The Clinical Director of Strategic Accounts at AOTI holds a pivotal role acting as the key liaison between AOTI organizational stakeholders and health plan leadership (policy makers, inter-professional clinical leaders), and external consultants. This position is essential for fostering AOTI's business growth through activities such as expanding payer coverage, including direct contracts and health technology assessments (HTAs), driving policy change, facilitating patient access with strategic pull-through education to clinical providers, and identifying new business opportunities in designated areas. The Clinical Director of Strategic Accounts will lead the development of vital strategic relationships with clinical policy and pricing decision-makers within Health Plans, various healthcare market sectors, professional advocacy organizations, and key opinion leaders (KOLs) in assigned areas. The Director will be an integral part of the Reimbursement and Market Access Team and will report to the Vice President, Reimbursement and Market Access.

Success in this role will include:

• Drive sales growth in targeted Medicaid expansion states through strategic payer/provider initiatives, targeted involvement of KOLs, and leveraging external consultant’s payer C-suite access, to support the organization surpassing Medicaid/managed care revenue forecast through collaboration with clinical policy and decision-makers across Health Plans for expanded patient access to AOTI therapies.
• Collaborate with strategic Medicaid advisors and State Directors within engaged professional advocacy organizations to enhance our Market Access team’s progress toward in-network contracting and favorable coverage policies at both the state and payor level.
• Lead business development efforts through identification and targeting of new state Medicaid agencies in collaboration with strategic consulting partners, executing targeted outreach strategies to obtain new business growth for AOTI.
• Cultivate an in-depth understanding of health plan dynamics, fostering mutually beneficial agreements, and maximizing opportunities for AOTI business growth.
• Leverage existing value proposition and enhanced patient engagement/adherence initiatives to optimize acceptance by health plans, including regular business reviews, with goal of developing durable transparent relationships with the health plan leaders.
• Produce medical writing, adhering to regulatory standards, as needed to respond to clinical leadership at health plans and state agencies. Address policy, clinical, or economic objections to adoption of AOTI therapies to remove impediments to patient access and enhance payer and state agency staff understanding and alignment.
• Craft study protocols as needed for pilot program payer-driven projects, ensuring alignment with project objectives, payer requirements, including HEOR elements, and industry standards, and collaborating closely with relevant stakeholders for successful implementation.
• Serve as the voice of the customer, communicating feedback to internal stakeholders.

Business Growth and Targeting:

• Drive business growth in assigned payer geographies by identifying and securing or expanding patient access through new state Medicaid agencies and payors, Integrated Health Care Delivery Networks, home health, long-term care, long-term acute care, and community care programs.
• Facilitate business growth initiatives through proactive targeting in collaboration with AOTI Sales Leadership.
• Leverage in-depth knowledge of provider organization’s needs and market trends to recommend strategic initiatives for growth across all relevant care settings and assist with implementation as needed.

Cross Functional Collaboration and KOL Engagement:

• Foster cross-functional partnerships with marketing, medical affairs, and sales to leverage insights for identifying key opportunities and targeting new business opportunities and market sectors.
• Strategically engage our network of KOL wound experts in collaboration with the Chief Medical Officer and Marketing to elevate KOL voices with payor leadership to secure access and optimal reimbursement of AOTI therapies.
• Cultivate strong relationships with both existing and new KOLs, identifying collaboration opportunities and effectively leveraging their expertise for key initiatives, including contributing to HTA’s, health plan policy writing, real-world evidence generation, and pull-through education on AOTI therapies in targeted payer expansion markets.
• Ensure ongoing engagement and communication with identified KOLs to optimize their impact on the organization's objectives and overall success.

Clinical, Policy, and Advocacy Activities:

• Collaborate with policy strategy consultants and clinical leaders at health plans to align strategies with organizational objectives that serve both the payor and AOTI.
• Work cross-functionally to elevate the voice of local active prescribers in advocating for positive coverage policies and clinical leadership support within Managed Health Plans and government agencies, enhancing product utilization and market penetration in assigned geographies.
• Identify potential Health Economics Outcomes Research (HEOR) projects and collaborate internally to develop HEOR data to support the economic and clinical impact of AOTI’s product portfolio focusing on generating compelling evidence supporting product value in relation to cost effectiveness and market access strategies.
• Provide support to assigned payors for the development of health plan policy, and/or Health Technology Assessments (HTAs). This may involve contributing to the research design, planning data analysis, and documentation required to ensure that AOTI’s product portfolio offerings are comprehensively supported within the payor’s assessment process.
• Collaborate with relevant internal stakeholders to enhance awareness, drive engagement, and position AOTI offerings prominently within professional advocacy organizations and societies and the broader healthcare community.

Reporting and Communication:

• Regularly report progress, challenges, and opportunities to the Vice President, Reimbursement and Market Access.
• Collaborate effectively and offer insights to the Reimbursement and Market Access Team to align strategies and initiatives to contribute to the overall success of the team.
• Ensure effective communication within the team and with key internal stakeholders.
• Role includes any other tasks required or assigned by company and/or manager.

Qualifications:

• Current clinical licensure in Nursing (RN), Physical Therapy, or Medicine with 15 years in the wound care space. Master of Business Administration degree with a healthcare concentration is a plus.
• Proven track record within the healthcare industry of at least 15 years’ experience in business development, sales, clinical leadership working with high-level/c-suite decision makers in managed care, national accounts, or IDNs, especially IDNs with a payor arm.
• 5 years’ experience working closely on projects with KOL wound care specialists.
• In-depth knowledge of managed care, and all elements of reimbursement (coding, coverage, and reimbursement).
• Experience writing study protocols, and supporting clinical materials required for Health Technology Assessments and medical coverage policies.
• Experienced in managing advanced clinical projects including writing study protocols, pilot projects, medical writing for in-depth questions.
• Strategic thinker with a demonstrated ability to analyze market trends, identify opportunities, and develop actionable plans.
• Experience negotiating and closing clinical policy driven partnership agreements.
• Strong communication, negotiation, and collaboration skills.
• Exceptional communication and presentation skills, with the ability to articulate complex concepts and value propositions clearly and persuasively.
• Self-motivated, results-oriented, and capable of working independently as well as collaboratively within a team.

Competencies

• Initiative
• Customer Orientation
• Business Acumen
• Medical Writing
• Analytical Thinking
• Interpersonal Effectiveness
• Building Collaborative Relationships

Physical Demands

• Occasionally required to sit.
• Occasionally required to walk.
• Occasionally required to use hands to finger, handle, or feel.
• Occasionally required to reach with hands and arms.
• Occasionally required to talk or hear.
• Occasionally required to bend, lift or climb
• Occasionally required to lift light weights (less than 25 pounds)
• Occasionally required to lift moderate weights (25-50 pounds)
• Finger dexterity required.
• Hand coordination required.

Work Environment

• Possible risk of electrical shock
• The noise level in the work environment usually is speaking level

Advanced Oxygen, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.