Summary:

The Director, National Accounts (DNA) is   responsible for representing TerSera products and providing account   management support with a focus facilitating formulary and contracting   discussions (as needed) resulting in formulary access in the largest National   IDNs and Hospitals/hospital systems, in addition to major community medical   groups and clinics. Also responsible   for generating clinical interest within P&T committees at assigned   National institutions and clinics and monitoring performance in assigned national   accounts, health systems and other channels, within a specific geography,   coordinating with other appropriate sales teams.

Essential   Duties and Responsibilities:

• Identify and assess market   opportunities and decide on tactics in collaboration with the TerSera   commercial team in order to maximize on the business opportunity. Achieve expected levels of activity across key customer groups
• Effectively generate clinical interest and facilitate necessary institutional processes given formulary and contractual wins to allow for product procurement and departmental availability
• Develops a comprehensive and   effective National business plan aimed at achieving and exceeding annual   corporate sales goals. Prepares a robust account plan for each National   account to achieve business objectives, including time investment and personnel resources to be best deployed
• Develop and maintains a high   level of product and disease area knowledge, demonstrating ability to digest, interpret and share clinical data with customers (face to face or group environment) in a professional way
• Develops strong customer   relationships by better understanding the customer’s needs and goals and   communicating those needs and goals to other Company team members.
• Demonstrate the ability to   move the product formulary/contractual process from beginning to end
• Support local formulary   process in National Account hospital P&T committees (i.e., Health   Systems, Community Hospitals IDNs and Clinics) and facilitates access for GPO   in line with commercial policies. Responsible for gaining formulary access   and facilitating product availability for assigned products
• Promotes Company products   within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry
• Communicates national activity in an accurate and timely manner as directed by management
• Adheres to the Company’s compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code
• Successfully completes all   Company training classes in a timely fashion
• Completes administrative duties in an accurate and   timely fashion.
• Maximizes use of approved resources appropriately to achieve regional and account level goals
• Functions as a contributing member of a high-performance team.
• Ensure goals and budgets are met

Non-Essential   Functions:

• Strives to maintain a safe working environment through the prevention   of accidents, the preservation of equipment, and the achievement of safe working practices
• Maintains a positive and professional demeanor toward all customers and coworkers 
• Adheres to all policies and procedures of TerSera Therapeutics
• Performs other duties as assigned. 

Qualifications:

•Demonstrated self-starter   who possesses high self-motivation and an ability to work as a team member   and effectively communicate within different levels of an organization is   required

•Proven   successful track record of consistent high performance 

•Confidence   working in an environment of complexity and ambiguity is required 

•Strong   verbal, interpersonal and listening skills required 

•Demonstrated   ability to independently work, to multi-task and work collaboratively across   multiple sales territories required 

•Strong   strategic planning, computer and analytical skills 

•Demonstrated   effective organizational and proactive problem-solving skills required 

•Prior   experience managing through complex reimbursement issues preferred 

•Organizational   awareness 

•Ability   to influence without authority in a matrixed environment 

•Candidates   must be willing to travel up to 60% of work time as needed or required 

•Candidates   must live within assigned geography and within 1hour drive of a commercial   airport 

•Candidates   must have a valid driver's license issued in one of the fifty states, with a   record of no motor vehicle violations 

Education   and/or Experience:

•BS/BA Required (MBA Preferred) 

•Bachelor's degree required, Business or Science discipline preferred 

•Graduate business or healthcare related degree preferred 

•10+ Years Sales / Account management experience within the related field 

•Experience working with institutions and integrated delivery networks required 

•Understanding of both the payer and formulary processes and ability to work within both to   effectively gain patient access for assigned products 

•Experience working in a team environment which successfully partners with all Commercial Operations functions