Regional Account Executive, ViiV

Deerfield, IL
30+ days ago

Job Description

Site Name: USA - Illinois - Chicago Central, USA - Illinois - Chicago East, USA - Illinois - Chicago North, USA - Illinois - Chicago South, USA - Illinois - Chicago West, USA - Illinois - Deerfield, USA - Iowa - Iowa City, USA - Minnesota - Minneapolis East, USA - Minnesota - Minneapolis West, USA - Minnesota - Twin Cities, USA - Montana - Billings, USA - Montana - Hamilton, USA - Montana - Missoula, USA - Nevada - Las Vegas, USA - Nevada - Reno, USA - South Dakota - South Dakota, USA - Washington - Seattle, USA - Washington - Seattle East, USA - Washington - Seattle North, USA - Washington - Seattle South, USA - Washington - Seattle West, USA - Wyoming - Casper, USA - Wyoming - Cheyenne , USA - Illinois - Chicago
Posted Date: Aug 6 2021

Reports to:
Director – Regional Accounts

Business Unit: US Market Access Team


  • Provide profitable access for ViiV portfolio across HIV product segments in ADAP, Commercial, Medicare and Medicaid markets segments as appropriate.
  • Develop and implement strategy to meet or exceed goals for targeted customers in an assigned regional territory.
  • Influence key opinion leaders to achieve formulary listings and optimal product positioning.
  • Establish regular contact with customers to ensure proactive identification of key issues and enhanced business-selling opportunities.
  • Work closely with matrix partners to ensure there is a unified ViiV presence with prioritized customer segments.

Key Responsibilities

Customer Relationships:

Establish and maintain customer relationships with key individuals within the assigned accounts. Develop an extensive understanding of the customers’ organizational goals in order to assess their needs and develop plans, programs, and contracts (when necessary) to meet both the needs of the customer and those of ViiV. Extend customer network within assigned accounts beyond pharmacy or industry relations to areas crucial for the future strategic vision of healthcare delivery.

Quantitative Performance (meet specific access, sales and market share and RAR objectives for assigned regional responsibilities):

Ensure profitable formulary positioning of ViiV priority products. Meet RAR objectives vs. budget and governance guidelines Implement value-added programs intended to enhance the customer relationship, solidify formulary position of ViiV products and drive product sales. Deliver value beyond the product and the level of discount. Analyze account performance information and recommend actions to ensure the achievement of business objectives including establishing/maintaining access and/or positive formulary positioning of ViiV products. Manage the allocation of resources (support functions, programs, financial and technical) to maximize the opportunity for ViiV and the benefit to assigned regional accounts. Integrate ViiV offerings and capabilities to continually enhance the value proposition for key customer. Implement account-specific strategies using business acumen, consultative selling techniques and business partnerships to develop mutually rewarding relationships with assigned strategic accounts. Effectively launch new products (measured by reimbursement status, formulary status, and level of restriction placed on the product, reducing or eliminating policies which inhibit product uptake/acceptance).

Qualitative Performance: Manage/execute the key aspects of the job:

Analyze the business environment in assigned customers and geographies to execute strategic and tactical plans, track trends and recommend alternative direction where necessary. Coordinate strategic pull-through with overlapping sales regions. Analyze account data and recommend actions to ensure the achievement of business objectives including establishing/maintaining access and/or positive formulary positioning of ViiV products. Develop and execute business plans for assigned accounts. Plans will establish financial and strategic objectives by product for assigned accounts, including key tactical elements, budgets and critical success factors. Develop contract recommendations with RAR impact within Medicaid and Commercial segments within assigned geography. Effectively manage all aspects of the new product launch process (including Access Forecast, BDIP – Final Determination). Collaborate with internal stakeholders (such as Medical Affairs, Pricing and Contracting, Access Strategy and Marketing, Operations, Field Reimbursement, Sales etc.)as needed to meet strategic objectives.

Personal Development:

Keep pace with the changing internal and external environment to ensure capabilities meet and exceed expectations. Maintain a high level of knowledge of the industry, managed healthcare trends and the PBA/PBM marketplace. Participate in training programs to improve product knowledge and build strong competencies for an evolving marketplace Manage administrative requirements of the job.

Why you?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

  • Bachelor’s Degree
  • 3+ years of account management, sales management or product management experience or equivalent
  • Minimum 6+ years of pharmaceutical experience with broad experience across the commercial business.
  • Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
  • Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
  • Strong presentation skills
  • Valid Driver’s License
  • Ability to travel as necessary
  • Candidate must be located near a major airport
  • Current opening covers the following states: WA, OR, ID, WY, MT, ND, SD, IA, WI, MN, IL

Preferred Qualifications:

If you have the following characteristics, it would be a plus:

  • MBA and/or advanced clinical/science/ health policy degree or equivalent
  • Deep knowledge of Specialty Pharmacy and Specialty Distributors
  • Understanding of reimbursement and control mechanisms by payer/PBMs
  • Experience with Buy and Bill Reimbursement
  • Excellent negotiation and/or major account sales skills
  • Understanding of the account planning process
  • Payer contracting experience
  • Demonstrated analytical ability
  • Payer marketing and/or contract management experience
  • Deep knowledge of the managed care industry, government payers and healthcare trends
  • People management experience
  • Understanding of the laws and regulations covering providers and payers
  • Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations

Why ViiV?

At ViiV Healthcare, we work for people living with HIV and the communities that support them. We are guided by our values of Respect, Integrity, Transparency and the Patient-Focus in everything we do.

If you require an accommodation or other assistance to apply for a job at ViiV, please contact the ViiV Service Centre at 1-877-694-7547 (US Toll Free) or +1 801 567 5155 (outside US).

ViiV is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

Important notice to Employment businesses/ Agencies

ViiV does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact ViiV's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to ViiV. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and ViiV. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of ViiV. ViiVshall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.

Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV's compliance to all federal and state US Transparency requirements. For more information, please visit ViiV's Transparency Reporting For the Record site.


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