TITLE:
Director, Government Accounts
Title: Director, Government Accounts
Reports To: National Director of Payor Access
Location: Remote
Indivior is a global specialty pharmaceutical company working to help change patients' lives by developing medicines to treat substance use disorders (SUD) and serious mental illnesses. The name is the blend of the words individual and endeavor, and the tagline “Focus on you” makes the company’s commitment clear. It represents and empathizes with the often-difficult journey each individual patient takes to overcome the challenges of addiction and mental illness.
Indivior is dedicated to transforming addiction from a global human crisis to a recognized and treated chronic disease. Our vision is that all patients around the world will have access to evidence-based treatment for the chronic conditions and co-occurring disorders of SUD. The Indivior logo radiates its patient-focused, holistic focus on expanding access to quality treatment for addiction worldwide. Building on its global portfolio of opioid use disorder treatments, Indivior has a pipeline of product candidates designed to both expand on its heritage in this category and potentially address other chronic conditions and co-occurring disorders of SUD, including alcohol use disorder and cannabis use disorder.
POSITION SUMMARY:
The Director, Government Accounts in the Payor Access Team is accountable for leading the key customer relationship and contracting efforts with designated and assigned National Medicaid Managed Care PBM’s and State Buying Pools. The position is also responsible for maximizing access and branded product share with our most influential national health plans and pharmacy benefit management companies. The Director, Government Accounts will be responsible for achieving corporate objectives and financial goals with strategic national accounts through a strong business to business relationship while positioning the Indivior corporate brand as well as Indivior’s pharmaceutical brands within the targeted accounts. This position is field-based.
ESSENTIAL FUNCTIONS:
The responsibilities of this role include, but are not limited to, the following:
- Business plan development, writing and execution
- Contract strategy development and execution for targeted accounts to achieve Indivior’s business objectives
- Proposal development, negotiation of terms and conditions, and implementing contractual agreements with accountability for delivering branded financial results. Includes account planning and management, the negotiation process, contractual review, the post-agreement implementation process, deal economics and metrics to define success. Account-level scenario planning in collaboration with the team members (Payor Account Directors including development of account specific pull-through programs
- Working with cross-functional team members from Business Analytics, Contract Administration, Finance, Medical, Sales Leadership and the National Directors of Payor Access in the Market Access Team.
- Presentation of approved marketing information required to facilitate proper product placement.
- Where appropriate, works with internal medical/clinical personnel and key external clinical pharmacists and therapeutics committee members.
- Responsible for maximizing financial metrics in assigned accounts in line with corporate and brand financial objectives.
- Uncovering opportunities to expand business within targeted accounts through ROI analysis and aggressive business planning.
- Maintains a high level of negotiating, sales, and clinical expertise by consistently utilizing all available medical information resources.
- Understands and articulates the customer’s business objectives in line with Indivior and brand goals and objectives with key internal stakeholders to support National Account management best practice.
MINIMUM QUALIFICATIONS:
- BS/BA degree from a four-year accredited university or college; Business/Finance degree desired
- Minimum 7 years in of demonstrated experience and proven success in biotech/pharmaceutical industry and Managed Care Markets
- Minimum of 3 years as a Market Access account manager with Payor accounts
- Established relationships with Artia, OptumRx FFS, Change Healthcare, Gainwell, and MagellanRx preferred
- Experience contracting specialty products preferred
- Experience in presenting and negotiating contract language terminology
- Demonstrates extensive understanding of payer marketplace and customer business, i.e. managed care industry, benefit design, segment knowledge, and state/federal policies that impact any of the above-mentioned areas.
- Proven record of success in managing Managed Care accounts across all channels of business: Commercial, Medicare, Managed Medicaid and FFS Medicaid
- Experience with National PBM and MCO Accounts preferred
- Experience in corporate-office roles (i.e. Training, Sales Operations, Marketing) or sales leadership preferred
- Proficient Microsoft Office Suite skills and sales tools and software.
- Extensive business travel (>50%) required.
COMPETENCIES/CONDUCT:
In addition to the minimum qualifications, the employee will demonstrate:
- Strong negotiating/influencing skills
- Proven management and leadership skills
- Demonstrated solid financial and business acumen with analytic skills
- Established ability to comprehend and discuss contact language terminology and clauses
- Drive, initiative, urgency with an ownership mentality
- Excellent oral, written, and presentation skills that demonstrate a positive corporate presence
- Excellent consultative selling and negotiation skills along with strong customer relationship skills that build on trust, honesty and integrity that sustain over long periods of time
- Self-motivated with a strong goal and results orientation
- Superior organizational, analytical and time management skills
- Proactive decision making and problem-solving skills to resolve customer issues quickly and creatively
- Excellent business judgment with the ability to make short and long-term business decisions while recognizing important trends
BENEFITS:
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
- 3 weeks’ vacation plus floating holidays and sick leave
- 401(k) and Profit Sharing Plan- Company match of 75% on your first 6% of contributions discount and profit sharing contribution equal to 4% of your eligible pay
- U.S. Employee Stock Purchase Plan- 15% Discount
- Comprehensive Medical, Dental, Vision, Life and Disability coverage
- Health and Dependent Care Flex Spending options
- Adoption assistance
- Tuition reimbursement
- Leverage Concierge/personal assistance services
- Voluntary benefits including Legal, Pet Insurance and Auto/Home coverage
- Gym, fitness facility and cell phone discounts
- Our Guiding Principles, Core Values and Vision provide a culture that unites and guides our employees.
GUIDING PRINCIPLES:
Indivior’s guiding principles are the foundation for each employee’s success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
COMPLIANCE OBLIGATIONS:
Indivior is committed to maintaining a workplace where employees are committed to compliance and feel comfortable raising concerns about potential violations of policies or unethical behaviour. As part of your responsibilities, you are expected to:
Employee Obligations:
- Always act with honesty and integrity.
- Risk IQ: Know what policies apply to your role and function and adhere to them.
- Speak Up: If you see something, say something.
Manager Obligations:
- Always act with honesty and integrity
- Reinforce risk awareness with your team, with accountability and oversight for ongoing review and mitigation.
- Model and reinforce a Speak Up culture on your team.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
EQUAL EMPLOYMENT OPPORTUNITY
EOE/Minorities/Females/Vet/Disabled
