The Regional Access Manager (RAM) is responsible for identifying, understanding and maximizing the access and fulfillment opportunities for NNA products to include Pediatric/GI, Metabolic and Ketogenic within an assigned geographical area. This individual must sit on the West Coast, ideally California. The RAM will work with the National Sales Directors in each category & Regional Sales Managers to address customer concerns and provide logistical solutions and messaging to ensure that NNA products are available for patients for whom they are prescribed. The RAM will investigate, develop an understanding, & implement/execute strategy in the following areas related to access and fulfillment:
Regional/ Local Public and private reimbursement availability and requirements.
Regional WIC formulary and requirements.
Regional Community product availability and patient flow in relation to Home Health Care and Pharmacy.
Regional/local Hospital pull-through strategies.
Local State formulary & access opportunities.
Relevant clinical step therapy requirements related to products.
Regional/Local wholesale distribution client relationship management.
Key Responsibilities:
1. 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.
2. WIC
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.
3.Payor Landscape
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).
4. Home Health Care/ Hospital/ Pharmacy/ Trade Regional Account Management
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.
5. 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.
6. Additional responsibilities:
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.
About you
5-7 years of relevant work experience in medical nutrition sales with a consistent track record of sales success and/or equivalent clinical experience
Bachelor’s Degree required
Strong knowledge of access and fulfillment channels.
Experience working with WIC or other payers is preferred.
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.
30-50% Travel
About Danone
Nutricia Advanced Medical Nutrition is focused on pioneering and delivering specialized nutritional solutions and Best Care for medical professionals and their patients, helping people live healthier and longer lives. Nutricia North America was established in 1983 and is headquartered in Rockville, MD. We seek to provide solutions and services wherever nutritional intervention can be shown to improve clinical outcomes. In partnership with doctors, healthcare professionals and caregivers, we work to make a real difference in people's lives by speeding recovery and encouraging independence. Our ambition is to deliver only proven benefits through nutrition, as an integral part of disease management. Consisting of a wide variety of FDA and Health Canada regulated nutrition products, we are especially active in the management of inherited metabolic diseases, severe pediatric allergic and gastrointestinal disorders, pediatric epilepsy, and long term and critical care for seniors. Please join us in nourishing lives & inspiring a healthier world through food! Learn more @www.nutricia-na.com
Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, geneticcharacteristicor any other unlawful criterion.
The base compensation range for this position is $100,000-125,000.Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.
#LI-NORAM #LI-REMOTE
Job details
Dedicated to bringing health through food to as many people as possible, we are a leading global food & beverage company built on four businesses: Essential Dairy and Plant-Based Products, Waters, Early Life Nutrition and Medical Nutrition.
United States
