Key Accounts Director
Indivior is a global pharmaceutical company working to help change patients' lives by developing medicines to treat Opioid Use Disorder (OUD).Our vision is that all patients around the world will have access to evidence-based treatment for OUD, and we are dedicatedto transforming OUD from a global human crisis to a recognized and treated chronic disease.Building on its global portfolio of OUD treatments, Indivior has an exploratory pipeline of products designed to expand its heritage in this category.
Headquartered in the United States in Richmond, VA, Indivior employs approximately 800 individuals globally.
Position Summary
The Key Account Director (KAD) will play a key role in developing, guiding, and initiating the strategies and tactics necessary to drive the growth of the brand through field sales and channel team communication along with analysis, research, and development of future opportunity plans in appropriate areas we cover.This position is responsible for collaboration with Field Leadership Team (FLT) to help team achieve goals, work to improve product access and explore future opportunities for growth.
This includes providing commercial insights, channel expertise, and direction to special research and development project teams to ensure optimal commercial alignment.Recognizes and responds to changing needs.Regularly communicates the field representatives, supervisors, home office staff, and pre-authorized client personnel.Accomplishment of these goals must comply with all Indivior policies and procedures.
Essential Functions
- Responsible for a defined geography that works closely with Field Sales to identify, analyze, and meet with Key Account leaders to include C-Suite, Medical Directors (Waived HCP), pharmacy and HCP office support staff to discuss approved messaging and product acquisition processes
- Develop trusted advisor relationships with key internal and external stakeholders and leadership to include Addiction Sciences and Behavioral Health National Sales Directors, National Sales Director-Key Accounts, and the Field Leadership Team
- Partner with internal colleagues to include Channel Strategy and Patient Support Programs, Payor, Governmental Affairs, as well as area sales team and market access overlaps
- Utilize the Hub Strategy to escalate any field level logistical or reimbursement issues in conjunction with legal and compliance and rules of engagement policies. Participate in Channel and Payor Team meetings where appropriate
- Responsible for Acquisition Support to sales team. Liaison between ASMs, CS and Channel Team on customer issues/escalations with the logistical process. Responsibilities includes intake of the issue, analysis, triage, if necessary, follow up, tracking and analyzing trends to report to Channel and Sales Leadership
- Plan, organize and conduct field sales calls as needed in private offices, OTP's, key accounts, and hospitals to achieve business objectives and to gain field intelligence for future projects
- Responsible for a driving KAD territory with defined KPI's to measure KAD performance
- Participate as needed in all related home office and field meetings to include NKAD, KAD Regional meetings, Ecosystem, and home Office meetings as requested and approved conferences
- Develop in-depth understanding and become expert in the disease, the physician/patient relationship, managed markets/reimbursement, and the brand – champion the brand internally and externally
- Fully support the Clinical Specialists, Area Sales Managers, Regional Directors, and National Sales Directors in the defined geography as part of the Field Leadership Team
- Develop and implement territory business plans, maintain new and innovative ideas, strategies marketing plans of action and budgetary control ensuring compliance with all Indivior policies and procedures
- Consistently demonstrate KAD competencies (Collaboration, Sales, Clinical and Sales Acumen), guiding principles, and all compliance policies and SOPs
- Maintain the required technical expertise including competitive product knowledge
- Successfully complete all required training programs in a timely manner
- Assist and/or lead special projects as assigned
Minimum Qualifications
- Pharmaceutical/Medical/Healthcare Sales with a minimum of 10 successful years' equivalent experience in pharmaceutical sales, experience in management preferred
- Thorough understanding and experience working with hospitals and integrated healthcare systems, and healthcare system formulary processes
- Experience in calling on customers at a variety of call points, including offices, community health centers and residential treatment centers
- Demonstrated knowledge of healthcare system processes including reimbursement, specialty pharmaceutical channels to include buy and bill and specialty pharmacy
- Experience working with REMs, HUB Services and Field Reimbursement teams
- Experience interpreting analytical data and turning into team strategy
- Proficiency in Excel, Word, Outlook, and PowerPoint
- Ability to maximize profitability and ensure compliance
Competencies/Conduct
- Focus on Patient needs to drive decisions
- Highly self-motivated and goal orientated with a proven record of goal attainment
- Strong work ethic and ability to develop priorities and manage time appropriately
- Ability to motivate and influence a team
- Reads situations quickly. Anticipates and adjusts for problems and roadblocks
- Excellent interpersonal, written, and verbal communication skills
- Proficiency in using various technologies e.g., Microsoft Excel, Word, PowerPoint, and Teams in addition to other reporting and communication software
- Demonstrated teamwork/ collaboration
- Strong leadership abilities
- Strong time-management, organizational and planning skills
- Cooperates with various headquarters departments, when necessary and appropriate on matters of mutual concern.
