Senior National Account Manager

Job description

About Acadia Pharmaceuticals

Acadia is advancing breakthroughs in neuroscience to elevate life. Since our founding, we have been working at the forefront of healthcare to bring vital solutions to people who need them most. We developed and commercialized the first and only FDA-approved drug to treat hallucinations and delusions associated with Parkinson’s disease psychosis, and the first and only approved drug in the United States and Canada for the treatment of Rett syndrome. Our clinical-stage development efforts are focused on Prader-Willi syndrome, Alzheimer’s disease psychosis, and multiple other programs targeting neuro-psychiatric and neuro-rare diseases. For more information, visit Acadia.com and follow us on LinkedIn and X.

Seeking Talent near: San Francisco, CA; Los Angeles, CA; Boise, ID; Las Vegas NV; Seattle WA

The Senior National Account Manager maximizes reimbursement and access for Acadia’s products with a focus on national accounts, regional accounts, trade and retail accounts, and Veteran Affairs (VA)-Department of Defense (DoD) accounts within an assigned geography. Includes responsibility for all classes of trade including: Medicare, Commercial and Self-Funded insurers, Unions and Trade Groups, Managed Medicaid and state FFS Medicaid accounts.

Primary Responsibilities

• Responsible for understanding how Acadia products are reimbursed and providing strategies to remove hurdles to increase access and attainment of sales and other corporate goals.
• Responsible for coordinating resources to build enduring relationships with key customers balancing both the short-term and long-term corporate goals.
• Assesses and prioritizes key accounts and time allocation based on critical mass, control, and cooperation.
• Creates and manages strategic business plans for each assigned account that reflects strong account knowledge and produces results such as enhanced patient access.
• Conducts data analysis such as market share assessment, identification of product/competitive product trends, preliminary business deal parameters like break-even/upside/downside analytics, geographic-based trends, customer’s financials [e.g. Med Loss Ratios, cash positions, etc.].
• Collaborates with legal, finance, and customers to create business to business relationships within corporate guidelines.
• Uncovers and unlocks creative new business opportunities to expand Acadia’s market share that are researched, developed, and presented for approval to Acadia’s Executive Leadership.
• Creates and manages strategic account teams that produce results such as increased access, increased sales, and/or enhanced profitability.
• Demonstrates clinical expertise in product and disease state knowledge during interactions with internal and external customers.
• Suggests and leads broad-scope business projects that impact company success.
• Develops longstanding strategic relationships in multiple departments in targeted accounts to identify and seize mutually beneficial business opportunities.
• Develops corporate links between executives of accounts and executives of Acadia.
• Attends industry-related meetings to enhance Acadia’s awareness of its products and services.
• Serves as a resource for training and business consultation for colleagues in field sales, trade and patient services, government affairs, health system management, LTC, field medical, patient/family access services, and headquarters.
• Serves as a mentor to newly hired and/or promoted NAMs/RAMs
• Provides on-going information to Marketing, Patient Support Services and Access & Reimbursement teams to ensure optimal materials for pull-through efforts.
• Coordinates efforts with Medical Affairs Group to present disease management, Health Economics Outcomes Research (HEOR), and other benefits of ACADIA products to key influencers and decision makers of targeted accounts
• Other duties as assigned.

Education/Experience/Skills

• Bachelor’s degree in Business Management or Life Sciences; Advanced degree preferred.  An equivalent combination of relevant education and applicable job experience may be considered.  Targeting 8 years related work experience in the biotech/pharmaceuticals/healthcare industry with a minimum of 5 years of experience in Managed Markets or organized accounts management and 2 years of experience in a leadership role managing large national accounts.  Field Sales Manager experience is strongly preferred. Experience with Parkinson’s disease and/or the anti-psychotic market as well as rare disease experience is strongly desired
• Broad-based managed markets experience covering a multi-state territory and multiple segments in the health care industry required.
• Utilizes extensive understanding in the development and analysis of customer business models such as: insurance industry, benefit design, segment knowledge [Commercial, Medicare, etc.], mergers & acquisitions, and state or federal policies that impact managed markets.
• Demonstrated leadership and excellence in formulating strategies to address future competitive/industry developments.
• Owns self-development and positively impacts others’ development.
• Able to change the thinking of, or gain acceptance from, others in sensitive situations, and maintain a positive relationship.
• Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals.  Able to make and prioritize process and resource decisions based on overall team needs.
• Initiates and acts on ideas to improve business results.
• Proficiency at effectively prioritizing goals, assessing team capability, and coordinating resources to achieve those goals.
• Valid driver’s license and acceptable driving record.
• Ability to travel up to 70% of the time.

