Job Description

A DAY IN THE LIFE:

Execute pharmacy contracts through key account targeting, driving contract pricing to meet ASP goals, and creating favorable pharmacy policy for current and future technologies 
Expands and grows existing pharmacy contract portfolio
Manages the National Strategic Account Manager(s)
Creates account management plan, including objectives and top targets
Makes sure resources are utilized to ensure execution of plan and takes full responsibility for results
Understands pharmacy landscape, Medtronic Diabetes’ products, customer perspectives, communicates value proposition, and supports solutions to contribute to the success of the assigned districts
Carries out the overall direction of the Strategic Channel
Refine and execute the pharmacy payer strategy in alignment with agreed upon objectives in a timely manner to brand the company, the science, and technology within the PBM channel
Navigate pharmacy payer organizations to ensure Medtronic is building relationships with all key decision makers and potential influencers
Create partnerships with PBM’s for synergistic, collaborative long-term relationships
Ensure proper identification and prioritization of payer accounts
Develop and continuously improve innovative programs to meet the account’s and Medtronic’s needs
Ensure Medtronic’s optimal formulary positioning (and/or appropriate medical coverage policy development) for Guardian Connect and Medtronic Diabetes’ other portfolio of products.  
Collaborate with Health Plan Solutions to ensure access and positive formulary position with payors.
Develop multiple call points and relationships to ensure best practices (gold standard)/opportunity to cash processes are implemented with pharmacy payors
Develops partnerships between corporate and field sales management to implement business plan strategies and achieve/exceed AOP goals. Fosters an open exchange of communication between field sales management to drive area business opportunities.
Develop and lead field sales on pull through programs to optimize pharmacy payor mix and contract performance
Communicates and directs internal sales/support teams in the processes needed to turn pharmacy/payor opportunities into sales.  Collaborates with other internal functions (i.e. legal, compliance, marketing, etc.).
Independently formulates and executes sound business decisions to manage all aspects of account management, including pharmacy payors, internal sales/support teams, relationships and budgets
Establishes and maintains a schedule/process that maximizes efficiency and productivity
Other responsibilities may be assigned 

BASIC QUALIFICATIONS 

IN ORDER TO BE CONSIDERED FOR THIS POSITION, THE FOLLOWING BASIC MUST BE EVIDENT ON YOUR RESUME

Bachelor’s Degree
Minimum of 10 years of relevant sales, or equivalent managed care and/or consulting experience with 7+ years of managerial experience, or advanced degree with a minimum of 8 years of relevant sales, or equivalent managed care and/or consulting experience with 7+ years of managerial experience 

DESIRED/PREFERRED QUALIFICATIONS:

Pharmacy payor environment and sales management experience preferred
Demonstrated experience as a peer leader 
Demonstrated experience in sales leadership roles
Demonstrated expertise managing payor relationships for results (meeting/exceeding quantitative objectives)
Diabetes space expert with outstanding product knowledge and benefits of pricing of diabetes products
Commitment and passion for enhancing diabetes care for optimal outcomes, including demonstrated expertise in understanding and explaining medical and life-changing benefits of diabetes products
Healthcare industry experience (i.e. medical device, health policy research, consulting, biotech, life sciences, health insurance, or pharmaceutical)

OTHER SKILLS/ABILITIES: 

Superior negotiation skills and influence management skills (proven with pharmacy payors/large customers)
Exceptional written, verbal and interpersonal communication skills, including demonstrated ability to work with pharmacy payors and patients and success in building and fostering relationships
Strategic thinking: understand account priorities and impact on individual decision-makers
Consultative selling: ability to identify emerging stakeholder needs and to problem-solve innovative ways (programs, contracts etc.) for Medtronic to help meet those needs
Clear understanding of analytics: ability to apply analytical insight to drive account performance and ability to “ask the right questions” of analytical resources
Demonstrated cross-functional/influence management
Comprehensive computer skills including knowledge and ability to set up a personal computer, and load and use applicable software.  Demonstrated knowledge of Microsoft Office and related business software (e.g. Compass and territory management software)
Demonstrated flexibility to changing priorities
Maintain knowledge of related products and emerging technologies
Demonstrated team player; regularly participate in facilitating the success of others
Demonstrated Core Behaviors Sought: Customer Focus, Integrity, Candor, Trust and Respect, Courage, Accountability, Passion to Win.

PHYSICAL JOB REQUIREMENTS:

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.