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Director, National Account Management (United Healthcare/Optum)

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 (United Healthcare/Optum)

πŸ”Ή Company: Shionogi Inc.

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

πŸ”Ή Job Type: Full-Time

πŸ”Ή Category: Biotech/Pharma

πŸ”Ή Date Posted: April 25, 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 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.

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 for target accounts

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

βœ… Develop medium to long-term access strategies to maximize product value

βœ… Develop account plans for assigned accounts to ensure optimal access

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

βœ… Provide strategic input on resourcing levels for Regional Account Management teams

βœ… Coach/Train on account management access drivers resulting in plan execution

βœ… Establish KPIs to monitor progress and area of opportunity

βœ… Collaborate with Regional Account Manager(s) and sales leadership to drive field force communications

βœ… Ensure a high level of collaboration and integration with Marketing, Sales, Finance, Patient services, and Senior Leadership

βœ… Cultivate and maintain relationships with key decision-making roles and target customer account leadership

βœ… Identify customer needs and develop strategic account plans

βœ… 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.

🎯 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, 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.

πŸ“Œ Applicant Insights

πŸ” 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.

πŸ“Š 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.

🌍 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.

πŸ’Ό 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.

πŸ› 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.

πŸ‘” 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.

⚠️ 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.

πŸ“ˆ 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.

πŸ“ 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.

❓ 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.

πŸ“Œ 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

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