Health Care Systems - Integrated Account Leader

Job Description

Health Care Systems - Integrated Account Leader – Upstate New York

Role Summary:

· The candidate selected for this position will have responsibilities for Integrated Delivery Systems within the assigned geography and for assigned accounts. The primary territory for this position covers the Western, Central and Southern tier areas of New York State, therefore, the 20% of travel required may be less, or more, depending on where a candidate resides in the geography. Candidate will need to reside within geography / assigned territory. Major metropolitan areas within this territory are Buffalo NY, Rochester NY, Syracuse and Binghamton, NY.

Primary Activities & Responsibilities include but are not limited to the following:

The Health Care Systems - Integrated Account Leader will manage the business relationship between our company and assigned customer accounts with the following goals:

• Establishing profitable product access within our company product strategy

• Optimizing Net Sales and Contract Performance across a portfolio of our company products

• Lead pull through efforts of contracted positions with account team

• Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship

Integrated Delivery Systems Activities

• The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company business relationship with its customers. Each IAL is responsible for the following designated customers as assigned by the HCS Regional Director:

• Integrated Delivery Network (IDN, including hospital outpatient and home-infusion if IDN owned)

• Federal accounts (including Veterans’ Affairs and Military Treatment Facilities)

• Corrections

• The account executive engages senior Institutional Leadership and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our company. The account executive engages senior Institutional Leadership in the following roles using approved messages and resources:

• System Corporate Pharmacy Service Line, and will serve as lead for the assigned customers across all our company account teams with overlapping contacts with the customer
• Information Technology Departments and will serve as lead for assigned customers across all our company account teams with overlapping contacts with the customer
• Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans Affairs system
• C-Suite in top assigned accounts

• Develops strategic and tactical account plans for assigned accounts. The responsibilities could include the following:

Economic:

• Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership

• Negotiate direct contracts, where appropriate

• Communicating approved financial, health care economic and budget impact models

Operational:

• Communicating product access with overlay Field Based Employees (FBE) for assigned IDN accounts

• Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care

• Communicating approved information to customer Information Technology departments

• Leads account planning for assigned IDN Accounts with other IAM colleagues and FBE’s

• Manages on going communications to extended Team

• Account coordination and access facilitation to overlapping contacts with FBE’s

• Promote assigned our company products along entire continuum of care (transition of care) using approved messages and resources

• Conducts appropriate business review of account performance to optimize net sales for our company

Clinical:

• Communicate to customers the clinical value proposition for assigned products using approved messages and resources

• Appropriately use approved our company resources to meet customer educational needs

Qualifications

Education:

• Required: BA/BS

• Preferred: MBA or equivalent

Required:

• Minimum (3) years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
• Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
• Strategic and Tactical Planning skills
• Negotiation skills.
• Experience working in cross-functional teams.
• Consultative Selling skills with clinical and scientific knowledge
• Overnight Travel

Required Skills:

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