The Regional Access Manager analyzes assigned markets and accounts, develops selling approach, and implements strategy/tactics to grow sales. Regional Access Managers focus on understanding key customers to support the efforts of the Sales Region. Regional Access Managers are accountable for 10-12 assigned accounts and will focus on Third-Party Payer issues that affect Providers over time.
Key market segments include Integrated Delivery Networks (IDN), Home Infusion, Physician/Hospital Infusion Centers, Consulting Pharmacy (LTC) and Payers.
The Regional Access Manager will tailor activities in concert with regional and national sales/market access management. The RAM will develop tactical and strategic account plans and will align Cubist resources and marketing tools to address customer needs. The individual in this role must be willing to serve as a resource for sales management, field sales and the Sales Training group with respect to reimbursement issues and provider dynamics.
In addition, the Regional Access Manager will:
Develop and drive sales in assigned regions and accounts
Profile assigned accounts and develop deep relationships with clinical, operational, and business management
Quickly develop an understanding of the market dynamics in their given geography and develop strategic plans to address local issues and opportunities
Provide executive level presentations for key customers
Conduct regular educational in-services at assigned accounts
Develop and execute regional/local programs PME programs
Develop pull through strategies for appropriate contracts with local sales team
Continually monitor the region and business, identify ROI, opportunities and/or payer issues
Maintain an ongoing dialogue with internal stakeholders on business plans, priorities and reimbursement dynamics
Minimum Basic Qualifications:
Minimum of 7 years relevant pharmaceutical/biotech experience.
Minimum of 2 years field account management experience.
Willingness to travel up to 80 percent of time
3+ years field account management experience preferred.
Prior consulting or National Accounts Management experience focused on access issues.
Reside within thirty (30) miles of territory
Desired Competencies and Qualifications:
Experience with injectable/infusible biologics manufacturer, home infusion (strongly preferred) or IDN/ third party payers.
Possesses strong business analytical skills --Excel/data manipulation proficiency desired
Strong working knowledge of healthcare policy, reimbursement and Managed Care Organizations
Possesses strong interpersonal skills.
This is a field based position.
Home office space necessary to accommodate IT equipment.
Overnight travel requirements vary by territory; travel also required to regional and national meetings.
Driving/flying requirements differ by territory; up to 80% travel.
Driving/flying to and from targeted accounts, team meetings and training
Carrying briefcase with appropriate clinical, business materials and computer.
Transporting LCD and setting up at Physician Education Programs.
Must be able to lift up to 25 pounds.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily within the context of the representative work environment and physical demands described above. Likewise, qualifications listed are representative of the knowledge, skills, and abilities required to perform the position’s essential functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.