Anywhere, United States
The Federal Account Director (FAD) position serves as one of Acorda’s lead contacts with Federal Managed Markets customers including VA PBM Leadership, VA Centers of Excellence Leadership, and the Department of Defense Pharmacoeconomic Center Formulary Management Team.
The Federal Account Director (FAD) position serves as one of Acorda’s lead contacts with Federal Managed Markets customers including VA PBM Leadership, VA Centers of Excellence Leadership, and the Department of Defense Pharmacoeconomic Center Formulary Management Team. The FAD plays a critical role in executing Acorda’s Federal Account strategy by developing strategic relationships as well as securing formulary access for all Acorda products within his/her assigned Federal/Government accounts.
This position reports to the Director – Corporate Accounts (D-CA) for market access.
The FAD plays a critical role in organizing and executing Acorda’s government payer strategy by leveraging strategic business relationships with clients to secure formulary access for all Acorda products within his/her assigned accounts. This individual is responsible for:
Additionally, the FAD serves as a leader among colleagues and cross functional teams. (S)he may serve to mentor colleagues and may also serve on AD teams, Acorda advisory board(s), and as project lead, in addition to advising the D-CA on matters related to his/her role.
*Essential Duties and Responsibilities include the following. Other duties may be assigned.
A description of these responsibilities is included under each of the roles.
Account Business Planning and Development
Development of account business plans will draw on the critical knowledge of products, processes, customers, and the marketplace. The FAD will utilize accumulated experience and Acorda account planning processes to develop customer business plans for each assigned account. (S)he will apply knowledge of the customer’s goals, processes, and environment in drafting approaches to achieve business goals as outlined in annual Acorda corporate business plans.
As part of the planning process, the FAD:
The FAD will implement customer business plans to achieve account-specific objectives. This execution includes coordination with appropriate account management and field sales colleagues, as well as internal team members, to secure optimal formulary access, drive effective pull-through of Acorda products, and achieve overall organization goals. The FAD may also advise regional colleagues as needed regarding development of tactical execution approaches.
As part of the execution process, the FAD:
Customer Relationship Management
The FAD will exhibit awareness of federal account priorities, as well as unique situations and issues involving regional affiliates. This will include and be aided by:
As part of the relationship management efforts, the FAD:
To deliver on account business plans, as well as on Acorda organizational objectives, the FAD will conduct strategic business plan-driven meetings and presentations with each assigned federal account. Meetings will include clinical information as well as relevant business, marketplace, and utilization information on Acorda products.
As part of the selling process, the FAD:
Education and/or Experience:
Bachelor’s degree required. MBA or other advanced degree preferred with five to ten years related experience in the pharmaceutical/biotech industry, four of which should be in Market Access. Proven track record with strong existing account relationships is preferred.
Supervisory Responsibilities: None.
Representing the company to government customers requires the FAD to exhibit a strong working knowledge with regard to Acorda products and the competition, as well as a keen understanding of our business processes. Additionally, the FAD will demonstrate an intimate knowledge of federal payer dynamics, organizations, goals, market influences, and critical business situations.
Certificates, Licenses, Registrations:
Other Skills and Abilities:
The physical demands here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
The average travel for this position is 40-50% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
No specific work demands.
*To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.