Regeneron United States
May 15, 2019
The Associate Director, Strategic Accounts will report to the Director, Strategic Accounts - Ophthalmology, and be responsible for representing the Ophthalmology product portfolio to thought leaders as assigned. This position will work in a synergistic fashion with MSs, RDs, RBMs and NAMs collaboratively with internal stakeholders enable appropriate EYLEA use in assigned thought leaders and organizations to meet or exceed established goals. The position will provide services to these selected thought leaders including product expertise, patient access, and programs for EYLEA implementation in the account. The position will identify and develop National and Regional Experts in Ophthalmology and help facilitate the sharing of information related to the approved indications for EYLEA across the Nation. • Identify, in collaboration with the Director, Strategic Accounts, Ophthalmology and local Ophthalmology RD, a list of target thought leaders to assist with product expertise, patient access, and program implementation in identified accounts enabling the appropriate use of EYLEA. The Associate Director, Strategic Accounts will facilitate the development of synergies and relationships between the thought leader and Regeneron at various levels. • Assist, as appropriate with speaker events and coordinating the utilization of appropriate resources at these events. • Partner with Commercial Training & Development, acting as resource for the Regional Field Trainers to develop ophthalmic expertise and technical knowledge required to achieve the goal of Regeneron Ophthalmology being seen as the best educated field team in Retina. • Work closely with the local MS, RD and RBM to develop account specific plans. Assess challenges and marshal all relevant Regeneron resources; financial, personnel and corporate to meet these challenges. Garner additional resources for targeted accounts as necessary. • Perform regular Field Rides with MS and RBM as identified by RD / Market Access Director. • Provide recommendations and share best practice initiatives within the Sales and RBM regions. • Participate in assigned regional & territory level field meetings (MS/RD/RBM/Market Access Director) Eylea Brand Activities • Develop National and Regional Experts for Ophthalmology and EYLEA. Director, Strategic Accounts will act as the liaison between the Ophthalmology Marketing team and these Experts and help facilitate the sharing of information relating to the use of EYLEA in approved indications. • Work with Marketing Advisory team to develop and adapt plans and support implementation of new and unique customer programs, and value-added services, etc. • Work with marketing to communicate and refine key product messages to help ensure appropriate messaging based on approved indications • Create and implement a comprehensive communication strategy between National and Regional Experts and Regeneron internal and external stakeholders. • Lead the development of synergies with Regional Congresses/Meetings/Symposia, as well as related National congresses / meetings (ASRS, AAO, ARVO, etc.). • Regional Advisory Boards: Evaluate and identify business needs/opportunities within regions that differ from national strategy, and work with RD and Eylea Brand Team to develop strategies and deploy tactics to address those needs. Payer Segment • Develop in cooperation with RBMs and Market Access Directors specific strategy and tactics to ensure complete access to EYLEA by Retina Accounts, community, academic, and government institutions. • Act as liaison between Managed Markets team & Retina thought leaders when developing MD advocates to work with health plans on formulary decisions. • Partner with local MS/RBM to work through local payer issues at account level. • Develop in cooperation with Ophthalmology Marketing, Reimbursement marketing, RBMs and Market Access Directors, customized collaborative solutions to support Ophthalmology practices, Retina Accounts, community, academic, and government institutions. Provider Segment • Train contracted speakers on approved Regeneron Promotional slide decks. Provide on-label and approved education material and guidance to speakers to ensure accurate and effective Promotional presentations of Regeneron products including specific messages relating to compliance. Conduct re-training of updated training at field level on as needed basis. • Establish regular consultative contact with key experts to ensure proactive identification of key issues and collaboration opportunities. • Establish and maintain strategic business relationships with National, Regional and Local experts in assigned key accounts, key Institutions and, ASOs. Conduct analysis to identify opportunities for integration of EYLEA into each of these accounts. Requirements: •Bachelor’s Degree in related field •10 years of pharmaceutical, biotech, or medical device experience (sales, marketing, brand management, healthcare, managed care, etc.) •Minimum 3 years of Part B “Buy and Bill” experience with biologics required •Knowledge of the National / Regional / Local healthcare market required •Successful experience with developing Therapeutic Experts •Experience working with a biologic in conjunction with a patient services “hub” •Experience with physician-administered injectables •Knowledge of the Ophthalmology space, specifically Retina, preferred •Previous experience in a similar position a strong plus •Experience in presenting to and educating large groups on complex materials a plus •Previous management experience a plus •Marketing, brand management experience a plus •Must currently hold, or be willing to obtain the following certifications within 2 years of hire: -Corporate Certified Ophthalmic Technician -Certified Ophthalmic Technician •Strong ability to build teams across functions; Sales, Reimbursement, Sales Operations, etc… •Required areas of proficiency: Strong scientific knowledge, product and procedure expertise, buy and bill experience, reimbursement experience, inventory management, procurement, payer strategies, practice management, and health care reform/policy guidelines. •Ability, comfort & commitment to operating in a highly regulated environment and industry •Strong understanding of the importance of compliance with company policies, procedures and other relevant internal or external laws and regulations. •Strong strategic planning skills •Expert knowledge of relevant product(s), their associated therapeutic area(s)/disease state(s), competitor(s) and other related marketplace factors •Leadership and project management skills •Strong written and oral communications skills •Extensive indirect influence management skills •Robust clinical and business acumen •Proven ability to develop and execute extensive business plans •High emotional intelligence in managing multiple business initiatives and cross-functional relationships and initiatives •Excellent reimbursement expertise and payer knowledge •Moderate to significant travel including weekend travel, overnights, meetings/conventions, and training is required •Creates a team environment in which information flows freely.