Scope

Establishes strategic plans for targeted accounts and payer market segments.  Develops methods, techniques, and evaluation criteria for projects, programs, and people. Establishes own operational objectives and work plans with executive management review.  Selects methods, techniques, and evaluation criteria for obtaining results. Works on issues where analysis of situations or data requires an in-depth knowledge of functional area objectives and their impact on, and interaction with, other functions within the organization. Erroneous decisions will result in critical delay(s) in product market uptake and/or unit operations and will jeopardize overall business activities.

#LI-REMOTE #LI-CT1

Physical Requirements

This role involves regular standing, walking, sitting, and the use of hands for handling or operating equipment. The employee may also need to reach, climb, balance, stoop, kneel, crouch, and maintain visual, verbal, and auditory communication in a standard office environment and while working independently from remote locations. The employee must occasionally lift and/or move up to 20 pounds.  This position requires the ability to travel independently overnight and/or work after hours as required by travel schedules or business needs. Ability to travel by car or airplane independently up to 70% of the time and work after hours if required by travel schedule or business issues.

In addition to a competitive base salary, this position is also eligible for discretionary bonus and equity awards based on factors such as individual and organizational performance. Actual amounts will vary depending on experience, performance, and location.

Salary Range

$198,000—$247,800 USD

EEO Statement (US-Based Employees): Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications in the exact way they are described in job postings. We are committed to building a diverse, equitable, inclusive, and innovative company, and we are looking for the BEST candidate for the job. That candidate may be one who comes from a less traditional background or may meet the qualifications in a different way. We strongly encourage you to apply, especially if the reason you are the best candidate isn’t exactly what we describe here.

It is the policy of Acadia to provide equal employment opportunities to all employees and employment applicants without regard to considerations of race, including related to hairstyle, color, religion or religious creed, sexual orientation, gender, gender identity, gender expression, gender transition, country of origin, ancestry, citizenship, age, physical or mental disability, genetic information, legally-protected medical condition or information, marital status, domestic partner status, family care status, military caregiver status, veteran or military status (including reserve status, National Guard status, and military service or obligation), status as a victim of domestic violence, sexual assault or stalking, enrollment in a public assistance program, or any basis protected under federal, state or local law.

As an equal opportunity employer, Acadia is committed to a diverse workforce. If you are a qualified individual with a disability or a disabled veteran, you have the right to request a reasonable accommodation. Furthermore, you may request additional support if you are unable or limited in your ability to use or access Acadia’s career website due to your disability, along with any accommodations throughout the interview process. To request or inquire about your reasonable accommodation, please complete our Reasonable Accommodation Request Form or contact us at [email protected] or 858-261-2923.

Please note that reasonable accommodations granted throughout the recruiting process are not guaranteed to be the same accommodations given if hired. A new request will need to be submitted for any ADA accommodations after starting employment.

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Notice to Search Firms/Third-Party Recruitment Agencies (Recruiters): The Talent Acquisition team manages the recruitment and employment process for Acadia Pharmaceuticals Inc. (“Acadia”). Acadia does not accept resumes from recruiters or search firms without an executed search agreement in place. Resumes sent to Acadia employees in the absence of an executed search agreement will not obligate Acadia in any way with respect to the future employment of those individuals or potential remuneration to any recruiter or search firm. Candidates should never be submitted directly to our hiring managers or employees.