Director, National Accounts

Location Memphis
Discipline: Sales
Job type: Permanent Full Time
Job ref: 004285
Published: 10 months ago

Rayner is a leading developer and manufacturer of ophthalmic implants and pharmaceuticals with global headquarters in Worthing, UK. We specialize in the design and manufacture of intraocular lenses (IOLs) and related products, such as OVDs and pharmaceuticals used in cataract and refractive surgery. Since the manufacture of the world’s first IOL by Rayner in 1949, we have continuously pioneered IOL design with a goal of improving vision and restoring sight worldwide. The first ever FDA- approved IOL was a Rayner lens. Today, over 26 million IOLs are implanted around the world every year, and it is globally the most performed elective surgical procedure.

Our mission is simple: to deliver excellent visual outcomes for patients and surgeons. In June 2021 Rayner was acquired by CVC, an international Private Equity business with substantial funds under management. CVC has already shown itself to be an excellent partner to Rayner and has demonstrated its commitment to grow the business internationally. With CVC as our partner, we have the resources to make further investments in ophthalmology. Since Rayner was founded in 1910, we have established a reputation for innovation and product excellence. Rayner has over 500 employees in the UK, Germany, Austria, Switzerland, Spain, Portugal, Italy, US, Canada, Malaysia, and India. Today, in the USA we have offices in New York, Memphis, and Seattle. 

As Director of National Accounts, the role includes direct support to AVP, National Accounts for contracting operations, and engagement with Rayner’s U.S. private equity relationships for all products. Director, National Accounts also helps oversee Rayner U.S. government affairs via contracting and operations engagement with the U.S. Department of Veterans Affairs, Department of Defense, and other Federal agencies on behalf of the entire Rayner U.S. portfolio and business unit.

This position will be responsible for working with various groups across the organization such as Sales, Marketing, Sales Ops, Medical Affairs, and senior Management to gain access and grow sales for Rayner products.

 

Your key responsibilities will be:

  • Develops strategies and tactics to support and grow National Accounts and Private Equity Groups, but not limited to ASC Management Chains, Academic Teaching Institutions, and Veterans Affairs 
  • Represents the organization with targeted national and regional payer organizations.
  • Maintains accurate account information in customer database, SalesForce/Veeva.
  • Manage, develop, and collaborate with key opinion leaders as it relates to support for Omidria and promotion of Rayner’s portfolio of Intraocular Lenses.
  • Identify critical issues and puts forth potential solutions that impact the access across multiple stakeholders.
  • Work collaboratively, effectively, and efficiently with all internal and external partners.
  • Represents Rayner at national and regional meetings and events.
  • Responsible for complying with all applicable rules and regulations pertaining to the selling, marketing, and distribution of Omidria and RayOne.
  • Successful executive management of the quarterly/ annual budgeting and forecasting processes.
  • National geography which will be aligned with each of Rayner’s Regional Business Director’s team: Northeast, Great Lakes, Southeast, South Central, and West.

 

Ambition: We play to win.

Focus: We put patients first. 

Integrity: We keep our promises.

Openness: We are passionate about new ideas.

Respect: We support each other.

 

Essential

  • 7+ years of biotechnology or pharmaceutical industry commercial experience
  • Bachelor’s degree in business, marketing, or life sciences - Masters in Business administration (MBA) desirable.
  • Experience with “start-up” bio pharma company and/or at least one product launches desirable.
  • Excellent communication, analytical, planning, and organizational skills.
  • Experience and familiarity with ophthalmology pharmaceutical or device products desirable
  • Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing, and patient access to drugs/biologicals
  • Experience working with National Accounts such as Private Equity Groups and ASC Management Chains.
  • Experience working Academic Teaching Institutions and Veterans Affairs Hospitals.
  • Experience coordinating support for billing staff at various Omidria sites of care.
  • Demonstrated problem-solving capabilities.
  • Experience negotiating contracts, agreements, and pricing.
  • Ability to navigate government and commercial payer opportunities and challenges.
  • Outstanding consultative and networking capabilities
  • Demonstrated successful team leadership.
  • Established relationships with Medical and Pharmacy Directors within key assigned accounts.
  • Successfully leads account teams through collaboration with other members within and across sales, marketing, and other groups to improve overall effectiveness, meet customer needs and grow sales.

Desirable

  • Pharmaceutical buy & bill reimbursement experience
  • Experience in the Medical Device sector

 Behavioral Competencies Required: 

  • Must have the ability to build and maintain positive relationships with management, peers, and subordinates. 
  • Excellent written and verbal skills required.
  • Must have integrity. 
  • Must display strong analytical and problem-solving skills. 
  • Attention to detail required.

 

 Supervisory Responsibilities: 

  • May supervise up to 7 employees. 
  • Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. 
  • Responsibilities may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

 

 Other Requirements:

  • The employee is occasionally required to travel overnight.
  • Ability to travel 25% of the time.