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Job Details

Requisition Number 19-0029
Post Date 5/28/2019
Title Director, National Accounts (Market Access)

MannKind Corporation (NASDAQ:MNKD) focuses on the development and commercialization of inhaled therapeutic products for patients with diseases such as diabetes and pulmonary arterial hypertension. MannKind is currently commercializing Afrezza® (insulin human) inhalation powder, the Company's first FDA-approved product and the only inhaled rapid-acting mealtime insulin in the United States, where it is available by prescription from pharmacies nationwide. MannKind is headquartered in Westlake Village, California, and has a state-of-the art manufacturing facility in Danbury, Connecticut. The Company also employs field sales and medical representatives across the U.S. For further information, visit www.mannkindcorp.com.


Position Summary

MannKind Corporation has an opening for a Director, National Accounts (Market Access). This position will be responsible for directing the sales efforts/activities of assigned national managed care organization(s). Interact with Federal government agencies, institutions, group purchasing organizations and wholesalers on a national level, including but not limited to pharmacy associations and medical associations. Call on managed care organizations developing national strategies; provide technical and administrative product information and/or demonstrate and respond to requests for proposals. Develop and manage national accounts including the development of the overall value proposition, including positioning and product specifications. May also be involved in design and implementation of trade and government product reimbursement programs and policies. Responsible for new account development and/or growth of existing accounts.  This is a field based position to be based near a major airport.


Principal responsibilities:

  • Develop, manage and maintain relationships with key stakeholders, including PBM's, Managed Care Organizations, Government Sponsored Health Plans, GPOs, Physician Networks, Trade Organizations and Integrated Delivery Networks.
  • Closely work in a collaborative environment across all groups which include Sales & Marketing, Managed Care Marketing, and Regulatory, Reimbursement, HUB Services, Finance and manufacturing. Identify opportunities to enhance sales of products, support marketing initiatives, and generally support MannKind products. 
  • May work closely where appropriate with the Market Access pricing team to develop business rationale for contracting for formulary access while focusing on profitability and impact on corporate sales goals. 
  • Develop strong compliant collaboration with field sales leadership to develop and lead execution of customized pull-through strategies. 
  • Build payer profiles to assess formulary review and coverage policies, utilization controls and level of influence.
  • Create and update account plans to meet changing market demands.
  • Prepare and present business cases for contracting and lead the negotiation process with customers. 
  • Provide internal consulting regarding managed care opportunities/issues, contract optimization, pricing strategies and policy for MannKind products.
  • Effectively utilize and analyze multiple quantitative data sources in order to create strategic initiatives aimed toward.
  • Achieve optimal coverage and reimbursement of MannKind products. 
  • Seek business development opportunities within client accounts for MannKind products. 
  • Complete required training within designated timeline. 
  • Represent MannKind in a professional manner at key industry conferences such as PCMA and AMCP. 
  • Operate in full compliance of company policies and corporate governance. 

Responsible for observing all Company, Health, Safety and Environmental guidelines.

Duties and responsibilities are not limited to the work listed above and may include other assignments as necessary.



Education and Experience Qualifications:

  • BA/BS Degree business, scientific field or related discipline with a minimum of 12+ years of biotech/pharmaceutical experience including experience in account management for national accounts 
  • Minimum of 7+ years’ experience as Regional Account Manager (RAM) or National Account Manager (NAM) with breadth and depth of relationships in national and key downstream and regional plans (i.e. ESI, Cigna, Kaiser, CVS, Aetna, Etc.) with diabetes preferred
  • Field Sales Management experience including at District Business Manager (DBM) level required, Regional Business Director (RBD) experience strongly preferred
  • Knowledge of US Payer coverage and reimbursement systems (Private and Government at the federal, state and local levels) and comprehensive understanding of payer channel management dynamics.
  • Firm understanding of the regulations governing commercial and government payers with a compliance mindset
  • Proven track record for securing and improving product access and reimbursement via profitable contracting across private and government payers
  • Skilled in identifying healthcare business trends 
  • Action oriented, with a sense of urgency and professionalism 
  • Proven abilities to drive and produce results 
  • Strong planning, organizational and prioritizing skills and be able to manage multiple projects and timelines simultaneously in a fast paced environment 
  • Strong problem solving skills and business acumen
  • Strong collaborator – respectful and accountable
  • Experience in launching products and executing launch strategies and tactical plans 
  • Strong financial background including budget responsibilities
  • Strong analytical skills necessary 
  • Excellent communication and presentation skills Up to 50% travel required; must have a valid driver’s license

Mannkind Corporation is proud to be an Equal Employment Opportunity employer. We provide equal employment opportunity (EEO) to all persons regardless of race, creed, color, religion, national origin, ancestry, gender (including pregnancy, breastfeeding or medical condition related to pregnancy or breastfeeding), age, physical or intellectual disability, sexual orientation, gender identity, gender expression, gender stereotyping, marital status, military or veteran status, citizenship, genetic characteristic or information, or any other characteristic protected by applicable federal, state, or local law

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