Director, National Accounts

The Director, National Accounts, is accountable for orchestrating the overall strategy for customers in coordination with necessary internal/Regeneron stakeholders (ie brand teams, medical affairs, sales, CSOP, operations, etc.) that brings value to both Regeneron and customers.  The role is responsible for the following account segments/channels:

• Wholesalers and distributors

• Specialty pharmacy

• PBM owned Specialty and Mail order pharmacies

• Group Purchasing Organizations

• Others as applicable

You will be accountable for achieving Regeneron’s sales and product market access objectives within national account channels/segments.  This role represents oncology and ophthalmology franchise, as well as future products as applicable.

The role is responsible for conducting business in accordance with assigned National Accounts.

• When account specific issues and challenges are identified, engage with appropriate internal resources to assist.

• Leads the team and influences internal organization and other stakeholders. Manages performance and addresses skill development for direct reports to ensure appropriate portfolio business management.

• Develop and maintain strong working relationships with C-Suite and influential leaders in senior management at the customer with a goal of understanding unique business needs, model, and strategic challenges.

• Lead the negotiation, coordinate and manage project implementation with customer to support brand strategies. 

• As needed, present business cases for opportunities/evaluation including a broad view of the enterprise impact.

• Inform dispensing and distribution TA/brand strategies with insights from channel segments and customers. Ensure that appropriate performance metrics are included in account plans and are being reported across the organization.

• Influence high-level decision-makers within the channel sector by developing and maintaining critical business relationships to ensure sales success as well as compliance with distributor agreements.

  • Present, negotiate and execute performance contracts with various trade channels supporting the supply and access goals for Regeneron brands.

  • Present clinical information within company policy and product prescribing information supporting the utilization.

  • Accountability for business development opportunities with accounts that have national scope of business or that covers multiple regions and geographies.

• May include supervisory role of the Regional Account Manager(s).

• Enforce contract terms and conditions with national account customers and analyze contract performance while providing support.

• Provide strategic input to key internal stakeholders on national account segments. Monitor and maintain a high level of awareness of pricing regulations and third party reimbursement policies.

• Review and analyze alternative classes of trade for Regeneron products to maximize opportunity in agreed upon national account segments/channels.

• Partner with internal cross functional partners (CSOP, Sales, Operations, Brands) to appropriately achieve business objectives and resolve national account related issues.

• Represent Regeneron at key conferences and vendor functions, which impact relationships with key customers. Knowledge of payer environments including PBM and payer owned pharmacies.

• Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques.

Competencies and job qualifications:

Technical:

• In-depth knowledge of Regeneron product prescribing information

• Well-developed negotiating skills.

• A high level of awareness and understanding of the implications and opportunities of contract strategy.

• A thorough knowledge of strategic marketing and selling.

• An in-depth knowledge of key account selling for targeted channels/segments.

• Proficiency with software applications and customer relationship management tools.

• An in-depth knowledge of Regeneron contract offerings and their applications.

• A high level of knowledge of current reimbursement modalities, including AWP, WAC, ASP, margin, spread, and MAC pricing.

• A thorough understanding of all corporate policies and procedures including Code of Conduct.

• Thorough understanding of Market Access support and services.

• An in-depth knowledge of the marketplace and applies that understanding to targeted national account segment/channel marketing, distribution strategy development and implementation to accomplish business objectives.

• The ability to influence key decision makers in targeted national account segment/channel.

• Recognized as a resource to cross functional partners responsible for targeted national account segments/channels.

Planning and Analysis:

• Plan, organize, and analyze in order to accomplish company and individual sales and business objectives.

• Maintain ability to develop, plan specific activities, implement, monitor, and adjust all-inclusive pull through plans that involve sales and sales management.

• Develop and update business plans for owned accounts and lead the development and execution of National Account Director business plans.

• Maintain accurate targeted national account profiles and customer interactions via Veeva customer relationship management tool.

Communication:

• Strong oral, written, and group communication skills with internal and external customers.

• Effective communication with targeted national accounts including C-suite customers.

• In a timely and accurate manner, submit all budgetary information, expense reports and administrative reports as requested.

• Maintain frequent contact with Executive Director, National Channel, MAPS and sales force colleagues.

Required:

• Bachelor's degree required, advanced business or science degree desirable.

• 10+ years relevant industry experience

• Prior experience leading a team and managing performance and development of direct reports.

• Ability to develop and maintain strong business partnerships with C-Suite and influence leaders in senior management within National Accounts.

• Understanding of the entire national account segment/channels including payor, trade distribution network, and specialty pharmacy providers.

• Overnight travel of 50% may be required.