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Director, National Account Management (Elevance/CarelonRx/Kaiser/MediCal)

Shionogi Inc.
Full-time
On-site
Florham Park, New Jersey, United States
πŸ’Ό Account Management

πŸ“Œ Core Information

πŸ”Ή Job Title: Director, National Account Management (Elevance/CarelonRx/Kaiser/MediCal)

πŸ”Ή Company: Shionogi Inc.

πŸ”Ή Location: Florham Park, New Jersey, United States

πŸ”Ή Job Type: Full-Time

πŸ”Ή Category: Pharmaceuticals

πŸ”Ή Date Posted: June 27, 2025

πŸ”Ή Experience Level: 10+ years

πŸ”Ή Remote Status: On-site

πŸš€ 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
  • Maximizing market access and reimbursement for Shionogi's products
  • Collaborating with diverse internal stakeholders to achieve access goals

ASSUMPTION: This role requires a strategic mindset, strong negotiation skills, and deep experience in market access to manage complex national accounts effectively.

πŸ“‹ Key Responsibilities

βœ… Serve as lead for Shionogi relationship and B2B engagement with assigned accounts

βœ… Identify competitive threats and develop response strategies

βœ… Lead cross-functional access planning and ensure effective use of Shionogi resources

βœ… Develop and oversee implementation of strategies and tactics for appropriate reimbursement and pathways

βœ… Develop medium to long-term access strategies to maximize product value for payers and patients

βœ… Lead the preparation, negotiation, management, and acceptance of government and/or commercial contracts with assigned payers

βœ… Work closely with Regional Account Manager(s) and sales leadership to drive field force communications and pull through maximization

ASSUMPTION: This role involves frequent travel, up to 50%, which may include overnight/weekend travel.

🎯 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 understanding
  • Well-developed negotiation skills
  • High level of awareness and understanding of contract strategy implications
  • In-depth knowledge of key account selling for targeted channels/segments
  • 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 affecting payer management and access decision-making
  • Experience leading pull through efforts with sales leadership and field sales teams

ASSUMPTION: Candidates with experience in both specialty outpatient and primary care at the national account level will be highly competitive for this role.

πŸ’° Compensation & Benefits

Salary Range: $200,000 - $250,000 per year

Benefits:

  • Comprehensive Benefits
  • Vehicle Allowance
  • Bonus
  • Long-term Incentive

Working Hours: Full-time, typically 40 hours per week, with flexibility for remote work

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and may vary depending on the candidate's experience and qualifications.

πŸ“Œ Applicant Insights

πŸ” Company Context

Industry: Pharmaceuticals

Company Size: Not specified (check LinkedIn for updated information)

Founded: 1962 (Shionogi & Co., Ltd.)

Company Description:

  • Shionogi Inc. is the U.S. subsidiary of Shionogi & Co., Ltd., based in Osaka, Japan
  • Focuses on the discovery and development of medicines to treat infectious diseases and other unmet medical needs
  • Committed to improving the quality of life for patients around the world

Company Specialties:

  • Antiviral drugs
  • Antibiotics
  • Rare diseases

Company Website: https://www.shionogi.com/

ASSUMPTION: Shionogi Inc. is a mid-sized pharmaceutical company with a strong focus on innovation and improving patient outcomes.

πŸ“Š Role Analysis

Career Level: Senior Management

Reporting Structure: Reports directly to the Senior Vice President, Market Access

Work Arrangement: On-site, with up to 50% travel

Growth Opportunities:

  • Potential to expand responsibilities based on business needs
  • Opportunities to collaborate with cross-functional teams and develop leadership skills
  • Possibility to work on innovative therapies and contribute to improving patient lives

ASSUMPTION: This role offers significant growth potential for candidates with strong leadership skills and a strategic mindset.

🌍 Location & Work Environment

Office Type: Corporate headquarters

Office Location(s): Florham Park, New Jersey

Geographic Context:

  • Florham Park is located in Morris County, New Jersey
  • Approximately 30 miles west of New York City
  • Offers a mix of urban and suburban living with easy access to cultural attractions and outdoor recreation

Work Schedule: Full-time, typically 40 hours per week, with flexibility for remote work

ASSUMPTION: The work environment is dynamic and collaborative, with a strong focus on cross-functional teamwork and achieving strategic goals.

