National Account Director

Date: Dec 16, 2024

Department: Value & Market Access

Job Type: Direct Employee

Team: Mktg, Market Access, Bus. Excellence & Med. Affair

Contract Type: Permanent

Location:

Cary, NC, US

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceuticals and healthcare group with over 85 years’ experience, operating in 30 countries with more than 6,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group research, develops and markets innovative drugs in its three therapeutic areas: AIR (products and services that promote respiration, from new-born to adult populations), RARE (treatment for patients with rare and ultra-rare diseases) and CARE (products and services that support special care and consumer-facing self-care).
We are proud to be the largest global pharmaceutical group to be awarded B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes transparent ethical behavior at all levels.
We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities.

Chiesi USA

Chiesi USA is a specialty pharmaceutical company focused on developing and promoting products for the hospital, adjacent specialty and rare disease markets. We are a B Corp™ and Benefit company awarded Top Employer status for six consecutive years and certified as a Great Place to Work.
At Chiesi, we share an entrepreneurial spirit and act as a force for good, pursuing high social and environmental standards, to ensure the wellbeing of our people, patients, and communities. We offer a work environment where professionals have the opportunity to build a purposeful career focused on helping others while achieving a fulfilling work-life balance, meeting exciting challenges, and engaging in important and rewarding work.

What we offer

Chiesi offers competitive benefits, services, and programs that enrich the personal and professional lives of our employees. Our shared values of passion, innovation, trust and integrity bring out the individual talents and diverse perspectives of each of our colleagues. Our environment encourages each individual to reach his or her full potential and drive outstanding results. We celebrate that “Every one of us is different. Every one of us is Chiesi."

Who we are looking for

Purpose

The National Account Director (NAD) contributes to the company success by being one of the lead contacts with national, regional, and individual state Managed Access customers. Will play a critical role in executing corporate payer strategy by developing strategic relationships, along with securing formulary and/or medical policy access for Chiesi AIR products within the assigned National Market Access accounts. This individual is also responsible for developing and adapting strategies for efficiently achieving stated objectives.

Main Responsibilities

Consultative Selling:

Conduct structured presentations and business meetings with assigned Market Access accounts
Leverage a deep understanding of each customer's business processes and environment; actively engage with them to obtain optimal formulary access.
Manage meetings and communications to achieve account goals and objectives.

Account Business Planning and Development:

Utilize active account planning to execute on business plans for assigned accounts.
Develop National Account Business using knowledge of our customers and market influences affecting their businesses. Work with other internal stakeholders/team members to secure optimal formulary access of CRD products with these customers.
Identify and allocate appropriate resources; track results and adjust as needed.
Create and modify short-term and long-term plans for customers, offering mutually beneficial solutions.
Track and analyze product and account performance; communicate findings internally.

Tactical Execution:

Secure optimal formulary status, aligned with the Market Access business unit goals
Identify, develop, and execute business opportunities by focusing on the appropriate positioning of Chiesi products with Market Access customers
Work collaboratively with Sales and Marketing to effectively maximize current payer scenarios. Negotiate and execute formulary contracts where applicable, within the approved rebate liability limits and aligned with the Market Access business unit goals.

Customer Relationship Management:

Develop specific plans to leverage account contacts via a 3x3 integration approach.
Communicate effectively with both internal stakeholders and external payers/ customers.

Experience Required

5 - 10 years relevant experience in the pharmaceutical/biotech industry required; four or more years’ experience in Market Access preferred
Experience is sales management
Current, in-depth knowledge of current trends in regulation and reimbursement
Demonstrated initiative, creativity and strategic relationship building
Demonstrated ability to develop, communicate, and implement successful strategic initiatives
Proven leadership skills and strong business acumen
Effective executive level negotiation skills
Well-developed relationship management and consultative sales skills
Demonstrated ability to thrive in a dynamic, fast-paced environment
Self-directed and confident, with developed ability to build teamwork centered on shared commitment and goals to achieve high standards of performance
Ability to successfully manage multiple tasks and multifunctional resources concurrently while maintaining high attention to detail while responding to rapidly changing priorities and aggressive deadlines
Proficient in MS Office (Word, Excel, Project), Veeva, Adobe and ISI Toolbox

Education

BS/BA in life sciences or comparable. Graduate degree preferred.

Chiesi USA is an equal opportunity employer committed to hiring a diverse work force at all levels of our business. All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.