National Account Manager/Senior National Account Manager, Managed Markets (Remote - Northeast US)

United Therapeutics is a vaccinated work environment where all employees are expected to be vaccinated against COVID-19 and provide proof of vaccination. We will provide any accommodations as required by law.

The job details are as follows:

What We Do

United Therapeutics Corporation focuses on the strength of a balanced, value-creating biotechnology model. We are confident in our future thanks to our fundamental attributes, namely our commitment to quality and innovation, the power of our brands, our entrepreneurial culture and our bioinformatics leadership. We also believe that our determination to be responsible citizens - having a positive impact on patients, the environment and society - will sustain our success in the long term.

We currently have five approved products on the market and a long-term mission of providing an unlimited supply of transplantable organs for those who need them.

Our company was founded by an entrepreneur whose daughter was diagnosed with a life-threatening condition. She sought to find treatment options and a cure for her daughter and patients like her. We are founder-led, and relentless in our pursuit of "medicines for life". We continue to research and develop treatments for cardiovascular and pulmonary diseases, pediatric cancers and other orphan diseases.

In 2021, we became the first publicly-traded biotech or pharmaceutical company to take the form of a public benefit corporation (PBC). Our public benefit purpose is to provide a brighter future for patients through (a) the development of novel pharmaceutical therapies; and (b) technologies that expand the availability of transplantable organs. At the same time, we seek to provide our shareholders with superior financial performance and our communities with earth-sensitive energy utilization.

How you’ll contribute
The National Account Manager (NAM) is responsible for assigned National/Regional accounts. This person ensures access and coverage of United Therapeutics current and future products. Additionally responsible for establishing and maintaining UT's relationship with assigned Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), GPOs, and Governmental Payers - and successfully implementing the Payer business opportunity. This person is accountable for partnership, communication and directing effective and compliant Payor coverage opportunities across assigned US region. They will act as a mentor, partner and resource to field sales on all managed care initiatives.

• Primary Accountabilities: Establish and maintain UT’s relationship with assigned National Accounts and relevant KOL Payer stakeholders; Identify and develop UT business relationship with Pharmacy Benefit and Medical Benefit stakeholders within assigned MCOs; Identify, develop, and successfully implement the payer business opportunity; Partner, communicate and direct effective and compliant payor coverage opportunities for assigned U.S. sales regions; Maintain and report timely on important developments and trends relevant to assigned accounts and related field sales geographies.
• Responsibilities include, but are not limited to: Develop, successfully manage and maintain business relationships with assigned MCO stakeholders; Optimize UT managed care coverage opportunities with keen awareness of return on investment and market competitiveness; Develop and execute MCO business plans that achieve Managed Markets goals and objectives; Educate payers on the clinical and economic benefits of current and future UT products; Prepare and present formal business and product presentations; Enhance current UT product access and coverage; Drive new product Payer uptake, formulary access and coverage; Partner with field sales as the primary resource for all managed markets related opportunities/issues; Educate field sales on key managed care concepts relevant to day to day operations; Communicate the payer perspective to AVP of Managed Markets; Direct MCO coverage messaging and translate payer opportunities into increased revenues.
• Essential Functions: Responsible for communicating and implementing the UT Managed Markets strategy. Develop and execute tactical business plans for identified MCOs; Communicate and works cross-functionally with Strategic Operations, Trade, Marketing, Legal, compliance, and Field Sales to implement aligned payer initiatives; Cultivate payer opportunities and successfully implement action plans that align with brand strategy, payer objectives, and translates to positive revenue growth; Negotiate and implement contracts within the guidance of UT Strat Ops leadership and within Finance and Legal parameters; Maintain positive working relationships with sales, training, and marketing to successfully implement managed care business opportunities and messaging; Have an in depth understanding of Pharma compliance requirements and provide guidance/leadership for internal colleagues with all aspects of compliance requirements.
• Shared Services: The NAM function is a shared service for UT's subsidiary, Lung Bio Engineering (LBE). The NAM provides support to LBE by negotiating commercial contracts with Transplant Centers. Additionally responsible for providing support to LBE with reimbursement / coverage expertise, and to educate Payers about the commercial services LBE provides Transplant Centers.
• Other duties as assigned
• NOTE: The terms Managed Care and Payer may be used as synonyms

The Senior NAM role would include all of the above responsibilities, along with the additional duties below:

The Senior NAM will exhibit success with the largest and most critical accounts and will lead UT's Managed Markets Payer access initiatives. The Sr NAM displays a high level of leadership among their Managed Markets peers and contributes to the strategy and direction of the Managed Markets team.

• Senior NAM: The Senior NAM position is achieved through proven leadership and above average results managing the largest, most complex National Accounts; The Senior NAM role is expected to display leadership among their NAM peers and be a resource/mentor for members of the NAM team to develop and grow in their roles and responsibilities; A Senior NAM should display and maintain exemplary account relationships and access; Initiate new projects to add value to the managed markets team, sales organization, marketing, PRC, and medical affairs; Create tools such as training and NAM presentations that provide a better understanding of what the department does to educate our customers internally and externally; Build synergy within cross-functional groups; Initiate communication to conduct strategy meetings and create special projects; Support the AVP with Payer strategies for the Managed Markets team and identify key learning opportunities; Can be depended upon as a mentor and coach for NAM team and always provides input, direction, and encouragement for the team.

For this role you will need

Minimum Requirements

• Bachelor’s Degree in Arts/Sciences (BA/BS)
• NAM level:
  • 5+ years of Managed Care account management experience and successful business case development
  • 5+ years of combined Bio/Pharmaceutical and device sales experience
• Senior NAM level:
  • 5+ years of combined Bio/Pharmaceutical and device sales experience
  • 7+ years of Managed Care account management experience and successful business case development
• Proven MCO contract development, negotiation and implementation
• Current relationships with relevant MCOs
• Executive level business presentation experience
• Demonstrated ability to cultivate strong MCO business relationships and skilled in communicating clinical/technical information
• Demonstrated success with new product launches in the MCO environment with successful pull-through implementation
• Proficient with Microsoft Office Suite (Outlook, Excel, PowerPoint and Word)

Preferred Qualifications

• Master’s degree (MA/MS/MBA)
• 2+ years of current experience in pulmonary arterial hypertension
• 3+ years of experience in sales management experience
• Managed care marketing or relevant brand management

At United Therapeutics, you’ll realize quickly that it is not an ordinary place to work! When you join our company, you will learn, grow, contribute, have fun, and be challenged... all while making a difference in the lives of our patients.

United Therapeutics Corporation is an Equal Opportunity/Affirmative Action Employer - EOE Minorities / Females / Protected Veterans / Individuals with Disabilities