Primary Role / Job purpose

The Director, Pharmacy National Accounts assists in developing and managing the pharmacy channel strategy including the operational and financial components of the XHANCE Preferred Pharmacy Network (PPN) and further expansion into retail and trade. This position will be primarily responsible for managing the PPN activities, developing key channel metrics and monitoring and managing performance, maintaining ongoing training, and ensuring a high level of service to patients and providers through various programs as well as adequate inventory. In addition, the role will support the identification and contracting with new pharmacies to manage the PPN and Retail footprint as needed. Furthermore, the role is a strong customer-facing role; interacting externally with key customers and internally with Sales and Marketing, Business Insights and Strategic Analytics, Technical Operations, Compliance, Legal, Commercial Excellence, and Finance in the development, implementation and communication of strategies, policies and contractual obligations associated with driving channel strategies. This individual will help drive recognition and understanding of the changing healthcare landscape. Incumbent can be based in Yardley, PA headquarters or in a remote field -based location, as described further below.

Key Responsibilities and Activities

• Develop and manage pharmacy channel strategy and align with financial and organizational goals and brand strategies.
• Manage specialty pharmacy and retail network to ensure patient access and healthcare provider support and implement channel activities that support brand goals and field-based priorities.
• Effectively work with all key stakeholders to ensure channel support to drive alignment on channel strategy and impact to the business.
• Interface with distribution partners to ensure timely fulfillment of product needs in all channels.
• Steer development and implementation of channel strategy dashboards, tracking performance indicators and business impact. Identify gaps and partner with Business Insights and Strategic Analytics, Finance/Accounting, Payor/PBM National Account Directors, and Sales to address these gaps.
• Proactively conduct competitive analysis and evaluate changing marketplace; crafting and presenting recommendations on channel strategies to senior management.
• Negotiate contracts and access for XHANCE with various national and regional pharmacy accounts to drive top line growth and profitability.

Channel Strategy Development

• Drive development of channel and distribution strategy with Market Access Leadership and Commercial Leadership Team.
• Develop strategic plans to drive sales through channels and deepen engagement with channel partners
• Negotiate with key customers and uncover channel strategy opportunities for organization and finalize contracts and growth programs.
• Work with outside consultants in support of product distribution strategies and patient support programs.
• Develop promotional materials for physician and patient in support of brand strategies.
• Analyze marketplace, industry trends, customers, and competitors to develop a clear vision and aligned strategy for channels.

Account Management

• Develop strong customer relationships with partners and deep understanding of their business models and operating processes.
• Ensure effective implementation of all Optinose programs with customers.
• Bolster sales team understanding of customer capabilities and support programs offered.
• Develop and launch new pharmacy programs and strategies.

Strategy Deployment Monitoring & Tracking

• Develop strong customer relationships with partners and deep understanding of their business models and operating processes.
• Define and track metrics to measure effectiveness and reach of each channel. Update and report strategy effectiveness vs. expected results to senior management.
• Leverage organizational resources to develop standardized tools for strategy evaluation.
• Conduct monthly analysis and quarterly business reviews to maintain strong performance vs. goals and contract targets.

Qualifications

• Bachelor’s degree in business or other analytical/critical thinking major. Advanced business-related degree preferred, such as a MBA.
• 8-10 years of experience in the US pharmaceutical industry with an emphasis in pharmacy operations, payer coverage and reimbursement, and patient assistance programs, including experience in contract negotiation and account management.
• Demonstrated expertise with billing, coding, and general pharmacy benefit management.
• Expertise in evaluating and synthesizing qualitative and quantitative data and incorporating this information into sound decision criteria. Applied understanding and utilization of economic, financial, and industry data to accurately diagnose business strengths and weaknesses and to analyze and act on threats and business needs. Highly developed analytical skills with demonstrated ability to conceptualize issues and synthesize data to provide strategic direction.
• Strong preference for background in working with specialty and retail pharmacies.
• Experience building and executing pharmacy channel strategies and programs.
• Experience in pharmaceutical sales, sales operations, finance, and/or other commercial/analytical functional areas a plus.
• Proven ability to foster teamwork and persuade and influence others collaboratively, including with account management, marketing, strategic planning, legal, finance, and other key areas.
• Ability to effectively manage competing priorities with strong sense of urgency.
• Creative/innovative thinker with understanding of legal/regulatory environment.
• Strong written and verbal communication and presentation skills.
• Models highest level of professional behavior and ethics.
• Can be based in remote field location with strong preference to be located near a major US metropolitan area.

Expected Travel

Up to 40%, including as required, travel to Yardley, PA headquarters.

Equal Employment Opportunity

All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status. OptiNose US, Inc. takes affirmative action in support of its policy to employ and advance employment individuals who are minorities, women, protected veterans, and individuals with disabilities.

Optinose US, Inc. is a VEVRAA Federal Contractor.

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