π Core Information
πΉ Job Title: Director, National Account Management (United Healthcare/Optum)
πΉ Company: Shionogi Inc.
πΉ Location: Florham Park, New Jersey, United States
πΉ Job Type: Full-Time
πΉ Category: Biotech/Pharma
πΉ Date Posted: April 25, 2025
πΉ Experience Level: 10+ years
πΉ Remote Status: On-site
π Job Overview
Key aspects of this role include:
- Developing and implementing account strategies for Ensitrelvir and Zatolmilast
- Leading cross-functional access planning and collaborating with internal stakeholders
- Negotiating contracts and maximizing market access for Shionogi's products
- Cultivating relationships with key decision-makers in assigned accounts
ASSUMPTION: This role requires a high level of strategic thinking, negotiation skills, and the ability to work effectively with cross-functional teams.
π Key Responsibilities
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Serve as lead for Shionogi relationship and B2B engagement with assigned accounts
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Identify competitive threats and develop response strategies
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Lead cross-functional access planning for target accounts
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Develop and oversee the implementation of strategies and tactics for appropriate reimbursement and pathways
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Develop medium to long-term access strategies to maximize product value
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Develop account plans for assigned accounts to ensure optimal access
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Lead the preparation, negotiation, management, and acceptance of government and/or commercial contracts
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Provide strategic input on resourcing levels for Regional Account Management teams
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Coach/Train on account management access drivers resulting in plan execution
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Establish KPIs to monitor progress and area of opportunity
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Collaborate with Regional Account Manager(s) and sales leadership to drive field force communications
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Ensure a high level of collaboration and integration with Marketing, Sales, Finance, Patient services, and Senior Leadership
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Cultivate and maintain relationships with key decision-making roles and target customer account leadership
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Identify customer needs and develop strategic account plans
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Establish, oversee implementation, and monitor adherence to administrative policies and procedures
ASSUMPTION: This role involves a high degree of complexity and requires strong organizational skills to manage multiple priorities and projects.
π― Required Qualifications
Education: Bachelorβs 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.
π° 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 in the biotech/pharma sector.
π Applicant Insights
π Company Context
Industry: Biotech/Pharma
Company Size: Not specified (based on LinkedIn data)
Founded: 1962 (based on Shionogi's global website)
Company Description:
- Shionogi Inc. is the U.S. subsidiary of Shionogi & Co., Ltd., based in Osaka, Japan
- Focused on discovering and developing innovative medicines for unmet medical needs
- Committed to improving the lives of patients worldwide
Company Specialties:
- Infectious Diseases
- Neuroscience
- Oncology
- Rare Diseases
Company Website: https://www.shionogi.com/
ASSUMPTION: Shionogi Inc. is a mid-sized company with a global presence and a focus on innovative medicines.
π Role Analysis
Career Level: Senior Management
Reporting Structure: This role reports directly to the Senior Vice President, Market Access
Work Arrangement: On-site, with up to 50% travel required
Growth Opportunities:
- Potential to lead and mentor junior team members
- Opportunity to work on high-impact projects with significant business impact
- Possibility to expand responsibilities based on business needs and performance
ASSUMPTION: This role offers significant growth potential for the right candidate, given Shionogi's focus on innovation and expansion.
π Location & Work Environment
Office Type: Corporate office
Office Location(s): 400 Campus Drive, Florham Park, New Jersey, 07932, United States
Geographic Context:
- Florham Park is located in Morris County, New Jersey
- Close proximity to major highways and public transportation
- Access to various amenities, including dining, shopping, and recreational activities
Work Schedule: Full-time, with flexible hours and the need for occasional overtime
ASSUMPTION: The work environment at Shionogi Inc. is collaborative, innovative, and focused on improving patient lives.
