National Account Executive-(Optum and United)

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Date: May 1, 2019

Location: Field Based, Field Based, 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 National Account Executive reports to and collaborates with the lead NAE of the account and leads the national market access customer level efforts for any other assigned customer/s at all levels.  This National Account Executive will be similar to other current National Account Executives, but this individual will be more focused on working with regional level account executives and downstream Accounts, Formulary Consultants and Clinical Consultants. 

They will also take on the responsibilities of Brand Champion, Portal Champion, Data & Analytics and SPP partnerships.The NAE proactively identifies opportunities and anticipates obstacles based on gathered information and an in-depth understanding of the market and customer. The NAE leverages this understanding, along with their understanding of the needs of UCB, to plan, prioritize, coordinate, and execute strategic business solutions to address all internal and external opportunities. These plans and business solutions are clearly outlined in the NAE customer operating plans.

 

The NAE leads and coordinates the efforts of the Regional AEs where their national account impacts the regional market. This involves actively communicating, coordinating, providing resources, and facilitating the implementation of the operating plan strategy and tactics in order to maximize opportunities with UCB promoted product line.  

The NAE should serve as role models for others throughout market access and pricing.  The NAE should be keenly aware of their own strengths and development areas and how they are perceived by others (internally and externally). The NAE is open to feedback and seeks it on a regular basis, both formally and informally. 


Job Responsibilities:  

  • Co-Develop and maintain the Market Access customer level operating plan incorporating brand level plans with the UCB/MAP strategic plan.
  • Participate in and work with the lead NAE in the development of strategies across multiple customers and segments, assessing the business impact and return on customer specific investments.
  • Penetrate the national account deeper and wider by partnering with formulary consultants and clinical consultants among other positions and become expert in account data and analytics and working cross-functionally within UCB.
  • Achieve sales, market share growth, and ROI targets and goals through a relentless focus on customer needs, UCB business opportunities and priorities, a commitment to excellence and superior execution of each customer plan.
  • Exceeds sales and growth targets by committing to high standards of excellence.
  • Sets MBOs specific to business opportunities with key national customers.
  • Supports and sometimes Leads contracting negotiations with contracting, operations, and national and regional customers.  Develops, presents and gains acceptance of complex multi-source contracts with brand growth implications.
  • Leads pull through efforts of national customers with Regional AEs and sales organizations.
  • Identifies and focuses on business priorities and opportunities.  Leverages resources to assure superior execution of the details required to achieve the optimal results.
  • Provide direction and communicates the Market Access vision and mission to the UCB matrix team, national and regional customers.
  • 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 on a quarterly basis. 
  • Knowledge of customers and their business environment to provide a basis for profitable partnering, through close and frequent contact with identified accounts of national or regional.  
  • Proactively identify customer needs and business opportunities and ensure that those are rapidly incorporated into the business plan and executed with the customer.
  • 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 partner with our key customers.
  • Penetrate the account, establish strong, sustainable relationships with multiple points of contact within key customers, and move UCB beyond supplier to strategic partnerships with National Account customers.
  • Create and maintain an operating 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 high-level communication with market access and field leadership as well as field representatives 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, Compliance, Marketing, Area Sales, Field Sales, Disease Management and Executive 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.
  • Support all aspects of the UCB relationship with our key national customers providing another point of contact to coordinate UCB investment decisions and customer communications.
  • Takes a leadership position within the team regarding the sharing of ideas and offering options to various situations. 
  • Mentors Regional Account Executives and others contributing to the leadership pipeline

 

Education and Experience:

 

Education

  • Bachelor’s degree in science or business.  MBA Preferred                                                                                                                                                                                                
  • Outstanding performance in two or more of the following functions: National Account Management, Regional Account Management, Field Sales, Medical, Market Access segments, Marketing. Established relationships with Optum and United network.
  • Demonstrated excellence in developing strategic operating plan development, business management, contract proposal development, negotiation and analysis.
  • Outstanding performance as an Account Executive and demonstrated leadership skills in managing and influencing teams.
  • Demonstrated excellence in account management, relationship development and account penetration.
  • Demonstrated excellence in building and developing high performing teams.
  • Experience in budget management.

 

Specific skills required

  • Expertise in market access market, pharmaceutical distribution channels, competitive trends and the impact on our key products.
  • Reimbursement and medical benefit expertise.
  • Experience in leading and developing contracting, launching, or gaining access with payors in CNS, Allergy, Pediatrics, Oncology, RA, or Crohn’s Disease therapeutic areas.
  • Extensive negotiation skills with large complex customers.
  • Demonstrated superior account management and project management practices.
  • Excellent understanding of biopharmaceutical marketing processes.
  • Demonstrated strength in business planning and tactical plan development and execution.
  • Extensive knowledge in multiple Market Access channels.
  • Excellent understanding of basic finance, return on investment and profitability analysis.
  • Excellent understanding of clinical and marketing information on UCB and competitor’s products.
  • Strong technology skills (e.g. computer skills – power point, excel, word, internet web sites)
  • Outstanding interpersonal skills, communication skills and flexibility to meet customer demands.

 

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: Medical, Oncology, Pharmacy, Pharmaceutical, Healthcare, Science, Research

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