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Director Market Access & Pharmacy Account Management

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Director Market Access & Pharmacy Account Management


United States

Requisition #:


Post Date:

Feb 02, 2022


The Director of Market Access will manage and oversee the relationship between Medtronic and Pharmacy Benefit Managers (PBMs) and Health Plans. This role is critical for managing contracts, securing formulary position, and pharmacy benefits to drive sales growth of Medtronic Diabetes products.This will include rebate analysis, RFP preparation, presenting proposals to the SLT of Strategic Channels. The Director, of Market Access with report into the Sr Director of Strategic Channels. Ideal candidates will reside in a major metro area.Approximately 25% domestic travel will be required.

We believe that when people from different cultures, genders, and points of view come together, innovation is the result and everyone wins. Medtronic walks the walk, creating an inclusive culture where you can thrive.


The Diabetes Operating Unitfocuses on improving the lives of those within the global diabetes community.As a business, we strive to empower people with diabetes to live life on their terms by delivering innovation that truly matters and providing support in the ways they need it. Were committed to meeting people with diabetes where they are in their journey, always with an aim to make theirlives easier. Our portfolio of innovative solutions are designed to provide customers greater freedom and better health, helping them achieve better glucose control, while spending less time managing their disease.


+ Execute pharmacy contracts through key account targeting, driving contract pricing to meet ASP goals, and creating favorable pharmacy policy for current and future technologies

+ Expands and grows existing pharmacy contract portfolio

+ Manages the National Strategic Account Manager(s)

+ Creates account management plan, including objectives and top targets

+ Makes sure resources are utilized to ensure execution of plan and takes full responsibility for results

+ Understands pharmacy landscape, Medtronic Diabetes products, customer perspectives, communicates value proposition, and supports solutions to contribute to the success of the assigned districts

+ Carries out the overall direction of the Strategic Channel

+ Refine and execute the pharmacy payer strategy in alignment with agreed upon objectives in a timely manner to brand the company, the science, and technology within the PBM channel

+ Navigate pharmacy payer organizations to ensure Medtronic is building relationships with all key decision makers and potential influencers

+ Create partnerships with PBMs for synergistic, collaborative long-term relationships

+ Ensure proper identification and prioritization of payer accounts

+ Develop and continuously improve innovative programs to meet the accounts and Medtronics needs

+ Ensure Medtronics optimal formulary positioning (and/or appropriate medical coverage policy development) for Guardian Connect and Medtronic Diabetes other portfolio of products.

+ Collaborate with Health Plan Solutions to ensure access and positive formulary position with payors.

+ Develop multiple call points and relationships to ensure best practices (gold standard)/opportunity to cash processes are implemented with pharmacy payors

+ Develops partnerships between corporate and field sales management to implement business plan strategies and achieve/exceed AOP goals. Fosters an open exchange of communication between field sales management to drive area business opportunities.

+ Develop and lead field sales on pull through programs to optimize pharmacy payor mix and contract performance

+ Communicates and directs internal sales/support teams in the processes needed to turn pharmacy/payor opportunities into sales. Collaborates with other internal functions (i.e. legal, compliance, marketing, etc.).

+ Independently formulates and executes sound business decisions to manage all aspects of account management, including pharmacy payors, internal sales/support teams, relationships and budgets

+ Establishes and maintains a schedule/process that maximizes efficiency and productivity

+ Other responsibilities may be assigned



+ Bachelors Degree

+ Minimum of 10 years of relevant sales, or equivalent managed care and/or consulting experience with 7+ years of managerial experience, or advanced degree with a minimum of 8 years of relevant sales, or equivalent managed care and/or consulting experience with 7+ years of managerial experience


+ Pharmacy payor environment and sales management experience preferred

+ Demonstrated experience as a peer leader

+ Demonstrated experience in sales leadership roles

+ Demonstrated expertise managing payor relationships for results (meeting/exceeding quantitative objectives)

+ Diabetes space expert with outstanding product knowledge and benefits of pricing of diabetes products

+ Commitment and passion for enhancing diabetes care for optimal outcomes, including demonstrated expertise in understanding and explaining medical and life-changing benefits of diabetes products

+ Healthcare industry experience (i.e. medical device, health policy research, consulting, biotech, life sciences, health insurance, or pharmaceutical)


+ Superior negotiation skills and influence management skills (proven with pharmacy payors/large customers)

+ Exceptional written, verbal and interpersonal communication skills, including demonstrated ability to work with pharmacy payors and patients and success in building and fostering relationships

+ Strategic thinking: understand account priorities and impact on individual decision-makers

+ Consultative selling: ability to identify emerging stakeholder needs and to problem-solve innovative ways (programs, contracts etc.) for Medtronic to help meet those needs

+ Clear understanding of analytics: ability to apply analytical insight to drive account performance and ability to ask the right questions of analytical resources

+ Demonstrated cross-functional/influence management

+ Comprehensive computer skills including knowledge and ability to set up a personal computer, and load and use applicable software. Demonstrated knowledge of Microsoft Office and related business software (e.g. Compass and territory management software)

+ Demonstrated flexibility to changing priorities

+ Maintain knowledge of related products and emerging technologies

+ Demonstrated team player; regularly participate in facilitating the success of others

+ Demonstrated Core Behaviors Sought: Customer Focus, Integrity, Candor, Trust and Respect, Courage, Accountability, Passion to Win.


The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.


Posted: 2022-03-08 Expires: 2022-06-06
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