Key Accounts Director

TITLE:
Key Accounts Director

Indivior is a global pharmaceutical company working to help change patients' lives by developing medicines to treat Opioid Use Disorder (OUD). Our vision is that all patients around the world will have access to evidence-based treatment for OUD, and we are dedicated to transforming OUD from a global human crisis to a recognized and treated chronic disease. Building on its global portfolio of OUD treatments, Indivior has an exploratory pipeline of products designed to expand its heritage in this category. Headquartered in the United States in Richmond, VA, Indivior employs approximately 800 individuals globally.

POSITION SUMMARY:
The Key Account Director (KAD) will play a key role in developing, guiding, and initiating the strategies and tactics necessary to drive the growth of the brand through field sales and channel team communication along with analysis, research, and development of future opportunity plans in appropriate areas we cover. This position is responsible for collaboration with Field Leadership Team (FLT) to help team achieve goals, work to improve product access and explore future opportunities for growth. This includes providing commercial insights, channel expertise, and direction to special research and development project teams to ensure optimal commercial alignment. Recognizes and responds to changing needs. Regularly communicates the field representatives, supervisors, home office staff, and pre-authorized client personnel. Accomplishment of these goals must comply with all Indivior policies and procedures.

ESSENTIAL FUNCTIONS:
The responsibilities of this position include, but are not limited to, the following:
Responsible for a defined geography that works closely with Field Sales to identify, analyze, and meet with Key Account leaders to include C-Suite, Medical Directors (Waivered HCP), pharmacy and HCP office support staff to discuss approved messaging and product acquisition processes
Develop trusted advisor relationships with key internal and external stakeholders and leadership to include Addiction Sciences and Behavioral Health National Sales Directors, National Sales Director-Key Accounts, and the Field Leadership Team
Partner with internal colleagues to include Channel Strategy and Patient Support Programs, Payor, Governmental Affairs, as well as area sales team and market access overlaps
Utilize the Hub Strategy to escalate any field level logistical or reimbursement issues in conjunction with legal and compliance and rules of engagement policies. Participate in Channel and Payor Team meetings where appropriate
Responsible for Acquisition Support to sales team. Liaison between ASMs, CS and Channel Team on customer issues/escalations with the logistical process. Responsibilities includes intake of the issue, analysis, triage, if necessary, follow up, tracking and analyzing trends to report to Channel and Sales Leadership
Plan, organize and conduct field sales calls as needed in private offices, OTP’s, key accounts, and hospitals to achieve business objectives and to gain field intelligence for future projects
Responsible for a driving KAD territory with defined KPI’s to measure KAD performance
Participate as needed in all related home office and field meetings to include NKAD, KAD Regional meetings, Ecosystem, and home Office meetings as requested and approved conferences
Develop in-depth understanding and become expert in the disease, the physician/patient relationship, managed markets/reimbursement, and the brand – champion the brand internally and externally
Fully support the Clinical Specialists, Area Sales Managers, Regional Directors, and National Sales Directors in the defined geography as part of the Field Leadership Team
Develop and implement territory business plans, maintain new and innovative ideas, strategies marketing plans of action and budgetary control ensuring compliance with all Indivior policies and procedures
Consistently demonstrate KAD competencies (Collaboration, Sales, Clinical and Sales Acumen), guiding principles, and all compliance policies and SOPs
Maintain the required technical expertise including competitive product knowledge
Successfully complete all required training programs in a timely manner
Assist and/or lead special projects as assigned

MINIMUM QUALIFICATIONS: Pharmaceutical/Medical/Healthcare Sales with a minimum of 10 successful years’ equivalent experience in pharmaceutical sales, experience in management preferred Thorough understanding and experience working with hospitals and integrated healthcare systems, and healthcare system formulary processes Experience in calling on customers at a variety of call points, including offices, community health centers and residential treatment centers Demonstrated knowledge of healthcare system processes including reimbursement, specialty pharmaceutical channels to include buy and bill and specialty pharmacy  Experience working with REMs, HUB Services and Field Reimbursement teams Experience interpreting analytical data and turning into team strategy Proficiency in Excel, Word, Outlook, and PowerPoint Ability to maximize profitability and ensure compliance

COMPETENCIES/CONDUCT:
In addition to the minimum qualifications, the employee will demonstrate:
Focus on Patient needs to drive decisions
Highly self-motivated and goal orientated with a proven record of goal attainment
Strong work ethic and ability to develop priorities and manage time appropriately
Ability to motivate and influence a team
Reads situations quickly. Anticipates and adjusts for problems and roadblocks
Excellent interpersonal, written, and verbal communication skills
Proficiency in using various technologies e.g., Microsoft Excel, Word, PowerPoint, and Teams in addition to other reporting and communication software
Demonstrated teamwork/ collaboration
Strong leadership abilities
Strong time-management, organizational and planning skills
Cooperates with various headquarters departments, when necessary and appropriate on matters of mutual concern.
Record of positive working relationship with key customers and external contacts

ADDITIONAL REQUIREMENTS: Valid driver’s license with a safe driving record that meets company requirements Must be able to sit for long periods of time and travel long distances either in car or other modes of transportation Ability to lift up to 35lbs as necessary Domestic and international travel as required; overnights as required > 75%

BENEFITS:
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
Competitive PTO plus company closure from December 24th- January 1st
Eligible to participate in Indivior’s bonus program, based on company and individual performance
Eligible to receive a yearly grant as part of Indivior’s Long-Term Incentive Plan
401(k) and Profit-Sharing Plan- Company match
U.S. Employee Stock Purchase Plan- 15% Discount
Comprehensive Medical, Dental, Vision, Life and Disability coverage
Health, Dependent Care and Limited Purpose Flex Spending and HSA options
Adoption assistance
Tuition reimbursement
Concierge/personal assistance services
Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
Wellness programs as well as other discounts and perks

GUIDING PRINCIPLES:
Indivior’s guiding principles are the foundation for each employee’s success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.

The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.

EQUAL EMPLOYMENT OPPORTUNITY
EOE/Minorities/Females/Vet/Disabled

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