Regional Area Director, West; Account Management

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Date: Nov 15, 2018

Location: Smyrna, Georgia, US

Help us transform patients' lives.

At UCB, we put our heart, soul, and skills into making a difference for people living with severe disease. Working together to push the boundaries, we blend the best of our talents to unlock innovation.  Will you join us in our pioneering adventure?

The Regional Area Director of Managed Markets leads the West Region Field Access Accelerator Leads’ efforts to drive revenue and growth for the organization by providing consistent strategic account direction to facilitate the development of rewarding relationships / partnerships with key  regional and national managed care customers leading to positive negotiations and ultimately the acceptance of the company’s products in an appropriate access formulary position.  Also requires thorough understanding of state pharmacy and medical reimbursement including the full impact of the Medicare Modernization Act (MMA).

 

Scope of the job also includes leading and developing the Access Accelerator Lead teams, large matrix teams both internally and externally around regional and national customers, and creating innovative solutions to customer partnerships and needs.

 

  • Develop and maintain the Market Access strategic plan and customer level Access Accelerator Lead plans for their areas in conformance with the UCB strategic plan and mission statement. 
  • Participate in the development of strategies across multiple customers and segments, assessing the business impact and return on customer-specific investments.
  • Provide direction and communicate the Market Access vision and mission to the UCB matrix team, Access Accelerator Lead team, regional and national customers which impact their area.
  • Plan and execute all sales and marketing functions directed toward special customer segments including competitive analysis, new product launches, contracting strategies, outcomes research, medical, support systems and budgeting requirements.
  • Develop and maintain thorough knowledge of customers and their business environment to provide a basis for profitable partnering, through close and frequent contact with identified accounts of  regional and national prominence in their area.   
  • Proactively identify customer needs and business opportunities and ensure those are rapidly incorporated into the business plan and executed with the customer.
  • Achieve sales, market share growth, and ROI targets through a relentless focus on customer needs, UCB business opportunities and priorities, a commitment to excellence and superior execution of each customer plan.
  • Demonstrate excellence in understanding of each customer including: their marketing strategy, medical and pharmacy reimbursement systems, organization for health care delivery, and processes for disease management and outcomes research.
  • Demonstrate outstanding sales, communication, negotiation and project management skills and knowledge of UCB products while establishing UCB as the preferred HCM partner with our key customers.
  • Penetrate the account and establish strong, sustainable relationships with multiple points of contact within key customers and move UCB beyond supplier to strategic partnerships with one or more of our most important customers.
  • Create and maintain a business plan for each customer that incorporates the appropriate UCB field and home office resources to maximize the return on our customer investments.
  • Demonstrate leadership in the formulary management process, including contract pull-through by HCM area and UCB field personnel, ensuring the creation of a seamless cross-functional team with common goals and measurable objectives.
  • Develop and lead multi-disciplined customer teams, aligning key customer and UCB functional areas including Operations/Finance, Medical, Legal, Marketing, Area Sales, Field Sales, Disease Management and Executive Management.
  • Develop and lead National Account pull-through teams, focused on implementation with strategic National Customer Regional/Area Health Plans.  Drive coordination with HCM Area Directors, Access Accelerator Leads, National Account Executives, UCB Field Sales and Field Management.
  • Coordinate with Marketing in creating visibility around the contribution made by strategic national customers to annual sales and share targets with Brand Marketing, Sr Management and Executive Management.
  • Independently manage all aspects of the UCB relationship with our key regional customers providing a single point of contact to coordinate UCB investment decisions and customer communications.
  • Build and lead a high performance Access Accelerator Lead team by securing the best available talent, developing future leaders, encouraging the pursuit of developmental opportunities and by providing ongoing coaching and feedback. 

 

UCB is a global biopharmaceutical company. We focus on discovering and developing innovative medicines and lateral solutions that can transform the everyday lives of people with severe diseases of the immune system – or the central nervous system.

With more than 7500 people in approximately 40 countries, UCB offers an exciting working environment where initiative can flourish and those with a ‘can-do’ attitude can thrive.  Scientific excellence, innovation, co-creation, lateral thinking, reinventing the way we do things…these are some of the key competencies we are constantly developing, and looking for, at UCB.


Job Segment: Regional Manager, Medical, Manager, Pharmacy, Marketing Manager, Management, Healthcare, Marketing

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