Senior Director, Managed Markets
Description
Position Overview:
The Senior Director, Managed Markets will drive the strategic vision and execution for Mayne Pharma’s Specialty Brands business across National and Regional accounts, and Government Programs. This role is responsible for shaping product strategies, development operational plans, and ensuring successful implementation through a contracted account team. Acting as a key leader in Managed Care, the Senior Director will adopt an agile approach to a dynamic marketplace and will oversee salesforce education in Managed Care.
Key Responsibility Areas:
- Market Strategy & Business Optimization: Lead research efforts to map the competitive landscape for Mayne Pharma branded products and identify priorities for the Managed Markets team in collaboration with key business partners. Design and implement strategies to maximize and maintain profitable market access and sustain growth.
- Contract Leadership: Direct the negotiation and implementation of Managed Care contracts by account team. Participate in critical negotiations as needed.
- Strategic Partnership: Develop and maintain a network of decision makers and opinion leaders in the field of managed care. Leverage these networks to shape strategic direction and enhance market positioning.
- Field Sales Enablement: Partner with field sales leadership and districts to educate and support their efforts in attaining sales objectives. Drive initiatives that improve contract ROI.
- People Leadership: Lead in the development of a culture, and supporting systems, to drive open communication, participation and intra/inter-departmental idea-sharing to build an engaged team. Advance and model Mayne Pharma values and leadership commitments while ensuring the quality, compliance, and integrity in all interactions.
Specific Responsibilities:
- Develop account presentation materials in collaboration with Marketing, Finance, Medical and Regulatory.
- Collaborate with Sales Operations and Finance to develop tools to monitor and analyze contracted product performance and incorporate learnings into Managed Markets priorities
- Assess Managed Markets impact and strategies for business development opportunities and work with Finance to incorporate managed markets impact into the business model for new ventures.
- Ensure integrity and compliance with company policies, and regulatory/compliance requirements while identifying and developing new opportunities to enhances organizational effectiveness.
- Oversee the navigation of the complex payer marketplace and work to achieve maximum account penetration to increase scope and areas of influence within assigned National or Regional Accounts which may include health plans, state or local governments, physician medical groups or other payer organizations.
- Maintain profitability of Mayne Pharma managed care contracts to attain sales objectives.
- Develop key and lasting relationships with national and regional MCO management and other contacts initiating actions to increase market share and contract return on investment.
- Present company and product data to national and regional managed care organizations to gain and defend formulary access for Mayne Pharma products.
Core Competencies:
- Communication: Delivers clear, effective communication and takes responsibility for understanding others.
- Interpersonal: Develop and maintain effective relationships with others; relate well to people from varied backgrounds and in different situations; shows understanding, courtesy, tact, empathy, concern, and politeness.
- Negotiation: Use persuasion to gain support and cooperation from stakeholders, superiors, colleagues, subordinates and other parties to achieve a desired course of action consistent with the organization’s strategic goals/objectives.
- Organization: Establish a systematic course of action for self or others to ensure accomplishment of a specific objective. Sets priorities, goals, and timetables to achieve maximum productivity.
- Initiative: Identify opportunities and issues and proactively acts and follows through on work activities to capitalize or resolve them.
- Customer Service: Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
Requirements:
- 10+ years’ experience in managed markets, including account management, contracting, and negotiation.
- Deep understanding of Managed Care and PBM segments across private and government sectors..
- Proven ability to work independently and make decisions but with judgement to understand where supervisory and business partner input is essential.
- Ability to inspire contract account team and desire to build an internal team over time as Mayne’s Specialty brands business grows.
- BS/BA or equivalent required, MBA or other advanced degree preferred.
Physical Requirements:
- National travel required (up to 50% of time)
Equal Opportunity Employer Women/Minorities/Disabilities/Veterans