Regional Account Manager (Midwest) Avanir Pharmaceuticals

POSITION DETAILS

POSITION SUMMARY
This position is a regionally based position focused on maximizing reimbursement and business opportunities for Avanir's products within regional managed care and Medicaid accounts. This position will design and implement business plans, contracting strategies, and pull-through initiatives within assigned accounts for the attainment of sales and other corporate goals. This position is responsible for understanding how Avanir products are reimbursed and providing strategies to remove hurdles to increase access. This position will be responsible for coordinating Avanir resources to build enduring relationships with key customers balancing both the short term and long-term goals of Avanir.

ESSENTIAL JOB FUNCTIONS
Develop and implement formulary access strategies to gain preferred formulary positioning with key regional accounts consistent with brand and contract strategy.
Develop and implement contract strategies, including negotiating and closing contract agreements, designed to maximize Avanir's position in terms of reimbursement and promote Avanir's corporate objectives.
Assist the National Accounts Team in the coordination, creation, and implementation of strategic plans for regional affiliates of national accounts located within assigned region.
Advise and consult with other members of the Managed Markets and Field Sales teams in developing pre-launch and launch related activities to maximize Avanir's market potential within the assigned region.
Understands current data and anticipates future trends as well as share this knowledge with account and Avanir colleagues in ways to benefit each contact's business.
Able to independently conduct data analysis including, but not limited to market share assessment, identification of product/competitive product trends, preliminary contract deal parameters like break-even, geographic-based trends, customers financials.
Creates and manages strategic business plans for each assigned account that reflects strong account knowledge and produces results such as enhanced access.
Designs and implements strategic account management planning for each customer meeting that reflects customers and Avanir's interests and goals. Involves appropriate people resources in these meetings.
Utilizes resources (marketing tools, field medical, corporate) to build advocacy within accounts that result in enhanced access and/or sales. Provides clear expectations, direction, and feedback for people resources involved with accounts.
Engages the customer in discussions, projects, results that are beneficial to Avanir and the account's objectives. Develops multiple advocates in accounts that forward Avanirs objectives.
Manages budgets within guidelines.
Develops strategic relationships in multiple departments and at all levels with accounts and Avanir to identify and seize mutually beneficial business opportunities.
Attends industry related meetings to enhance Avanir's awareness of its products and services and build industry-wide awareness and advocacy.
Participates in training objectives for Managed Markets, Field Sales, Medical Affairs, and Corporate teams to ensure the highest level of managed care and account skill selling.
Provides on-going information to Marketing team to ensure appropriate materials are produced to maximize pull-through efforts.
Coordinates efforts with Medical Affairs Department to present essential product and disease information to key influencers within assigned accounts.
Actively engages in ongoing self-development and impacts others development.

QUALIFICATIONS
5+ years related work experience in the biotech/pharmaceutical industry required.
3+ years of experience in pharmaceutical sales.
2+ years experience in Managed Care or organized account management required.
Broad-based managed care experience covering a multi-state territory.
Must have experience negotiating agreements.
Experience with a CNS/Psychiatry related product(s) is strongly preferred.
Field Sales, including management, experience preferred.
Regional/National account or PBM experience preferred.
Experience in corporate-office roles (i.e. Training, Sales Operations, Marketing) preferred.
Demonstrates autonomy in decision making.
Able to communicate accurate product and disease state information and is viewed as an expert by colleagues and customers in CNS and related categories.
Demonstrates extensive understanding of payer marketplace and customer business, i.e. managed care industry, benefit design, segment knowledge, and state/ federal policies that impact any of the above-mentioned areas.
Demonstrated leadership and excellence in: breadth of contacts in account; formulating strategies to address future competitive/industry developments;
demonstrates the ability to cultivate relationships with those accounts or individuals that are anticipated to become future key contacts; serves as a trusted advisor and true business partner, develops solutions that grow business driving impact beyond one's sphere of influence.
Proactively identifies obstacles that are not obvious to others and works to overcome them.

EDUCATION
Bachelor's degree in Business Management, Life Sciences, or related field.
Advanced degree preferred.

GEOGRAPHY
This role is based in the Midwest and candidates must live in a city with reasonable access to a major airport.

Location:	Chicago, IL United States