Senior Corporate Account Director, Government Accounts

at Sumitomo Pharma in Springfield, Illinois, United States

Job Description

Sumitomo Pharma Co., Ltd. is a global pharmaceutical company based in Japan with key operations in the U.S. (Sumitomo Pharma America, Inc.), Canada (Sumitomo Pharma Canada, Inc.) and Europe (Sumitomo Pharma Switzerland GmbH) focused on addressing patient needs in oncology, urology, women’s health, rare diseases, psychiatry & neurology, and cell & gene therapies. With several marketed products in the U.S., Canada, and Europe, a diverse pipeline of early- to late-stage assets, and in-house advanced technology capabilities, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com (https://c212.net/c/link/?t=0&l=en&o=4190475-1&h=3440496098&u=https%3A%2F%2Fwww.us.sumitomo-pharma.com%2F&a=https%3A%2F%2Fwww.us.sumitomo-pharma.com+) or follow us on LinkedIn (https://c212.net/c/link/?t=0&l=en&o=4190475-1&h=2504638834&u=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fsumitomo-pharma-america%2F&a=LinkedIn) .

Job Overview

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Senior Corporate Account Director, Government Accounts to join our Payor Account Director Team . The Corporate Account Director, Government Accounts, will be responsible for working with the national VA PBM, regional and local VA / Veterans Integrated Service Networks (VISNs), Department of Defense (TRICARE), Indian Health Service (IHS) and State Medicaid PBA decision-makers to obtain and/or maintain access of SMPA products. As a highly visible leader within the organization, the Government Account Director will work collaboratively with Sales, Market Access, Contracts & Pricing, Government Affairs, Marketing, and other functions throughout the organization to uncover opportunities to expand SMPA products in the government markets. This is a high-visibility position requiring the ability to provide information and recommendations to senior management concerning business opportunities and public policy issues that may affect both short-term and long-term business decisions. This is a fast-paced, complex environment requiring the ability to prioritize multiple demands, exercise appropriate judgment, execute within the framework of both internal and external high compliance standards, and maintain attention to detail.

Job Duties and Responsibilities

+ Responsible for identifying and managing key state and federal accounts within national scope.

+ Utilizing effective account management and product presentation skills to establish long-term relationships with essential stakeholders.

+ Prepare and execute federal market strategies in TRICARE, VA, and IHS that are designed to minimize barriers to access and support sales for SMPA marketed products.

+ Prepare and execute state level contracting and market strategies in Medicaid within assigned Medicaid PBA’s that are designed to minimize barriers to access and support sales for SMPA marketed products.

+ Analyze, assess, and recommend appropriate contracting strategies in each market.

+ Conduct consistent analysis of accounts’ sales trends to inform plans and tactics.

+ Identify, monitor and analyze healthcare and public policy trends that may impact government entities and provide recommendations based on those analyses.

+ Develop pull though plans and execute through field collaboration

+ Work closely with sales leadership to ensure field teams are fully equipped with the information and strategic direction necessary to implement government market initiatives at the regional and local levels, including at VA medical centers, military treatment facilities (MTFs,) community-based federal and Medicaid providers, and IHS facilities.

+ Represent SMPA at industry affiliated meetings.

+ Call on key government accounts as necessary in support of field sales activities.

+ Develop and execute strategies for targeted government customers that are designed to secure coverage for newly marketed products, minimize barriers to access, and support sales for SMPA marketed products. Executing such strategies would include:

+ Developing and executing regional government business plans to secure access for new products, product extensions, and new approved uses and other product-related changes

+ Partnering with sales team leadership to ensure sales teams are educated on new products’ formulary status with all government payers.

+ Working with sales teams to execute tactical pull-through plans and monitor the progress of government account opportunities.

+ Establish productive relationships with national/regional thought leaders

Key Core Competencies

+ Present business results for government payers to members of SMPA senior management as requested.

+ Take an active role in assessing the need for, and ensuring development of, marketing materials for government markets, as well as market data and tools/programs for use by the field sales team.

+ Possess a working knowledge of the following core sectors of state and federal government markets:

+ Veterans’ Health Administration

+ Defense Health Agency / TRICARE

+ Indian Health Service

+ U.S. Public Health Services

+ State Medicaid PBA’s

Qualifications:

+ 10 years of pharmaceutical experience with positions of increasing responsibility, i.e., sales, sales management, major account management, etc.

+ Minimum 5 years of federal account management experience, calling on VA PBM and VISN-level decision-makers.

+ Minimum 5 years of TRICARE account management experience, calling on the DHA, FMB and POD decision makers.

+ Minimum 5 years of State Medicaid and Medicaid PBA experience

+ Expertise regarding federal markets, including an in-depth knowledge of VA, DoD and IHS, structure, formulary process and policies.

+ Minimum 5 years’ experience with federal pull-through initiatives, specifically within TRICARE, closely collaborating with field sales to enhance contract performance.

+ A bachelor’s degree is required; MA, MBA, or PharmD is preferred.

Additional Qualifications:

+ Strong leadership skills with demonstrated ability to communicate strategic plans and motivate individuals to execute strategies

+ Analytical and strategic planning skills

+ Ability to work independently with a high level of initiative

+ Excellent communication and platform skills, with the demonstrated ability to present to senior executives

+ Ability to problem solve complex situations

+ Proficient with Microsoft Excel and PowerPoint

+ Valid driver’s license in good standing

Travel Expectations:

+ This is a field-based position that will require 50% regional and national travel to meet the needs of the business.

The base salary range for this role is $199,900 to $262,400. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes unlimited paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of th