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Company

Danone · 19 hours ago

Regional Access Manager

White Plains, NY

Full-time

Remote

Mid, Senior Level

$100K/yr - $125K/yr

5+ years exp

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Responsibilities

Geographical Access Management

Work closely with the Region Manager for assigned region and National Sales Director, Metabolic and Ketogenic to maximize product access in targeted territories within the region.

Work with National Access Manager, Payer and Reimbursement Manager to implement a process to understand opportunities and formulate solutions to improve access at the local/regional level.

Develop and refine the state access process, incorporating analytics, strategies, tactics and measurements.

Manage and execute local State contracts and ensure proper implementation and formulary access.

Develop and implement access strategies for targeted states.

Collaborate with the Region Sales Manager and National Sales Director, Metabolic and Ketogenic to incorporate access management into territory and regional business plans.

Involve internal stakeholders/contributors to create messaging and customer solutions.

Work with National Access Manager, Payer to understand payer landscape, specific state reimbursement situation and develop messaging and reimbursement access solutions.

Work closely with marketing teams, National Access Manager, Payer and Reimbursement Manager to develop tools to communicate access messaging.

Work with the National Access Manager, Payer to gain an in-depth understanding of state WIC procurement processes, formularies and opportunities.

Seek strong representation of NNA products on WIC formularies, and leverage our offering to maximize WIC sales and market share in targeted states.

Secure current business and maximize product line utilization.

Work closely with the field sales organization to pull through WIC formulary position by ensuring that they effectively communicate WIC messaging to maximize WIC sales.

Provide analytics related to national and state WIC sales and market share.

Ability to the negotiate and establishment agreements and contracts with payor organizations.

Own, manage, and improve the product portfolio of select payor contracts year over year.

Establish and manage mutually beneficial partnerships with selected payors within the CA market to improve operational and financial performance.

Identify government and commercial payer opportunities and issues and implement programs to resolve/mitigate Nutricia North America product access barriers. (e.g., Medi-Cal, WIC)

Experience in sales with strong focus on selling into hospitals & health systems (e.g., Kaiser).

Work with the National Account Managers to develop strategic channel fulfillment strategies according to the business needs of the assigned geographical region.

Assist with contracting and partnering efforts.

Train and coach the sales organization.

Work directly with National Access Manager, Fulfillment to align on topline fulfillment strategies, develop regional tactical strategies, and execute according to implementation plans.

Work with National Access Manager, Payer and Reimbursement Manager to understand regional landscape, develop regional strategy based on business needs.

Work closely with reimbursement and training colleagues to provide thorough training to TMs and RM, and National Sales Director, Metabolic and Ketogenic on local/regional reimbursement access situation and messaging.

Assist in product launches and changes for the WIC channel.

Secure WIC data as available and provide analytic insight to national and regional data, market trends, issues, and opportunities.

Navigator RTC communication management and informative feedback and review with teams.

Other responsibilities as assigned.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

WIC knowledgeReimbursement trendsSales negotiationCustomer strategy developmentMedical nutrition salesBusiness planningCross-functional collaborationCoaching skillsTraining skillsStrategic thinking

Required

Bachelor’s Degree required.

5-7 years of relevant work experience in medical nutrition sales with a consistent track record of sales success and/or equivalent clinical experience

Strong knowledge of access and fulfillment channels.

Effective organizational skills and the ability to prioritize multiple tasks effectively are required.

Someone who establishes credibility quickly with both internal and external constituents and is perceived as a leader.

Thorough knowledge of WIC and a broad understanding of reimbursement trends and product access issues.

Experience developing and implementing impactful customer strategies and selling messages and strong analytical skills to interpret data and market conditions.

Strong sales, negotiation, business planning and communication skills.

Strong team player who is adept at managing multiple priorities and working with various internal and external customers.

Coaching and training skills to develop Key Account Management skills in the sales organization.

Strong communication skills, both orally and in writing.

Ability to convey complex ideas in a clear and concise format.

Ability to develop regional strategic business plans related to Product Access.

Ability to think strategically to identify the business impact of opportunities.

Ability to work cross functionally and collaborate with multiple areas of the organization.

Ability to develop messaging and train others on advanced selling skills.