πΌ Interview & Application Insights
Typical Process:
- Phone or video screen with the Talent Acquisition team
- In-depth interviews with cross-functional stakeholders, including Market Access leadership and other key team members
- Final interview with the Senior Vice President, Market Access
Key Assessment Areas:
- Strategic thinking and problem-solving skills
- Negotiation and communication skills
- Ability to work effectively with cross-functional teams
- Understanding of market access dynamics and payer strategies
Application Tips:
- Tailor your resume and cover letter to highlight relevant market access experience and skills
- Prepare for behavioral interview questions focusing on your experience with account management, negotiation, and strategic planning
- Research Shionogi Inc. and the role's products to demonstrate your enthusiasm and understanding of the company's mission
ATS Keywords: National Account Management, Market Access, Payer Strategy, Contract Negotiation, Cross-functional Leadership, Account Planning, Reimbursement Strategy, Biotech/Pharma
ASSUMPTION: The interview process for this role is likely to be comprehensive and thorough, given the seniority and strategic nature of the position.
π οΈ 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: This role requires proficiency in CRM software and data analysis tools to manage accounts and track progress effectively.
π Cultural Fit Considerations
Company Values:
- Patient-centricity
- Innovation
- Collaboration
- Integrity
- Accountability
Work Style:
- Results-driven
- Adaptable and resilient
- Strong team player
- Strategic and forward-thinking
Self-Assessment Questions:
- How do you demonstrate patient-centricity in your work?
- Can you provide an example of a time when you had to adapt to a significant change in your role or the market?
- How do you approach working with cross-functional teams to achieve common goals?
ASSUMPTION: Shionogi Inc. values candidates who are patient-focused, innovative, and collaborative, with a strong work ethic and a results-driven approach.
β οΈ Potential Challenges
- Managing multiple priorities and projects simultaneously
- Navigating a dynamic and competitive market access landscape
- Balancing the need for strategic thinking with the day-to-day demands of account management
- Adapting to changes in the business environment and market access strategies
ASSUMPTION: This role presents both strategic and tactical challenges, requiring strong organizational skills and the ability to adapt to change.
π Similar Roles Comparison
- This role is unique in its focus on both Ensitrelvir and Zatolmilast, requiring a broad understanding of both infectious diseases and rare diseases market access
- Unlike other national account management roles, this position requires experience in both specialty outpatient and primary care markets
- Career progression in this role could lead to senior leadership positions within Market Access or other functions at Shionogi Inc.
ASSUMPTION: This role offers a unique opportunity to work on two distinct products and gain exposure to both infectious diseases and rare diseases market access.
π Sample Projects
- Developing a comprehensive account plan for a major payer, including reimbursement strategy, contract negotiation, and patient services integration
- Leading a cross-functional team to respond to a competitive threat and maintain optimal access for a Shionogi product
- Implementing a medium to long-term access strategy for a new product launch, including payer engagement, contract negotiation, and pull-through maximization
ASSUMPTION: These sample projects illustrate the strategic and tactical nature of the role, requiring both long-term planning and day-to-day execution.
β Key Questions to Ask During Interview
- Can you describe the current market access landscape for Ensitrelvir and Zatolmilast, and how this role will address the unique challenges of each product?
- How does Shionogi Inc. support the professional development and growth of its Market Access team members?
- What is the company's approach to fostering a diverse, inclusive, and collaborative work environment?
- How does this role fit into Shionogi Inc.'s long-term strategic plans for market access and product portfolio expansion?
- What are the key performance indicators (KPIs) for this role, and how will my success be measured?
ASSUMPTION: Asking thoughtful, strategic questions demonstrates your interest in the role and your understanding of the company's mission and values.
π 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 skills
- Prepare for behavioral interview questions focusing on your experience with account management, negotiation, and strategic planning
- Research Shionogi Inc. and the role's products to demonstrate your enthusiasm and understanding of the company's mission
- Follow up with the Talent Acquisition team one week after submitting your application to confirm receipt and inquire about next steps
β οΈ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.