TITLE: Regional Account Director (Kansas City, MO)
Title: Regional Account Director
Reports To: Regional Director, Health Systems
Location: Field Based - Kansas City, MO
Indivior is a global specialty pharmaceutical company working to help change patients' lives by developing medicines to treat substance use disorders (SUD) and serious mental illnesses. The name is the blend of the words individual and endeavor, and the tagline "Focus on you" makes the company's commitment clear. It represents and empathizes with the often-difficult journey each individual patient takes to overcome the challenges of addiction and mental illness.
Indivior is dedicated to transforming addiction from a global human crisis to a recognized and treated chronic disease. Our vision is that all patients around the world will have access to evidence-based treatment for the chronic conditions and co-occurring disorders of SUD. The Indivior logo radiates its patient-focused, holistic focus on expanding access to quality treatment for addiction worldwide. Building on its global portfolio of opioid use disorder treatments, Indivior has a pipeline of product candidates designed to both expand on its heritage in this category.
POSITION SUMMARY:
The Regional Account Director will serve as the primary point of contact within assigned key accounts, including, but not limited to: hospital systems, VISN and local Veterans Affairs facilities, integrated delivery networks or other key institutional accounts that have been identified to possess a high potential/high impact presence in a broad segment of the market. The Regional Account Director will develop relationships with the assigned accounts and with key decision makers to represent the interests of Indivior and its entire portfolio. They will also support Indivior by identifying and then developing new business opportunities in collaboration with the account or its affiliates, work closely with our sales stakeholders to evaluate and determine if local, regional, and national opportunities can and should be expanded system-wide to drive business results, within assigned accounts. The incumbent will also be required to effectively serve as an internal advocate for assigned account issues and priorities. This position is field based.
ESSENTIAL FUNCTIONS:
The responsibilities of this role include, but are not limited to, the following:
Field based interaction with assigned institutional and/or integrated key accounts
Coordinate efforts with existing Organized Health System, Key Accounts, and Sales teams
Develop and implement comprehensive business plans for assigned accounts to ensure targeted growth of Indivior portfolio
Develop and maintain collaborative working relationships with external stakeholder decision makers and account influencers within assigned accounts
Collaborate with Medical Affairs to ensure fair balanced delivery of all product value proposition presentations, clinical proofs, economic models, tools and other value add services are fully leveraged within assigned accounts
Accountable for achieving access, and outcome goals as agreed upon and identified in account generated business plans
Develop trusting and collaborative relationships with business unit Sales/Marketing Leadership, Strategy, Value, Access Team, Legal, Finance and other internal colleagues to execute on identified customer business plans
Assist our sales organizations in driving sales and/or market share results synchronized with field sales performance goals, by clearly outlining and agreeing to appropriate pull-through opportunities with sales and market access leadership
Identify and deliver on account point of view and priorities as part of market research, marketing planning and other internal planning processes
Ensure that all activities and interactions are carried out with the highest ethical and professional standards and that all work is accomplished with integrity and in accordance with Indivior Core Values
Assist with implementation of formulary placement at the regional and local facility level
Carry out other reasonable tasks as required by Market Access Leadership. The above duties and responsibilities are not an exhaustive list and you may be required to undertake any other reasonable duties compatible with your experience and competencies.
This description may be varied from time to time to reflect changing business requirements
MINIMUM QUALIFICATIONS:
BS/BA degree from a four-year accredited university or college; Business/Finance degree desired
Minimum of 5 years in field sales with a pharmaceutical, medical device or specialty pharmaceutical company
Minimum of 5 years as customer facing account director role (hospital, payer, professional organization)
Experience working with large health systems central contracting process
Well-developed relationships with key decision makers and a thorough understanding of the potential assigned accounts
Proficient Microsoft Office Suite skills and sales tools and software.
Extensive business travel (>50%) required
COMPETENCIES/CONDUCT:
In addition to the minimum qualifications, the employee will demonstrate:
Experience with specialty pharmaceutical products - reimbursement and contracting
Established relationships with key IDN customers (Providence, University of Washington, and Multicare)
Demonstrated ability to develop credible relationships at high levels within accounts
Demonstrated ability to work in collaboration with internal and external stakeholders
Ability to learn and apply scientific and clinical data with key accounts
Possesses strong business acumen negotiation and presentation skills
Exemplary interpersonal communication skills, both oral and written
Demonstrated effectiveness working independently and in groups in a collegial manner, including cross functional teams and internal/external networking
Highly results focused
Flexibility and agility, while maintaining a strong positive attitude
Ability and willingness to meet critical deadlines
Self-motivated with a strong goal and results orientation
Superior organizational, analytical and time management skills
Proactive decision making and problem-solving skills to resolve customer issues quickly and creatively
Excellent business judgment with the ability to make short and long-term business decisions while recognizing important trends
BENEFITS:
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes:
3 weeks' vacation plus floating holidays and sick leave
401(k) and Profit Sharing Plan- Company match of 75% on your first 6% of contributions and profit sharing contribution equal to 4% of your eligible pay
U.S. Employee Stock Purchase Plan- 15% Discount
Comprehensive Medical, Dental, Vision, Life and Disability coverage
Health, Dependent Care and Limited Purpose Flex Spending and HSA options
Adoption assistance
Tuition reimbursement
Concierge/personal assistance services
Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
Gym, fitness facility and cell phone discounts
GUIDING PRINCIPLES:
Indivior's guiding principles are the foundation for each employee's success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
COMPLIANCE OBLIGATIONS:
Indivior is committed to maintaining a workplace where employees are committed to compliance and feel comfortable raising concerns about potential violations of policies or unethical behaviour. As part of your responsibilities, you are expected to:
Employee Obligations:
Always act with honesty and integrity.
Risk IQ: Know what policies apply to your role and function and adhere to them.
Speak Up: If you see something, say something.
Manager Obligations:
Always act with honesty and integrity
Reinforce risk awareness with your team, with accountability and oversight for ongoing review and mitigation.
Model and reinforce a Speak Up culture on your team.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
