Title: Regional Accounts Manager, Managed Care - Mid-Atlantic (Philly - Wash DC)
Location: United States-Pennsylvainia-Philadelphia - Virtual Office
SUMMARY
The successful candidate is responsible for working within the Managed Markets Group to gain optimal access of Bausch & Lomb Pharmaceutical products on targeted regional managed care plan formularies. The candidate is also responsible for development of high-level business-to-business relationships with HMO and PBM Customers. This position will require a candidate to provide leadership and influence to the selling team with a plan for maximizing the sales associated with Regional and Nationally aligned formulary positions.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Strategic Business Focus:
· Responsible for implementing a strategy/tactics that support the Brand strategy access/share growth at Priority Regional Accounts
· Responsible for identifying local market opportunities (HMO, PBM, Employers) and prioritizing account targets through use of internal and customer resources
· Serves as the primary point of contact and leadership for the field sales teams (OSMs and ODMs) to ensure full understanding and consistent execution of Pull-through within those accounts that impact a district (Regional and National).
· Integrates Field Sales Marketing, Sales Ops, Contracting, and Managed Care group to implement tactics that align with National managed care objectives
· Understand and apply financial concepts and contracting issues including legal and best price implications
· Responsible for contracting of Bausch & Lomb Proprietary RX/OTC products and Multisource products where strategically appropriate within the specificNAMmanaged care customers customer base.
Communication:
* Ability to work cross-functionally (i.e. Marketing, sales, analytics, contracting) to develop alignment around a strategic approach to maximizing the sales with a priority account
* Ensures consistent implementation of Regional and National account strategy and tactics across the aligned selling teams.
* Communicates with aligned Field Sales Districts as part of a National Account team and aligns with account-specificNAM
* Ensure alignment between B & L brand strategy and managed care customer objectives.
* Ensures that all contracts are negotiated and implemented so that B & L financial targets are met.
* Ability to communicate effectively with the sales force, marketing and managed markets contacts regarding account-specific programs, activities and pull-through messages
Data Analysis:
* Reviews Formulary compass and other data sources (e.g. Plantrak) to formulate local sales strategy and maintain accountability.
* Provides perspective and accountability to sales force through analysis of exponent and calls tracking resources
Territory Management / Sales Administration:
* Maintains Priority Account call information in Salesforce.com
* Completes monthly schedule and makes available via Outlook to Director, Managed Markets.
* Submits weekly expenses to manager.
* Reports car mileage monthly
Customer Focus:
* Builds a network of contacts within targeted accounts beyond Pharmacy and Medical director
* Develop account plans that clearly outline account strategy and demonstrate an alignment with customer goals and objectives.
* Follow through on customer commitments
MINIMUM REQUIREMENTS
The candidate must possess a Bachelors degree in Business or Marketing. An MBA in Marketing or Finance is a plus. 5-7 years in pharmaceutical and or health care sales including experience with different account/customer types. Ability to work well with and influence peers, sales teams and management. Demonstrated communication skills. Prior experience in managed care with a pharmaceutical company or managed care organization preferred. Demonstrated leadership, project management and ability to work as part of a team . Prior experience in front-line sales management required. Prior Ophthalmic experience is a plus. Ability to work independently. Candidate must be able to travel; overnight travel is required for, routine customer contact as well as sales and planning meetings.
LANGUAGE SKILLS
PC skills required (Microsoft tools). Ability to fully demonstrate use of Outlook, excel, PowerPoint and Word. Ability to read, analyze, and interpret general business trade journals, professional journals, and financial reports. Ability to write reports, business correspondence, and standard operating procedures. Ability to effectively present information, respond to questions from Sr. Management, customers, and sales representatives.
Job: Sales
