Director, Corporate Accounts - Mitsubishi Tanabe Pharma

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 is currently developing medicines in  Neurology in Parkinson’s (PD), Spinal Cord Injury (SCI), and in high unmet areas in Immunology and Oncology.

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 disease treatments including RADICAVA® (edaravone) injectables in 2017 and RADICAVA® (edaravone) oral suspension in 2022.  The company handles research, clinical development, sales, marketing, medical affairs, supply chain, 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, Corporate Accounts, is a field based national leader that is responsible for oversight, leadership, management, and tactical execution of the Managed Care team. This person will focus and direct the strategy for our lead ALS therapy and future products in the United States.

The Director will be responsible for holding the team accountable and executing a plan to achieve priorities for engagement with key customers and external groups including Commercial Payers, Medicare, Medicare Advantage plans, Part D, PBM’s, GPOs, Commercial, FFS Medicaid, and Managed Medicaid plans.

This position is vital in maximizing market access to Radicava and other Mitsubishi Tanabe Pharma America (MTPA) portfolio products. This leader will seamlessly collaborate with sales and other internal partners to develop plans that facilitate access to therapy and will be instrumental in ensuring that the team sets the industry standard for excellence.

This position offers an extraordinary opportunity for individuals interested in building a US company with immediate opportunities in the Orphan Drug and Specialty Markets, therapeutic areas with high unmet needs, while working with a cross functional team rich in exceptional talent.

Responsibilities

• Develops, adjusts, and implements the Managed Markets payer strategy for Mitsubishi Tanabe Pharma US’ lead ALS product and future products.
• Set strategic and tactical objectives for managed care, develop, and implement strategies, and deliver results that positively impact both the top and bottom lines of the organization focusing on the expansion of access and continued policy improvements in
• Medicare and Commercial books of business.
• Develop, refine, implement, and pull through the MTPA contracting strategy for Medicare Part D, PBMs, GPOs and Commercial
• Manage all Payer contracts and negotiations with customers, working closely with legal and ensuring timely submission of all RFPs
• Analyze the market and serve as the internal expert on coverage and reimbursement, existing and emerging payer policies, competitive landscape, trends, pricing, contracting strategies / trade-offs, potential barriers to provider, patient access, opportunities to influence improved outcomes and public policy matters.
• Leads development of compelling payer value proposition that communicates clinical, economic, and value-based attributes of Mitsubishi Tanabe Pharma US therapies to key payer segments and channels.
• Travel with the team in the field on a routine basis visiting key customers, providing 1:1 coaching, performance updates and detailed feedback to the team with the goal of identifying developmental opportunities, differentiating performance and broadly elevating
• individual and team performance.
• Key business partner routinely interacting with commercial leadership and other stakeholders as needed, ensuring that payer coverage and formulary initiatives understood and aligned with strategies.
• Works with cross-functional partners (Commercial, Medical, Legal, Compliance and others) to develop a comprehensive access and pull through strategy.
• Develops/maintains thorough understanding of dynamics driving various managed markets segments and channels and identifies leading trends, channel dynamics and translates to impactful access programs for our brand.

Qualifications

• Bachelor's degree required in Business, Finance, Health Administration or related
• Minimum of 10 years experience in the Pharmaceutical/Biotech industry in managed markets, ALS, reimbursement or similar roles, with hands-on contracting experience
• Minimum of 5 years in a leadership role, including direct line management responsibilities
• Experience with commercial or payer assessments for early-stage pipeline programs
• History of closing complex negotiations in payer/managed care arena
• Preferred experience includes:
  • Pharmaceutical pricing
  • Direct payer and/or product commercialization
  • ALS: managed market launch, policy, pricing, reimbursement and access
  • Contract Analytics
  • Part D and Part B experience
• Broad based knowledge of the Pharma/Biotech industry, healthcare finance, managed care and insurer access strategies
• Firm grasp of legal, regulatory and compliance issues in the healthcare space
• Analytical/strategic thinker with proven ability to:
  • Conduct situation analysis of external pricing, access and reimbursement environment; synthesize relevant information to develop strategic plans
  • Develop/test value messages and value evidence with payers; determines most compelling way to demonstrate/communicate product value to payers
  • Conduct qualitative and quantitative pricing studies; formulate price policy recommendations
  • Formulate health policy strategy; implement these strategies to shape external pricing and reimbursement environment
  • Review clinical and health economic literature, including disease state information, clinical trial design and results, and Pharmacoeconomics studies, in order to understand implications for value to payers
• Strong interpersonal and internal/external relationship-building skills in order to drive change and innovation and succeed in a highly matrixed environment
• Excellent oral/written communication skills, coupled with exceptional presentation skills, including ability to present to large audiences
• Ability to prioritize and manage complex projects, with multiple stakeholders, and drive high-quality results within allotted budget
• Must be able to travel domestically (approximately 70%) with the possibility of infrequent international travel

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 $230,000 - $260,000. 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.