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.

For assigned geographical area, the RAM will help coordinate and assist the Region Manager/ National Sales Director, Metabolic and Ketogenic in training the Territory Managers on the details related to the above topics and on sales messaging to effectively communicate to customers, as directed by the National Access Manager, Fulfillment. The RAM will work with marketing on tool development and implementation specific to regional opportunities. 

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

1. • 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.

Knowledge, skills and abilities:

• 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. 
  
  

Supervisory responsibilities:
The Reginal Access Manager is an independent contributor; there are no supervisory responsibilities.    

Working conditions:

The job will be performed remotely from a home-based office and will involve regular domestic travel (30 – 50% depending on customer requirements).  The position is field office based with regular computer and telephone responsibilities as well as travel to interface with customers.  There is no excessive lifting or physical requirement for the position.

• •  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. 
• 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.