LARC utilization (Dependent on State Lobbying Statutes). Will partner with the Government Account Executive (GAE) of their overlapping states as it relates to any state legislation or public policy that may impact the business.

+ Large and Medium Regional and Local Commercial Payers not covered by Regional Payer Account Director (RPAD).

+ Group Purchasing Organizations (GPOs) not covered by RPAD.

+ Management Service Organization (MSO).

+ Independent Physicians Associations (IPAs).

Discuss and monitor appropriate product medical and pharmacy benefit coverage to increase patient access. Discuss and monitor contracts to create profitable access with appropriate positioning and product utilization. Assess market trends and customer or government policies to adjust or refine business approach. Monitor and adjust to payment reform (i.e., First Dollar Coverage, Title X Funding, LARC Grants, etc.) as necessary. Understand issues around specialty drug pricing. Support product information communications through clinical updates with customers. Support population health and public health efforts in collaboration with stakeholders.

In addition, the WH-AD will collaborate with the Organon Women’s Health Regional Managers and Clinical Account Specialists on a select group of customers from the following:

+ Integrated Delivery Networks (IDN)

+ Federally Qualified Health Centers (FQHCs)

+ Planned Parenthood Federation of America (PPFA)

+ Department of Health (DOH)

+ Title X Grantees

+ Other: Region Director may assign additional accounts, such as: regional payers, self-funded employers, GPO buying groups or other important market stakeholders

In these customers the WH-AD will engage with C-/D-suite customers in assigned accounts and collaborates with the extended Organon field team to support implementation and pull-through at the individual clinic/hospital/provider level consistent with applicable Organon policies.

Responsibilities

+ The WH-AD will be accountable for the Women’s Health business performance, business relationship and customer experience with assigned customers, coordinating appropriate Organon resources and personnel to meet the needs of the customer.

+ Actively develops, enhances and applies a deep understanding of assigned customers, the local market healthcare / women’s health ecosystem, and ensuing interplay and translates into potential business opportunities.

+ With select IDN customers, the WH-AD will serve as the account lead for Women’s Health (WH) in the supply chain/procurement and will closely coordinate with the RMs on the IDN service line leads and maintains overall “quarterback” responsibilities for these accounts in coordination with the Biosimilars-KAMs

+ Interactions include, but are not limited to, key decision makers in the following functional areas: Medical / Clinical, Pharmacy, Quality, Medical Information/IT, Procurement, Finance, and Contracting

+ Develops relations with key public health officials such as state, Medicaid, city and county health department directors, state family planning program directors, representatives of professional societies, and grassroots interest groups.

+ Responsible for demonstrating strong collaboration and coordination with all Organon customer-facing roles. With all assigned accounts, the WH-AD will be responsible for building a WH account strategy focused on increasing appropriate use of LARCs and coordinating the account team execution consistent with the strategy and customer needs.

+ Works collaboratively with the other Organon personnel to appropriately address customer needs and ensure that Organon delivers on its objective of becoming a trusted resource in demonstrating value and improving patient health outcomes.

+ Demonstrates commitment to compliance through understanding of regulations and policies that govern customer interactions and consistent focus on ensuring compliance with them.

Market Management

+ Acts as the WH market-based account leader for the local private and public healthcare ecosystem; continuously identifies emerging healthcare trends, impacts to market and customers, and enhances organizational learning.

+ Actively develops, enhances and applies a deep understanding of:

+ Regional and local health care delivery and payer landscapes, and stakeholders (including understanding of key interdependencies and interplay).

+ Quality initiatives, reimbursement and government programs that impact the delivery of health care by the customer.

+ The impact market dynamics have on decisions made by customers.

+ Translates deep understanding of entire marketplace and trends into potential business opportunities for the team.

+ Conducts internal business strategy discussions and performance reviews routinely to ensure that the extended team understands the customer’s business strategy and appropriately supports it at all levels consistent with applicable Organon policies.

+ Identifies strategic customers within region/geography that afford Organon differentiated business opportunities and prioritizes their importance.

Women’s Health & LARC Expertise

+ Demonstrates and applies in-depth knowledge of the WH landscape including:

+ ACOG-recommended LARC Guidelines, quality measures affecting LARCs, and reimbursement process.

+ Local/regional LARC initiatives and goals (e.g. coalitions, public health or IDN LARC initiatives).

+ Key factors affecting WH product uptake, implementing LARC initiatives, and WH resources.

+ Best practices on approaches to improve LARC utilization rates.

+ Applies expertise to help customers understand and implement processes that effectively increase appropriate LARC utilization.

+ Provides approved disease, product and unbranded information and resources to key decision makers and stakeholders within accounts.

+ Collaborates with local WH Representatives to conduct customer requested Clinical Training Programs (CTP), as needed.

+ Stays abreast of competitor approaches and Organon customer contracting strategy.

+ Engages appropriate Organon account team members (field and HQ) to capitalize on opportunities to improve the LARC business; maintains working knowledge of customer contracting options and opportunities.

Customer Segmentation and Targeting

+ Actively develops a deep understanding of public and private sector customer accounts (e.g., business model, relevant business metrics, unique challenges, culture, internal organizational design and relationships, pressures, capabilities, strategic goals) and related internal and external environmental factors.

+ Navigates complex organizational dynamics to identify key LARC decision-makers and understands their concerns and priorities, builds trusting relationships that differentiate Organon.

+ Leverages deep market, customer, and LARC understanding to identify trends, anticipate customer needs, and identify areas of mutual opportunity; partners with HQ team to share trends / customer needs and to develop approved solutions.

+ Demonstrates persuasive, balanced dialogue, gains agreement and informs customers’ beliefs to support appropriate utilization of our products to improve patient outcomes.

+ Collaborates with internal and customer stakeholders to formulate approach and develop solutions to complex a