Regional Account Manager - Southwest in Phoenix, AZ at DSI

Date Posted: 10/5/2018

Job Snapshot

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  • Location:
    Phoenix, AZ
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  • Experience:
    Not Specified
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Job Description

Join a Legacy of Innovation 110 Years and Counting!
With over 100 years of scientific expertise and a presence in more than 20 countries, Daiichi Sankyo and its 15,000 employees around the world draw upon a rich legacy of innovation and a robust pipeline of promising new medicines to help people. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, under the Group’s 2025 Vision to become a “Global Pharma Innovator with a Competitive Advantage in Oncology,” Daiichi Sankyo research and development is primarily focused on bringing forth novel therapies in oncology, including immuno-oncology, with additional focus on new horizon areas, such as pain management, neurodegenerative diseases, heart and kidney diseases, and other rare diseases.

Job Summary
The primary responsibility of the Regional Account Manager (RAM) is to develop and implement strategy and tactics for key regional accounts and secure appropriate access and coverage for DSI products. RAM accounts differ from national accounts most frequently based on smaller size (lives/business potential) and they usually do not conduct business in multiple states. The RAM will position DSI products for optimal access and usage within preferred market segments to drive growth and market share. This individual would serve as the primary point of contact for assigned regional accounts; developing deep customer knowledge and bringing forward knowledge, insights and new business opportunities for DSI. The RAM is the single point of contact with internal customers and external vendors/ consultants to protect access; and drive growth of existing products as well as launch and maximize potential for future DSI product offerings. The RAM is effective at negotiating contracts by understanding account performance and account profitability, and must create the business case that outlines the risks and opportunity with any contracting decision. The RAM will effectively manage the performance and profitability of the entire DSI contracting portfolio and secure Daiichi Sankyo financial objectives by protecting the individual product profit margins for assigned accounts, and to maintain alignment with forecast revenue and profitability goals.

Account Management:
Develop, maintain, and enhance business relationships with assigned national accounts to ensure formulary access that accomplishes company objectives for all DSI products (in line and pipeline products). This includes a primary focus on payer pharmacy relations and contracts; also includes ability to build relationships outside of pharmacy to obtain payer insights/knowledge and identify potential opportunities.

Serves as a primary point/liaison between DSI and the Managed Markets Regional Account customer (i.e. clinical, medical, provider relations, marketing, contracting and other departments). Develops a comprehensive business plan which includes objectives, goals and tactics. Maintains an accurate account profile of all key customer contacts and an overall profile of the account including; competition, healthcare reform focus/new business and products in the market.

Understand the customer business needs and develop value proposition that meets the need of DSI and the client. Serves as an expert on the client or consultant to internal stakeholders. Develops a strategy in conjunction with NAM where applicable that maximizes the contractual relationship. Mentors other Managed Markets Account Managers - leading by example – building of strategic plan; implementation and execution; thought process around driving the business; business ethics and creative problem solving.

Product/Value Presentation:
Partner with RAMs, Area Sales offices and Marketing to ensure proper and effective implementation of all company and customer initiatives.

Present DSI products and programs to regional accounts in a clear, compelling manner and addresses questions as appropriate so account can make informed policy/coverage decisions. Demonstrate product value to key regional accounts in order to secure DSI product preference and maintain/grow access to drive sustained value of the portfolio by positioning products based on value, relieving pressure on rebates/price. Model corporate value through the use of non branded material to engage the customer and meet existing needs. Enlist other Account Managers, or field management colleagues to address regional business issues. Mentor, train and consult with internal colleagues to drive awareness and execute the regional account plan.

Contracting & Analytics:
Monitor and analyze account utilization and market share data for DSI products relative to competitors and develop tactics to enhance sales. This includes the creation of contracting business cases, the negotiation of the actual contracts, and the creation of subsequent contract pull through opportunity. Use analytic tools, and relevant models to identify issues and opportunities associated with product performance (in assigned accounts) and create plans to address.

Track performance of existing initiatives and make sound business decisions to maximize ROI. Be actively involved and collaborate with NAMs, contract strategy and operations and MM leadership on financial decisions and ongoing contractual performance. Collaborate with other RAMs to address new market issues that Regional Accounts customers are responding to as a result of change in health care policy or laws.

Coordinate and manage the entire process for assigned key national accounts at various stages of development and growth. Collaborate with MM Payer Mkt/Pull Through team to manage pull through initiatives to increase utilization of DSI products.

Collaboration & Segment Understanding
Attend national and regional DSI sales meetings to deliver Managed Markets strategy overview, access and training. Work with DSI field colleagues to better understand assigned account’s actions and the related impact on network providers, and provider’s subsequent use of DSI products. Attend National/regional conferences and conventions to meet with Regional Account customers where they are presenting, displaying or attending to gain market knowledge and insights.

Travel will vary and depend on location – up to 50% of the time.

Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

Qualified candidates must have a Bachelor’s degree from an accredited college or university. MBA is preferred.

Minimum of 7 years pharmaceutical experience required. Strongly prefer candidates with a minimum of 3 years account management experience or a combined minimum 5 years account management and/or sales management experience. Payer Market Knowledge experience is strongly preferred.

Daiichi Sankyo, Inc. is an equal opportunity/affirmative action employer. Qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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