National Account Director-Market Access (CVS/Aetna)

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Date: Jun 28, 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 Director leads the individual payer account team including formal direct report(s) (NAE) and supporting account team functions to include medical, HEOR, financial analysts, state government affairs, policy, value and innovation lead, and in close concert with regional/downstream account executives. 

The Director will facilitate and oversee execution of all strategy and activities within the account to drive revenue and growth for UCB.  They provide strategic account direction to facilitate the development of rewarding relationships/partnerships leading to positive negotiations and ultimately the acceptance of the company’s products in an appropriate access formulary position. This position also requires thorough understanding of pharmacy and medical reimbursement, the changing healthcare landscape and account operations within the marketplace. The scope of the job also includes leading and developing direct report(s), the matrix teams both internally and externally and creating innovative solutions to customer partnerships and needs. This individual must have extensive relationships within designated account and customer base.


  • Enhance access to our products by delivering the value propositions and negotiating appropriate formulary positions for patients to have affordable access to UCB’s products.
  • Develop and maintain the Market Access strategic plan and account plan with the UCB strategic plan and mission statement. 
  • Participate in the development of strategies within target account, assessing the business impact and return on customer-specific investments.
  • Provide direction and communicate the Market Access vision and mission around the account to the account team, UCB matrix team, regional/downstream account team, senior leadership and executive leadership across entire organization
  • Plan and execute all sales and marketing functions directed toward target account including competitive analysis, new product launches, contracting strategies, outcomes research, medical, support systems and budgeting requirements.
  • Develop and maintain thorough knowledge of account and their business environment to provide a basis for profitable partnering, through close and frequent contact with identified stakeholders of prominence within target account.  
  • 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
  • Penetrate the account and establish strong, sustainable relationships with multiple points of contact within account and move UCB beyond supplier to strategic partnerships within the account.
  • Create and maintain a business plan for target account 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 account pull-through teams, focused on implementation with downstream Regional Area Health Plans.  Drive coordination with HCM Area Directors, regional account leads, UCB Field Sales and Field Management.
  • Coordinate with Marketing in creating visibility around the contribution made by target account to annual sales and share targets with Brand Marketing, Sr Management and Executive Management.
  • Independently manage all aspects of the UCB relationship with target account providing a single point of contact to coordinate UCB investment decisions and customer communications.
  • Build and lead a high-performance team by securing the best available talent, developing future leaders, encouraging the pursuit of developmental opportunities and by providing ongoing coaching and feedback. 
  • Individual will directly supervise National Account Executive(s) and be responsible for recruiting, hiring, coaching and training team members



BS Degree in a Science related field, Master’s preferred.

Technical Expertise:

  • Demonstrated excellence with business plan development, business management, contract proposal development, negotiation and analysis.
  • Demonstrated excellence in account management, relationship development and account penetration. Relationships with CVS, and Aetna are required.
  • Experience in budget management.


Specific skills:

  • Expertise in managed care market, pharmaceutical distribution channels, competitive trends and the impact on our key products.
  • Full understanding of Pharmacy and Medical Reimbursement and MMA expertise.
  • Experience in contracting, launching, or gaining access with payors in Oncology, RA, or Crohn’s Disease therapeutic areas.
  • Thorough knowledge of negotiation skills.
  • Demonstrated superior account management and project management practices.
  • Excellent understanding of pharmaceutical marketing processes.
  • Demonstrated strength in business planning and tactical plan development and execution.
  • Excellent understanding of account, their structure, key stakeholders and internal processes to formulary review and acceptance.
  • Excellent understanding of basic finance, return on investment and profitability analysis.
  • Excellent understanding of clinical and marketing information on UCB and competitor’s products.
  • Outstanding interpersonal skills, ability to communicate to executive leadership both internally and externally, and flexibility to meet customer demands


Management responsibilities:

  • Demonstrated excellence in building and developing high performing teams.
  • Two or more years of managing an account executive team and/or five or more years in pharmaceutical sales leadership positions or national account management position. 
  • Outstanding performance in 2 or more of the following functions: Finance, Field Sales, Marketing, Business-to-Business sales, people leadership.
  • Outstanding performance as Senior Account Executive or Account Director and demonstrated leadership skills in managing and influencing teams.
  • This role will have one to two direct reports.


Sphere of Influence:


US leadership team, Executive Committee, Managed Markets team, Commercial business units (PVUs), Center of Excellence, and Medical Affairs


All Managed Markets customers at all levels:  Executive Management, Pharmacy, Contracting, Specialty Pharmacy, Benefits Management, Quality and Medical Departments, Sales, Services, etc.


Key Performance Indicators:

·Formulary Coverage Goal Performance

·Sales performance metrics

·Budget goal performance

·Performance reviews

·Development and promotions of direct reports

·Peer reviews


·Assessment of leadership and functional skills






Timeline of next two years and your goals:

  • Build a high performing account Team
  • Create, maintain, and successfully implement account level business plan.
  • Identify and Build Strategic Partnerships with key payer stakeholders as well as internal stakeholders to drive patient value
  • Maintain and increase appropriate access for all UCB brands within account.
  • Deliver sales and access goals of UCB Brands.
  • Develop and implement processes to support the Market Access and Pricing Organization and ensure success for UCB.




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, Manager, Pharmacy, Pharmaceutical, Healthcare, Management, Science

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