📌 Core Information
🔹 Job Title: Director, National Account Management (CVS/Zinc)
🔹 Company: Shionogi Inc.
🔹 Location: Florham Park, New Jersey, United States
🔹 Job Type: Full-time
🔹 Category: Pharmaceuticals
🔹 Date Posted: April 25, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Developing and implementing integrated account strategies for Ensitrelvir and Zatolmilast
- Leading cross-functional access planning and managing key account relationships
- Collaborating with diverse internal stakeholders to achieve access goals
- Maximizing market access and reimbursement for Shionogi's products
ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and deep market access experience to navigate the dynamic nature of Shionogi's portfolio and competitive marketplace.
📋 Key Responsibilities
✅ Serve as lead for Shionogi relationship and B2B engagement with assigned accounts
✅ Identify competitive threats and develop response strategies
✅ Lead cross-functional access planning for target accounts
✅ Develop and oversee the implementation of strategies and tactics for appropriate reimbursement and pathways
✅ Develop medium to long-term access strategies to maximize product value for payers and patients
✅ Lead the preparation, negotiation, management, and acceptance of government and/or commercial contracts with assigned payers
✅ Provide strategic input on resourcing levels for Regional Account Management teams across geographies
✅ Coach and train account management access drivers resulting in plan execution
✅ Establish KPIs to monitor progress and areas of opportunity
✅ Collaborate with Regional Account Manager(s) and sales leadership to drive field force communications on relevant reimbursement issues and pull through maximization
✅ Cultivate and maintain relationships with key decision-making roles and target customer account leadership
ASSUMPTION: This role requires a high level of collaboration and integration with various internal teams and external stakeholders to ensure optimal product access and strategic access goals are met.
🎯 Required Qualifications
Education: Bachelor’s Degree required; Advanced Degree preferred
Experience: A minimum of 10+ years of biotech/pharma market access experience with prior leadership roles in account management and/or sales management
Required Skills:
- Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
- Well-developed negotiation skills
- A high level of awareness and understanding of the implications and opportunities of contract strategy
- An in-depth knowledge of key account selling for targeted channels/segments
- Previous experience in both specialty outpatient and primary care at the national account level
- Experience building, recruiting, managing, and developing account management team(s)
- Experience in contract development and negotiation with exceptional consultative and networking capabilities
- Experienced in customer negotiation, financial analysis, legal influences, and execution/implementation of contracting activities
Preferred Skills:
- Experience integrating Health Economics and Medical Affairs resources into access planning
- Demonstrated ability to collaborate with a diverse matrix of internal stakeholders
- Ability to identify future policies, practices, and trends that will affect payer management and access decision-making in the marketplace
- Experience leading pull through efforts with sales leadership and field sales teams
ASSUMPTION: Candidates with a strong background in market access, proven leadership skills, and experience working with national payers will be most successful in this role.
💰 Compensation & Benefits
Salary Range: $200,000 - $250,000 per year
Benefits:
- Comprehensive Benefits
- Vehicle Allowance
- Bonus
- Long-term Incentive
Working Hours: Full-time, with up to 50% travel required, including overnight/weekend travel
ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and experience levels. The actual salary may vary based on individual qualifications and company discretion.
📌 Applicant Insights
🔍 Company Context
Industry: Pharmaceuticals
Company Size: Not specified (based on LinkedIn data)
Founded: 1962 (based on company website)
Company Description:
- Shionogi is a Japanese pharmaceutical company with a focus on infectious diseases and pain management
- The company is committed to developing innovative medicines to improve the lives of patients worldwide
- Shionogi has a strong pipeline of products in various stages of development
Company Specialties:
- Infectious Diseases
- Pain Management
- Clinical Research
Company Website: https://www.shionogi.com/
ASSUMPTION: Shionogi Inc. is a subsidiary of Shionogi & Co., Ltd., a Japanese pharmaceutical company founded in 1962. The company specializes in the development and manufacturing of pharmaceutical products, with a focus on infectious diseases and pain management.
📊 Role Analysis
Career Level: Mid-level to Senior
Reporting Structure: This role reports directly to the Senior Director, National Account Management
Work Arrangement: On-site, with up to 50% travel required
Growth Opportunities:
- Potential to lead and mentor other account management team members
- Opportunities to work on high-impact projects and contribute to the success of Shionogi's products
- Possibility to advance to a senior leadership role within the National Account Management team
ASSUMPTION: This role offers opportunities for professional growth and development within the National Account Management team and the broader organization.
