The National Account Manager's (NAM)
primary responsibility is to negotiate coverage (reimbursement) for products within assigned account coverage through contracting where necessary and non-contracting opportunities where possible. The NAM will assess and diagnose the current business environment in each key account in relation to the product’s approved indication and plan actions required for success in these accounts.
Develop and implement in partnership with Sales Leaders, a comprehensive business plan to gain trial and adoption of the product. Plan will include but not limited to comprehensive account profile, business strategies, financial models, key result areas, information systems, inventory management strategies, competitive intelligence for each account, current resources being utilized, new resources to be implemented, action plan for key personnel, timelines for execution of above, follow-up action steps to ensure compliance, and coordination/procurement of all available resources. Primary customers include executive management (CEO, CFO, Director of Pharmacy Services, or fiscal intermediaries), medical directors, and key physicians and secondary customers include pharmacists and nurses.
Facilitates account management by assessing contracting options, coordinating selling activities and customer interactions through effective leadership, communication and implementation with field sales staff to ensure appropriate customer needs are met. Implements approved plans and monitors plan execution against targets.
Develops and implements business reviews of key accounts on at least a quarterly basis. Serve as a resource in collaboration with DM's, Sales Representatives when appropriate for accounts within their districts/territories. Will include joint customer calls, consultation on clinic accounts outside of assigned key accounts, and specific skill building with Sales Representatives on managed care clinical selling.