- Record of positive working relationship with key customers and external contacts
Additional Requirements
- Valid driver's license with a safe driving record that meets company requirements
- Must be able to sit for long periods of time and travel long distances either in car or other modes of transportation
- Ability to lift up to 35lbs as necessary
- Domestic and international travel as required; overnights as required > 75%
Benefits
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
- Competitive PTO plus company closure from December 24th- January 1st
- Eligible to participate in Indivior's bonus program, based on company and individual performance
- Eligible to receive a yearly grant as part of Indivior's Long-Term Incentive Plan
- 401(k) and Profit-Sharing Plan- Company match
- U.S. Employee Stock Purchase Plan- 15% Discount
- Comprehensive Medical, Dental, Vision, Life and Disability coverage
- Health, Dependent Care and Limited Purpose Flex Spending and HSA options
- Adoption assistance
- Tuition reimbursement
- Concierge/personal assistance services
- Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
- Wellness programs as well as other discounts and perks
Guiding Principles
Indivior's guiding principles are the foundation for each employee's success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
Equal Employment Opportunity
EOE/Minorities/Females/Vet/Disabled
Key Accounts Director
Indivior is a global pharmaceutical company working to help change patients' lives by developing medicines to treat Opioid Use Disorder (OUD).Our vision is that all patients around the world will have access to evidence-based treatment for OUD, and we are dedicatedto transforming OUD from a global human crisis to a recognized and treated chronic disease.Building on its global portfolio of OUD treatments, Indivior has an exploratory pipeline of products designed to expand its heritage in this category.
Headquartered in the United States in Richmond, VA, Indivior employs approximately 800 individuals globally.
Position Summary
The Key Account Director (KAD) will play a key role in developing, guiding, and initiating the strategies and tactics necessary to drive the growth of the brand through field sales and channel team communication along with analysis, research, and development of future opportunity plans in appropriate areas we cover.This position is responsible for collaboration with Field Leadership Team (FLT) to help team achieve goals, work to improve product access and explore future opportunities for growth.
This includes providing commercial insights, channel expertise, and direction to special research and development project teams to ensure optimal commercial alignment.Recognizes and responds to changing needs.Regularly communicates the field representatives, supervisors, home office staff, and pre-authorized client personnel.Accomplishment of these goals must comply with all Indivior policies and procedures.
