Federal Account Director

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Location

Anywhere, United States

Summary

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. 

Full Description

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:

  • Maintaining full compliance with all Acorda policies and procedures.
  • Developing, adapting, and executing strategic business plans, aligned with other Account Directors, in order to efficiently achieve Acorda objectives across his/her assigned national accounts.
  • Achieving optimal formulary access, as well as designing and executing associated pull-through and/or push-through programs with other colleagues.
  • Preparing the marketplace for new product entries.
  • Ensuring that relevant information regarding assigned accounts is communicated to the D-CA, market access, and other relevant senior leadership so that it can be can be utilized as needed.
  • Completing other ad hoc projects as assigned by leadership.

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.

  • Critical knowledge
  • Account business planning and development
  • Tactical execution
  • Customer relationship management
  • Consultative selling
  • Service as a market access marketplace resource to the D-CA, other leadership, and national/regional colleagues

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:

  • Identifies and allocates appropriate resources.
  • Tracks results against the plan over time and adjusts priorities and resources as customers and markets change during the performance period.
  • Modifies business plans based on customer needs.
  • Creates mutually beneficial solutions and alternatives for accounts.
  • Communicates account performance broadly to key stakeholders in managed markets, legal, commercial operations, and finance.
  • Maintains a long term perspective when developing plans for each account.
  • Provides input into the integrated regional business plans.

Tactical Execution

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:

  • Identifies, develops, and executes business opportunities for Acorda by focusing on appropriate positioning of Acorda products within the government sector.
  • Negotiates formulary contracts, where applicable, within the approved rebate liability limits that are aligned with the market access business unit goals.
  • Tracks and analyzes contracted product performance and communicates account performance broadly to the D-CA, as well as key stakeholders in managed markets, legal, commercial operations, and finance.
  • Works collaboratively with key market access stakeholders and commercial operations to correct data inaccuracies and in reporting, as well as to advise on contracting strategies and approaches.
  • Documents all account meetings within the CRM system according to Acorda standards, including recording within appropriate timeframes and securing customer records in a timely manner.
  • Collaborates with the Zone Business Director and other team members to coordinate appropriate messaging for driving contract utilization.

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:

  • Specific knowledge regarding account personnel, their organizational roles, and functional influence.
  • Achieving a “trusted partner” status and demonstrating the ability to leverage knowledge and relationships with key staff to manage accounts according to business plan goals.

 As part of the relationship management efforts, the FAD:

  • Broadens and strengthens productive relationships in key accounts, and investigates opportunities with non-traditional targets.
  • Conducts business reviews with each assigned account, focused on that assigned account’s sales of Acorda products, data analytics on utilization, and data reporting accuracy.
  • Communicates effectively, both within the company regarding all aspects of the market access business, as well as outside of Acorda to the payer community and other key constituents.
  • Increases the number of productive relationships within accounts critical to the current and future success of the Acorda product portfolio.

Consultative Selling

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:

  • Demonstrates a deep understanding of each customer’s goals, business processes, and environment.
  • Actively leverages that insight to gain and maintain the most business-appropriate formulary access for Acorda products.

 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. 

Qualifications:

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. 

Computer Skills:

  • Must be proficient in MS Office Suite. 

Certificates, Licenses, Registrations:

  • Valid and current driver's license and current auto insurance. 

Other Skills and Abilities:

  • Demonstrated ability to develop, communicate, and implement successful strategic initiatives at the national level
  • Ability to effectively compete for resources with both internal and external customers
  • Demonstrated ability to thrive in a dynamic, fast-paced environment
  • Excellent written and verbal communication skills, including presentation skills
  • Ability to prioritize and multi-task successfully in a fast paced environment
  • Excellent time management skills with a sense of urgency and a proven ability to work on multiple projects at any given time 

Physical Demands:

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. 

Work Environment:

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.