πŸ’Ό Interview & Application Insights

Typical Process:

  • Phone or video screen
  • In-person or virtual interviews with cross-functional stakeholders
  • Final interview with the hiring manager

Key Assessment Areas:

  • Market Access and Payer strategy
  • Contract negotiation and management
  • Cross-functional collaboration and leadership
  • Problem-solving and strategic thinking

Application Tips:

  • Highlight relevant Market Access experience and achievements in your resume
  • Tailor your cover letter to demonstrate your understanding of the role and Shionogi's mission
  • Prepare for behavioral and situational interview questions focused on your experience in account management and market access

ATS Keywords: Market Access, Account Management, Payer Strategy, Contract Negotiation, Cross-functional Collaboration, Leadership, Strategic Thinking

ASSUMPTION: The application process may include assessments or case studies to evaluate your problem-solving skills and strategic mindset.

πŸ› οΈ Tools & Technologies

  • CRM software (e.g., Salesforce, Veeva)
  • Market research and analytics tools
  • Contract lifecycle management software

ASSUMPTION: Familiarity with industry-standard tools and technologies is expected, and specific tools may be mentioned during the interview process.

πŸ‘” Cultural Fit Considerations

Company Values:

  • Patient-centric
  • Innovative
  • Collaborative
  • Accountable

Work Style:

  • Dynamic and fast-paced
  • Cross-functional and collaborative
  • Results-driven and strategic

Self-Assessment Questions:

  • How do you prioritize and manage multiple projects and deadlines in a fast-paced environment?
  • Can you describe a time when you successfully negotiated a complex contract with a payer or other stakeholder?
  • How do you approach building and maintaining strong relationships with key decision-makers in target accounts?

ASSUMPTION: Shionogi values candidates who are patient-centric, innovative, collaborative, and accountable, with a strong work ethic and a strategic mindset.

⚠️ Potential Challenges

  • Managing complex national accounts and multiple priorities simultaneously
  • Navigating a dynamic and competitive market access landscape
  • Balancing the needs of patients, payers, and internal stakeholders
  • Adapting to changes in the market access environment and regulatory landscape

ASSUMPTION: Successful candidates will be able to thrive in a challenging and dynamic environment, demonstrating strong leadership, strategic thinking, and adaptability.

πŸ“ˆ 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
  • Industry-specific context: The pharmaceutical industry is highly competitive and regulated, requiring strong negotiation skills and a deep understanding of market access strategies
  • Career path comparison: This role can serve as a stepping stone to senior leadership positions in market access or other areas of the pharmaceutical industry

ASSUMPTION: Candidates with experience in similar roles in the pharmaceutical industry or related industries will be well-positioned to succeed in this role.

πŸ“ Sample Projects

  • Developing and implementing a strategic account plan for a major payer, resulting in improved access and reimbursement for a novel therapy
  • Leading a cross-functional team to negotiate and secure a favorable contract with a key account, ensuring optimal patient access and maximizing product value
  • Identifying and addressing competitive threats in the market access landscape, and developing response strategies to maintain optimal product access

ASSUMPTION: Successful candidates will be able to provide specific examples of their experience in market access and account management, demonstrating their ability to drive strategic results.

❓ Key Questions to Ask During Interview

  • How does this role fit into the broader market access strategy for Shionogi's portfolio?
  • Can you describe the team structure and dynamics within the Market Access organization?
  • What are the most significant challenges facing the company in the market access landscape, and how can this role contribute to addressing them?
  • How does Shionogi support the professional development and growth of its employees in market access roles?
  • What are the key priorities for this role in the first 90 days?

ASSUMPTION: Asking thoughtful and strategic questions during the interview process will demonstrate your interest in the role and commitment to driving success.

πŸ“Œ Next Steps for Applicants

To apply for this position:

  • Submit your application through this link
  • Tailor your resume to highlight relevant Market Access experience and skills
  • Write a cover letter that demonstrates your understanding of the role and Shionogi's mission
  • Prepare for behavioral and situational interview questions focused on your experience in account management and market access
  • Follow up with the hiring manager one week after submitting your application, inquiring about the status of your application and expressing your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.