Purpose and Scope:
The Market Access Lead, National Accounts will report directly to the VP of Market Access and be a part of the larger Access Team at Tolmar. The role will possess deep expertise and a successful track record in engaging and contracting with public and private payors. The role must be able to leverage existing relationships with individuals in formulary and purchasing decision-making roles in National/Regional Commercial, Medicare, Medicaid, Federal, Veterans Administration, PBM, Payer IDNs, and Pathway accounts, including managing & contracting. In addition, manage and forge new relationships where and as needed. This role is in a high-performing and diverse team who shares the goals and vision of the organization.
Essential Duties & Responsibilities
- Deliver Tolmar’s strategic goals and optimize patient access with all channels for the innovative products current and future in Tolmar’s pipeline, ensuring rapid access, successful policy development, and effective corporate branding in the payer space.
- Establish effective business partnerships with payer accounts. Establish and maintain multi-touch points at strategic payer accounts, including the C suite level, to create and communicate the value of Tolmar’s products.
- Navigate payer organizations to ensure Tolmar builds relationships with all key decision-makers and potential influencers.
- Develop and grow business partnerships and ensure profitable formulary acceptance of Tolmar products to achieve performance goals within assigned accounts.
- Seek opportunities for synergy and partnership to achieve both Tolmar and customer goals through active and transparent customer planning.
- Drive programs and initiatives that increase customer and patient access.
- Develop, maintain, and execute account business plans that deliver on the business needs of Tolmar.
- Stays well-versed with expert knowledge and understanding of Payers, reimbursement environment, and distribution to contribute to Tolmar’s strategy of products.
- Effectively collaborates strategic account field operations and initiatives with Medical Affairs, Pricing, Marketing, Patient Services, and Sales to develop strategy and tactical plans as well as account pull-through plans
- Ensure all activities are conducted with the highest degree of ethics, meeting all legal requirements and standards, always starting with a mindset of compliance and doing the right thing.
- Ensures timely and compliant administrative reporting.
- Attend Point of Action meetings and National Sales meetings
- Attending national payer conferences (examples Asembia, AMCP, Medicaid, PCMA, Evernorth and Prime).
Key Competencies: Knowledge, Skills & Abilities
- Deep knowledge of the US pricing and reimbursement landscape for pharmaceutical products, including commercial, federal, and state payer programs.
- Ability to creatively solve problems with an appropriate sense of urgency.
- Proven strong abilities to build and maintain external relationships for common interest, as appropriate.
- Ability to take incomplete and ambiguous information to develop and execute strategies.
- Strong people and organizational skills.
- Excellent written and verbal English communication skills.
- Team player, collaborator, flexible and highly adaptive to change.
- A passion for serving patients and their unmet medical needs.
Experience & Qualifications:
- Required
- Minimum 5+ years’ experience negotiating contract terms, assessing risks across various scenarios, as well as anticipating customer and competitor responses.
- Experience with formulary access, reimbursement, pricing, contract negotiations, and policy development
- Significant experience with national and regional direct account management with responsibility across multiple channel customer types
- Proven long-term relationships with payers (commercial / government payers), distribution and trade (specialty pharmacy), and healthcare systems.
- Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
- Excellent written and verbal communication skills with the ability to present complex technical information clearly and concisely to various audiences.
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- Preferred
- Experience with rare and rare and specialty diseases, especially in a launch setting, is highly preferred.
- Contracting experience in rare diseases, pharmacy benefit preferred.
Working Conditions:
This is a field-based position.
- Requires up to 50-75% travel within North America.
Compensation
Tolmar compensation programs are focused on equitable, fair pay practices including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on the selected candidates qualifications and experience.
The pay range for this position at commencement of employment is expected to be between ($160,000 and $210,000 year); however, while salary ranges are effective from 1/1/24 through 12/31/24, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills and abilities.
About Tolmar
Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development and manufacturing of high quality topical products used in dermatology, and extended release dosing forms for products commonly used in urology and oncology. Founded in 2006, we are a private company known internationally for our advanced drug delivery capabilities and our unmatched commitment to our partners, and to the patients and provider communities we serve.
Since our inception, Tolmar has produced 22 marketed products supported by 5 New Drug Applications (NDAs) and 17 Abbreviated New Drug Applications (ANDAs) across urology and oncology and dermatology. With more products forthcoming, our dedicated pipeline reflects Tolmar’s future-focused approach.
Tolmar offers exciting opportunities that will leverage your abilities, expand your skills, and reward your contributions in an atmosphere that encourages both personal and professional growth. Additionally, Tolmar offers competitive compensation and excellent benefits including:
- Competitive and inclusive medical, dental and vision coverage options
- Flexible Spending Accounts for medical expenses and dependent care expenses
- HSA through our HDHP
- CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage
- Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%
- Tolmar-paid Life, LTD and STD insurance coverages, as well as voluntary benefit options
- Employee Assistance Plan, Legal Guidance and Funeral Planning & Concierge Services
- Adoption and family-planning benefits, Fertility and Family Forming Benefits
- Generous paid time off, including:
- Vacation, sick time and holidays
- Volunteer time to participate within your community
- Discretionary year-end shutdown
We provide a positive work environment designed around the philosophy of mutual respect and the challenge and rewards of contributing to the continued success of our organization. Tolmar is committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion.
Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local law. It is our intention that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors.
