Tris Pharma
Director, National Accounts
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Description
Tris Pharma, Inc. (www.trispharma.com) is a leading privately-owned U.S. biopharmaceutical company with a focus on development and commercialization of innovative medicines in ADHD, spectrum disorders, narcolepsy, pain, and addiction addressing unmet patient needs. We have >150 US and International patents and market several branded ADHD products in the U.S. We also license our products in the US and ex-US markets. We have a robust pipeline of innovative products spanning neuroscience and other therapeutic categories employing our proprietary science and technology.
Our science and technology make us unique, but our team members set us apart; they are the engine fueling Tris’ passion and innovation. Our colleagues understand the criticality of operating a successful business and take pride in the company’s success. Equally important to each team member is how we interact with one another on a daily basis. We believe in each other and in respectful, open, and honest communications to help support individual and team success.
We have an immediate opening for a Director, National Accounts. This position will cover the Eastern United States. This is a FIELD-BASED position with 40–50% travel. Qualified candidates must live within reasonable driving distance to a major airport.
The Director, National Accounts is responsible for negotiating coverage (reimbursement) for designated products within assigned account areas through contracting, where necessary, and non-contracting opportunities, where possible. The incumbent assesses and diagnoses the current business environment in each key account to gain positive formulary access for the company portfolio while minimizing access restrictions. Account responsibilities include calling on Pharmacy Benefit Managers, National/Regional Health Plans, Select IDNs, State Medicaid, Medicaid PBMs (i.e., Change Healthcare, Magellan, etc.).
- Leverages relationships with assigned national and regional payer customers to facilitate account management by assessing contracting options, access opportunities, coordinating selling activities, and customer interactions to ensure customer needs are met
- Manages national and regional accounts to maximize sales through access with each customer
- Optimizes access for field sales team through effective leadership, communication, and implementation of push-through and pull-through strategies and tactics
- Develops and implements partnerships with Sales and Senior Management leaders to build a successful comprehensive business plan maximizing access opportunity; includes comprehensive account profile, business strategies, financial models, key results, and competitive intelligence for each account
- Manages resources to execute responsibilities with account and field sales pull/push through
- Develops, establishes, and strengthens successful business partnerships with external partners and stakeholders beyond contracting trade relations group
- Implements approved plans and monitors plan execution against targets and regional sales projects
- Develops and implements business reviews of key accounts/marketplace on a consistent basis with Regional Sales Managers (RSMs) and Commercial leadership
- Serves as a subject matter expert (SME) and resource collaborating closely with commercial leadership, Regional Sales Managers (RSMs), and Sales Representatives, when appropriate, for accounts within their selling geography
- Mentors identified Sales Representatives on managed care selling to drive formulary pull-through
- Participates in key conventions, as needed (i.e., AMCP, NAMCP, PCMA, Asembia, etc.)
- Partners with Market Access Analytics and Operations Directors assessing competitive market dynamics, developing and executing contracting strategies, and optimizing price/access trade-offs across commercial and government channels
- Translates national and regional contracting decisions into actionable downstream account strategies; collaborates cross-functionally with field teams to drive formulary pull-through, address access barriers, and maximize patient reach at account level
- Evaluates Accounts landscape to identify and assess emerging customers; make recommendations to the Head of Market Access regarding engagement of emerging customers
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Requirements
REQUIRED QUALIFICATIONS
- Bachelor's degree and minimum 8 years relevant experience in national accounts and/or payer marketing in the pharmaceutical, biotechnology, or related industry in positions of increasing technical and strategic responsibility OR combination of education and 10 years of relevant experience in the above specialties in positions of increasing technical and strategic responsibility REQUIRED
- Strong understanding of the US payer environment, including commercial managed care dynamics, Medicaid, payer marketing principles, and market access decision-making processes REQUIRED
- Proven track record of building and sustaining strong relationships with key payer decision makers, including formulary committees, pharmacy executives, and government contracting officers REQUIRED
- Proven record of high ethical values and healthcare compliance REQUIRED
- Demonstrated ability to translate contracting and access strategies into account-level pull-through plans
- Ability to collaborate closely with field sales and brand teams to execute locally and deliver training REQUIRED
- Demonstrated business acumen and ability to access, analyze, and present claims data, formulary positioning, and utilization trends to inform contracting and access decisions REQUIRED
- Experience successfully contracting and negotiating with MCOs, PBMs, State Medicaid decision makers/PBMs (e.g., Change Healthcare, Magellan), IDNs, and Health Systems
- Working knowledge of federal government pricing frameworks including Average Manufacturer Price (AMP), Best Price, and Mandatory Medicaid Rebate Program (MDRP) calculations and ability to evaluate downstream pricing implications of contracting decisions across VA/FSS, 340B, and Medicaid channels PLUS
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Work Arrangement
This is a field-based position requiring 40-50% travel
Anticipated Salary Range
$250,000 – $280,000. Base salary offered is contingent on assessment of candidate’s education and experience level relative to requirements of the position and a review of related industry standards and internal equity.
Additional Benefits
In addition to base salary, full-time employees are also eligible for incentives, including but not limited to: bonus eligible, medical, dental, vision, Rx insurance, 401K with match, life insurance, paid Company Holidays, PTO, Paid Volunteer Time, and Employee Resource Groups.
Tris Pharma, Inc. offers a highly competitive compensation and benefits package. To build and enhance our diverse workforce, we encourage applications from individuals with disabilities, minorities, veterans, women, LGBTQ, etc. Tris Pharma, Inc. is an Equal Opportunity Employer.
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