Overview

Entrepreneurial Spirit, Rooted in Tradition. Mitsubishi Tanabe Pharma America, Inc. (MTPA) is a U.S. subsidiary of Mitsubishi Tanabe Pharma Corporation (MTPC) in Japan, which touts a storied reputation more than 300 years in the making. Our parent company - one of Japan’s most respected - is a research-driven pharmaceutical company that has tirelessly pursued medical breakthroughs with global reach. MTPC has discovered and produced several first-in-class medicines for serious diseases, including multiple sclerosis (MS), diabetes mellitus (DM), amyotrophic lateral sclerosis (ALS), and Parkinson's (PD).

MTPA is rapidly expanding its operations across all functional areas. MTPA’s commitment to patients and their communities continues with a robust late-stage pipeline of investigational treatments for difficult-to-treat diseases and commercializing products with significant unmet medical needs in North American markets. In the United States, MTPA launched rare diseases treatments including RADICAVA® (edaravone) injectables in 2017, EXSERVAN™ (riluzole) oral film in 2021, and RADICAVA® (edaravone) oral suspension in 2022. The company handles research, clinical development, sales, marketing, medical affairs, and business development functions. MTPA is dedicated to improving the treatment environment for those with debilitating diseases, researching on real-world evidence, and creating hope for all facing illness.

The Director, Government Accounts will be responsible for the development and implementation of government channel strategy and tactics designed to secure, maintain and expand appropriate access and reimbursement for all MTPA products. The incumbent will be responsible for strategic imperatives and tactical planning for targeted government channels: CMS, Medicare Part B MAC’s, VA, DOD and Tricare East and West.

This position will facilitate access and reimbursement for MTPA products and insure coordinated/targeted pull through with the field Sales and Marketing. The Director, Government Accounts will maintain a high level of collaboration and integration with Marketing, Sales, Product Development, Medical, Legal, Strategic Reimbursement, Training, Finance and Senior Leadership.

Responsibilities

• Develops, implements and manages national government channel payer strategies for MTPA products:
  • Leads government channel contract design and negotiations to optimize patient and provider access and reimbursement, product performance from a patient access, safety and profitability perspective
  • Identifies immediate growth opportunities and recommends pull through strategies
  • Proactively identifies critical risk areas and develops mitigation strategies
• Collaborates with Marketing, HEOR, Medical and Finance to develop value-based messaging and metrics to insure long term relationships with payer partners
• Builds long-term strategic partnerships and leads cross-functional support for payer initiatives, including appropriate internal, field-based and external stakeholders
  • Identify and engage KOL support
  • Identify and develop payer advisors/advocacy to address policy and business issues
  • Develop and maintain channel-specific partnerships with Medicare Contractors, Carrier Advisory Committee (CAC) members, professional medical societies, and members/officials within the US Veteran and Military Healthcare Systems
• Serves as internal project lead to establish and execute payer initiatives in collaboration with marketing, reimbursement, sales, HEOR and internal and external stakeholders
• Collaborates with field, corporate account directors and internal team to execute on strategies and pull through
• Explores and assesses business opportunities for MTPA products to increase sales revenue/profit; assessment to potentially include:
  • Trade and distribution, SP and Specialty Distributor channels
  • Accountable Care Organizations
  • Integrated Delivery Networks
• Negotiates and manages new business agreements aligned with brand strategy
• Other duties may be assigned as needed

Qualifications

• Bachelor’s degree required; Master’s preferred. Preferred major in sales, marketing and/or relevant healthcare related area
• Minimum 10 years of pharmaceutical/biotech industry experience
• Minimum 8 years of field-based Market Access Account Management experience with a proven track record in access and reimbursement, working with biotech specialty products (Commercial Account Management, Government Account Channels, Market Access Payer Marketing, Patient/Provider Reimbursement HUB services and some degree of coding and claims processing
• Demonstrated experience in negotiating agreements/contracts
• In-depth understanding of the functions and procedures of distribution channel, wholesalers and specialty pharmacy, including physician buy and bill reimbursement models
• Strong understanding of payer market and payer dynamics, both commercial and government funded and experience in different access and reimbursement models, including Medicare Parts B and D, Medicare Advantage (e.g., Medicare Coverage Determinations (NCDs, LCDs and Coverage Articles), ASP pricing
• In-depth understanding of Health Care Reform, Medical Policy and the legislative arena
• In-depth understanding of coverage, coding, and reimbursement for specialty therapies across all sites of care: CMS ASP, ASC, OPPS, J, C and Q Codes
• In-depth understanding of federal GSA contracts and pricing requirements (FSS, BPA, DAPA/E-CAT - Defense Logistics Agency)
• Demonstrated success in developing and implementing targeted pull through to maximize sales objectives with the appropriate/needed training
• Outstanding customer relationships, interpersonal and communication skills with the established ability to effectively communicate across diverse audiences and influence cross-functionally
• Highly effective presentation skills, written and verbal communication skills
• Excellent organizational skills
• Knowledge in SAP or other integrated software, Microsoft Office CRM and contract management systems
• Must be able to travel 50% or more domestically. This will include a requirement to be present in our Jersey City Headquarters usually between 3-5 days per month.

Our Value Proposition:

Enjoy the fast-moving, entrepreneurial spirit more typically found in a small biotech, complemented by the benefits of a global pharmaceutical/chemical conglomerate. At this time, Mitsubishi Tanabe Pharma America offers our employees unparalleled opportunities for career success coupled with a supportive level of employee benefits.

MTP provides a competitive benefits package inclusive of Medical and Dental health benefits, short-term and long-term disability plans, Company Paid and Supplemental Life insurance and additional voluntary benefits such as Critical Illness Insurance, Accident Insurance, Legal Plan, and ID Theft Protection. In addition, we provide a generous PTO policy based on tenure, commencing with 24 PTO days, pro-rated based on hire date.

The salary range for this position is $155,000 - $264,000. Factors such as scope and responsibilities of the position, candidate's work experience, education/training, job-related skills, internal peer equity, as well as market and business considerations may influence base pay offered. This salary may be subject to a geographic adjustment (according to a specific city and state and depending on the role), if an authorization is granted to work outside of the location listed in this posting.

This position is eligible to participate in our annual Short-Term Incentive (STI) program. Specific information about the plan including eligibility rules and target, will be furnished upon hire.

This position is eligible to participate in our Long-Term Incentive (LTI) program. Specific information about the plan including eligibility rules and target, will be furnished upon hire.