🌍 Location & Work Environment
Office Type: Corporate office
Office Location(s): Florham Park, New Jersey, United States
Geographic Context:
- Florham Park is a suburban town located in Morris County, New Jersey
- The area offers a mix of urban and suburban living, with easy access to New York City
- New Jersey is home to a large pharmaceutical industry, with many major companies based in the state
Work Schedule: Full-time, with up to 50% travel required, including overnight/weekend travel
ASSUMPTION: The work environment is dynamic and fast-paced, with a focus on collaboration and cross-functional teamwork.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-person or virtual interview with the National Account Management team
- Final interview with senior leadership
Key Assessment Areas:
- Market access experience and expertise
- Leadership skills and team management capabilities
- Strategic thinking and problem-solving abilities
- Communication and presentation skills
Application Tips:
- Highlight relevant market access experience and achievements in your resume
- Tailor your cover letter to emphasize your fit for the role and the company
- Prepare for interview questions related to market access strategies, contract negotiation, and team leadership
ATS Keywords: National Account Management, Market Access, Payer, PBM, Contract Negotiation, Account Strategy, Team Leadership, Strategic Planning, Cross-functional Collaboration
ASSUMPTION: The application process may vary based on the company's current hiring needs and the specific candidate pool.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, Veeva)
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Data analysis and visualization tools (e.g., Tableau, Power BI)
ASSUMPTION: The specific tools and technologies used may vary based on the company's internal systems and the candidate's role within the organization.
👔 Cultural Fit Considerations
Company Values:
- Patient-centricity
- Innovation
- Collaboration
- Integrity
Work Style:
- Dynamic and fast-paced
- Collaborative and team-oriented
- Focused on results and achieving strategic goals
Self-Assessment Questions:
- How do you approach building and maintaining strong relationships with key decision-makers in target accounts?
- Can you provide an example of a time when you successfully navigated a competitive threat and developed an effective response strategy?
- How do you prioritize and manage multiple priorities, products, or projects simultaneously?
ASSUMPTION: Candidates who align with Shionogi's company values and work style will be most successful in this role.
⚠️ Potential Challenges
- Managing multiple priorities and projects simultaneously
- Navigating a dynamic and competitive marketplace
- Building and maintaining strong relationships with key decision-makers in target accounts
- Adapting to changes in the market access landscape and payer environment
ASSUMPTION: These challenges can be overcome with strong leadership skills, strategic thinking, and a deep understanding of the market access landscape.
📈 Similar Roles Comparison
- This role is similar to other National Account Management positions in the pharmaceutical industry, but may have a greater focus on strategic planning and cross-functional collaboration
- Market access experience is a critical requirement for this role, and candidates with relevant experience will be most competitive
- This role offers opportunities for professional growth and development within the National Account Management team and the broader organization
ASSUMPTION: Candidates with relevant market access experience and a strong track record of success in similar roles will be most competitive for this position.
📝 Sample Projects
- Developing and implementing an integrated account strategy for a major payer, resulting in improved market access and reimbursement for a Shionogi product
- Leading a cross-functional team to negotiate and secure a favorable contract with a key account, ensuring optimal product access for patients
- Identifying and mitigating competitive threats in the marketplace, resulting in improved market share and revenue growth for Shionogi's products
ASSUMPTION: These sample projects illustrate the strategic and collaborative nature of the role, as well as the impact that successful candidates can have on Shionogi's products and patients.
❓ Key Questions to Ask During Interview
- Can you describe the current market access landscape for Shionogi's products, and how this role will contribute to improving access and reimbursement?
- How does Shionogi support the professional development and growth of its National Account Management team members?
- Can you provide an example of a time when the company successfully navigated a competitive threat in the marketplace, and how the National Account Management team contributed to that success?
- How does Shionogi approach collaboration and cross-functional teamwork within the National Account Management team and the broader organization?
- What are the most important qualities and skills for someone to be successful in this role, and how does Shionogi support the development of those qualities and skills in its team members?
ASSUMPTION: These questions will help candidates better understand the role, the company, and the team dynamics, allowing them to make a more informed decision about their fit for the position.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant market access experience and achievements
- Prepare for interview questions related to market access strategies, contract negotiation, and team leadership
- Follow up with the hiring manager one week after submitting your application to confirm receipt and inquire about next steps
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
