Job description
TITLE:
Regional Key Account Director - West
Title: Regional Key Account Director - West
Reports To: National Director – Key Accounts
Location: Field Based
Indivior is a global specialty pharmaceutical company with a 20-year legacy of leadership in patient advocacy, health policy and evidence-based best practice models that have revolutionized modern addiction treatment. The name is the blend of the words individual and endeavor, and the tagline “Focus on you” makes the company’s commitment clear. It represents and empathizes with the often-difficult journey each individual patient takes to overcome the challenges of addiction – a chronic relapsing disease.
Indivior is dedicated to transforming addiction from a global human crisis to a recognized and treated chronic disease. The Indivior logo radiates its patient-focused, holistic focus on expanding access to quality treatment for addiction worldwide. The company has a strong pipeline of products and candidates designed to both expand on its heritage in global opioid dependence and address other chronic diseases of addiction – including opiate overdose, alcohol use disorders and cocaine intoxication - as well as related mental health disorders such as schizophrenia.
POSITION SUMMARY:
The Regional Director-Key Accounts will lead and manage a team that will play a key role in developing, guiding, and initiating the strategies and tactics necessary to drive the growth of the brand through field sales and channel team communication along with analysis, research and development of future opportunity plans in appropriate areas we cover. This position reports to the National Director, Key Accounts and is responsible for collaboration with the VP of Sales, National Sales Directors, and the Field Leadership Team to help team achieve goals, work to improve product access and explore future opportunities for growth. This includes providing commercial insights, channel expertise, and direction to special research and development project teams to ensure optimal commercial alignment. Recognizes and responds to changing needs. Regularly communicates with field representatives, supervisors, home office staff, and pre-authorized client personnel. Accomplishment of these goals must comply with all Indivior policies and procedures.
ESSENTIAL FUNCTIONS:
The responsibilities of this job include, but are not limited to, the following:
- Hire, retain, lead, and manage team of Key Account Directors that will be responsible for Field Support in a designated area of the US
- Regularly conduct virtual and field coaching visits for direct reports, followed by a field coaching report (goal is 2x per quarter per KAD)
- Responsible for a team that works closely with Field Sales to identify, analyze, and meet with Key Account leaders to include C-Suite, Medical Directors (Waivered HCP), pharmacy and HCP office support staff to discuss approved messaging and product acquisition processes
- Develop trusted advisor relationships with key internal stakeholders and senior leadership to include Addiction Sciences and Behavioral Health National Sales Directors, VP of Sales and Senior Vice President, US Treatment Access, Support Programs and Business Insights
- Partner with all channel colleagues to include National Director, Channel Strategy and Patient Support Programs, Associate Directors of Channel Accounts, Patient Support Programs, Patient Access Specialist, Channel Accounts and Senior Manager, Hub Strategy to escalate any field level logistical or reimbursement issues in conjunction with legal and compliance and rules of engagement policies. Participate in Channel and payor team meetings where appropriate
- Responsible for acquisition support to sales team. Liaison between ASMs, CS and Channel Team on customer issues/escalations with the logistical process. Responsibilities includes intake of the issue, analysis, triage if necessary, follow up, tracking and analyzing trends to report to Channel and Sales Leadership
- Field Support to include live and remote KAD coaching, customer visits and field insights
- Plan, organize and participate in field sales rides as needed in private offices, OTP’s and hospitals to achieve business objectives and to gain field intelligence for future projects
- Participate as needed in all related home office and field meetings to include SLT, FLT, ELT, and other assigned meetings (IDN, REMS, etc.)
- Work in partnership with Director of Training, ND Key Accounts, and National Sales Directors on all agreed upon workshop development, POA planning, initial sales and field training, and monthly sales leadership meetings
- Develop in-depth understanding and become expert in the disease, the physician/patient relationship, managed markets/reimbursement, and the brand – champion the brand internally and externally
- Fully support the National Director, Key Accounts, VP of Sales and National Sales Directors as part of the SLT in direction and needs for the Field Leadership Team
- Develop and implement business plans, maintain new and innovative ideas, strategies marketing plans of action and budgetary control ensuring compliance with all Indivior policies and procedures
- Consistently demonstrate RD competencies (Leadership, Coaching, Business), guiding principles, and all compliance requirements
- Maintain the required technical expertise including competitive product knowledge
- Successfully complete all required training programs in a timely manner
- Assist and/or lead special projects as assigned
MINIMUM QUALIFICATIONS:
- Pharmaceutical/Medical/Healthcare Sales with a minimum of 10 successful years’ equivalent experience in pharmaceutical sales, experience in management preferred
- Thorough understanding and experience working with hospitals and integrated healthcare systems, and healthcare system formulary processes.
- Experience in calling on customers at a variety of call points, including offices, community health centers and residential treatment centers
- Demonstrated knowledge of healthcare system processes including reimbursement, specialty pharmaceutical channels to include buy and bill and specialty pharmacy
- Experience working with REMs, HUB Services and Patient Access teams
- Experience interpreting analytical data and turning into team strategy
- Proficiency in Excel, Word, Outlook, and PowerPoint
- Ability to recruit, retain and develop highest quality staff; ability to manage turnover and vacancy process
- Ability to maximize profitability and ensure compliance
- Successfully able to navigate electronically various technologies related to the business including, but not limited Microsoft Excel, Word, PowerPoint, and TEAMS.
COMPETENCIES/CONDUCT:
In addition to the minimum qualifications, the employee will demonstrate:
- Focus on Patient needs to drive decisions
- Highly self-motivated and goal orientated with a proven record of goal attainment
- Strong work ethic and ability to develop priorities and manage time appropriately
- Ability to motivate and influence a team
- Reads situations quickly. Anticipates and adjusts for problems and roadblocks
- Excellent interpersonal, written and verbal communication skills
- Demonstrated team work/ collaboration
- Strong leadership abilities
- Strong time-management, organizational and planning skills
- Cooperates with various headquarters departments, when necessary and appropriate on matters of mutual concern
- Record of positive working relationship with key customers and external contacts
Other Requirements:
- Valid driver’s license with a safe driving record that meets company requirements
- Must be able to sit for long periods of time, and travel long distances either in car or other modes of transportation
- Lift up to 35lbs as necessary
- Domestic and international travel as required; overnights as required 50-75%
BENEFITS:
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
- 3 weeks’ vacation plus floating holidays and sick leave
- 401(k) and Profit Sharing Plan- Company match of 75% on your first 6% of contributions discount and profit sharing contribution equal to 4% of your eligible pay
- U.S. Employee Stock Purchase Plan- 15% Discount
- Comprehensive Medical, Dental, Vision, Life and Disability coverage
- Health and Dependent Care Flex Spending options
- Adoption assistance
- Tuition reimbursement
- Leverage Concierge/personal assistance services
- Voluntary benefits including Legal, Pet Insurance and Auto/Home coverage
- Gym, fitness facility and cell phone discounts
- Our Guiding Principles, Core Values and Vision provide a culture that unites and guides our employees.
GUIDING PRINCIPLES:
Indivior’s guiding principles are the foundation for each employee’s success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
EQUAL EMPLOYMENT OPPORTUNITY
EOE/Minorities/Females/Vet/Disabled
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