Essential Functions
- Responsible for a defined geography that works closely with Field Sales to identify, analyze, and meet with Key Account leaders to include C-Suite, Medical Directors (Waived HCP), pharmacy and HCP office support staff to discuss approved messaging and product acquisition processes
- Develop trusted advisor relationships with key internal and external stakeholders and leadership to include Addiction Sciences and Behavioral Health National Sales Directors, National Sales Director-Key Accounts, and the Field Leadership Team
- Partner with internal colleagues to include Channel Strategy and Patient Support Programs, Payor, Governmental Affairs, as well as area sales team and market access overlaps
- Utilize the Hub Strategy to escalate any field level logistical or reimbursement issues in conjunction with legal and compliance and rules of engagement policies. Participate in Channel and Payor Team meetings where appropriate
- Responsible for Acquisition Support to sales team. Liaison between ASMs, CS and Channel Team on customer issues/escalations with the logistical process. Responsibilities includes intake of the issue, analysis, triage, if necessary, follow up, tracking and analyzing trends to report to Channel and Sales Leadership
- Plan, organize and conduct field sales calls as needed in private offices, OTP's, key accounts, and hospitals to achieve business objectives and to gain field intelligence for future projects
- Responsible for a driving KAD territory with defined KPI's to measure KAD performance
- Participate as needed in all related home office and field meetings to include NKAD, KAD Regional meetings, Ecosystem, and home Office meetings as requested and approved conferences
- Develop in-depth understanding and become expert in the disease, the physician/patient relationship, managed markets/reimbursement, and the brand – champion the brand internally and externally
- Fully support the Clinical Specialists, Area Sales Managers, Regional Directors, and National Sales Directors in the defined geography as part of the Field Leadership Team
- Develop and implement territory business plans, maintain new and innovative ideas, strategies marketing plans of action and budgetary control ensuring compliance with all Indivior policies and procedures
- Consistently demonstrate KAD competencies (Collaboration, Sales, Clinical and Sales Acumen), guiding principles, and all compliance policies and SOPs
- Maintain the required technical expertise including competitive product knowledge
- Successfully complete all required training programs in a timely manner
- Assist and/or lead special projects as assigned
Minimum Qualifications
- Pharmaceutical/Medical/Healthcare Sales with a minimum of 10 successful years' equivalent experience in pharmaceutical sales, experience in management preferred
- Thorough understanding and experience working with hospitals and integrated healthcare systems, and healthcare system formulary processes
- Experience in calling on customers at a variety of call points, including offices, community health centers and residential treatment centers
- Demonstrated knowledge of healthcare system processes including reimbursement, specialty pharmaceutical channels to include buy and bill and specialty pharmacy
- Experience working with REMs, HUB Services and Field Reimbursement teams
- Experience interpreting analytical data and turning into team strategy
- Proficiency in Excel, Word, Outlook, and PowerPoint
- Ability to maximize profitability and ensure compliance
Competencies/Conduct
- Focus on Patient needs to drive decisions
- Highly self-motivated and goal orientated with a proven record of goal attainment
- Strong work ethic and ability to develop priorities and manage time appropriately
- Ability to motivate and influence a team
- Reads situations quickly. Anticipates and adjusts for problems and roadblocks
- Excellent interpersonal, written, and verbal communication skills
- Proficiency in using various technologies e.g., Microsoft Excel, Word, PowerPoint, and Teams in addition to other reporting and communication software
- Demonstrated teamwork/ collaboration
- Strong leadership abilities
- Strong time-management, organizational and planning skills
- Cooperates with various headquarters departments, when necessary and appropriate on matters of mutual concern.
- Record of positive working relationship with key customers and external contacts
Additional Requirements
- Valid driver's license with a safe driving record that meets company requirements
- Must be able to sit for long periods of time and travel long distances either in car or other modes of transportation
- Ability to lift up to 35lbs as necessary
- Domestic and international travel as required; overnights as required > 75%
Benefits
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
- Competitive PTO plus company closure from December 24th- January 1st
- Eligible to participate in Indivior's bonus program, based on company and individual performance
- Eligible to receive a yearly grant as part of Indivior's Long-Term Incentive Plan
- 401(k) and Profit-Sharing Plan- Company match
- U.S. Employee Stock Purchase Plan- 15% Discount
- Comprehensive Medical, Dental, Vision, Life and Disability coverage
- Health, Dependent Care and Limited Purpose Flex Spending and HSA options
- Adoption assistance
- Tuition reimbursement
- Concierge/personal assistance services
- Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
- Wellness programs as well as other discounts and perks
Guiding Principles
Indivior's guiding principles are the foundation for each employee's success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
Equal Employment Opportunity
EOE/Minorities/Females/Vet/Disabled
