Manager, Specialty Pharmacy Solutions
EMD Serono, Inc. - United States

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EMD Serono, Inc. is a leader in the U.S. biopharmaceutical industry. We have more than 1,000 employees throughout the United States with fully


In reporting to the Director, Specialty Pharmacy Channel,
the Specialty Pharmacy Solutions Manager (SPSM) plays a key U.S.
commercial role in fostering the EMD Serono relationship and
driving business results with Specialty Pharmacy customers. For
assigned specialty pharmacy accounts, lead the implementation and
ongoing oversight of high-impact specialty pharmacy initiatives
related to acquiring and retaining patients.

Identify and execute program strategies and tactics and
ongoing measurement of these programs that will achieve defined
program objectives. Build strong, collaborative relationships
with the specialty pharmacy providers. Work closely with
internal therapeutic areas, patient support centers and analytics
teams to optimize program objectives that include specialty
pharmacy providers. Analyze and monitor specialty pharmacy data
to identify critical trends, measure key performance indicators
and determine potential gaps and opportunities.


  • Responsible for the execution and measurement of
compliant marketing programs and interventions that make a
significant impact on unit growth through the specialty pharmacy

  • Execute the specialty channel marketing plan with
the Director of Specialty Pharmacy Markets

  • Identify & implement innovative specialty
pharmacy programs that help attract and retain appropriate
patients on therapy.

  • Develop and implement high impact launch
initiatives with specialty pharmacies to ensure successful unit
growth of EMD Serono therapies.

  • Responsible for the detailed management &
implementation of various retention and acquisition projects
within the specialty pharmacy channel for our key brands.

  • Build strong collaboration with specialty pharmacy
program managers supporting our brands.

  • Build close collaboration with specialty pharmacy
operations teams to ensure successful implementation of specialty
pharmacy contracts and achievement of mutual goals.

  • Build close collaboration with internal functional
teams, such as MS Lifelines, AXIS Center, BI&A, Product
Security and IT to ensure successful implementation and ongoing
management of specialty pharmacy contracts and programs

  • Work with specialty pharmacies and internal
functional groups on continuous quality improvement

  • Responsible for assigned SPP performance related
to key quality and performance metrics and overall contract

  • Responsible for building strong, effective working
relationships between assigned specialty pharmacies and the
internal functional groups such as BIA, MS Lifelines and Axis


  • Execute and manage new and the renewal of contracts across

New contract implementation

– ensure all components of a contract are being executed timely
and accurately.

Patient Support Center Interface

– ensure internal support centers and the pharmacies are
executing agreed upon Operating Procedures. Includes issue
resolution, pharmacy KPIs, etc. Attend weekly calls as

Data Acquisition

– ensure pharmacy is submitting timely, accurate and complete
data. Includes working closely with BIA, IT, Support Centers to
assure data integrity.

Therapy Monitoring Experts

– understand the program, the data and tools and deliver the
results. Execute new initiatives related to patient adherence and

  • Implement new approved marketing programs and
solutions with the SPP – including new patient programs, disease
awareness, copay programs, support center programs.

  • Conduct Quarterly Business Reviews with the SPP
customer –review contract compliance, key performance metrics,
quality of service provided, issue resolution.

Provide TA Field Support

– including executing local SPP strategy that optimizes local
market alignment with SPPs to increase new starts and patient
outcomes. Coordinate with ABD or TA Field Managers

  • Conduct analysis of specialty pharmacy data to
assist in the monitoring and measurement of key performance
indicators for the specialty pharmacy channel. Ability to
identify gaps, opportunities, and trend breaks, in data and
builds compliant high impact solutions with sense of

  • Analyze product performance across the channel to
determine if contract strategy is successful

  • Foster and promote high levels of collaboration,
motivation and follow-through from cross-functional teams that
lead to consistent achievement of specialty pharmacy and overall
managed markets objectives.

  • Represent EMD Serono and participate in industry
and specialty trade meetings (eg. AMCP, PCMA, Armada, etc)


  • 5 Years BioPharmaceutical experience, including 2+
Years experience in specialty pharmacy marketplace and 2+ Years
experience in biotechnology/injectables market

  • Project management expertise
o defined methodology for managing deliverables,
milestones, timelines, and managing teams without direct line

  • Specialty pharmacy experience
o keen understanding and agility in operations role
developing and implementing retention and patient education

  • Technical and Analytical Expertise
o Understanding of data submissions via FTP site, field
and file layouts, data reconciliation and validation

  • Strong data and analytics capabilities; Ability to
analyze several data sets to identify key opportunities to assist
in meeting EMD Serono objectives.

  • Executive and business-to-business selling

  • Experience negotiating complex contracts with
demonstration of successful results

  • Experience in niche market and hyper-competitive

  • Experience in highly complex
sales/distribution/reimbursement channels

  • Experience working within a highly matrixed

Additional Experience Preferred:
Product Management experience at the Sr Product Manager or
Associate Director level

Knowledge of Oncology market, products, business and
clinical environment.

History of successful cross-functional partnerships across
multiple internal stakeholder groups

Medicare Part B reimbursement experience

Minimum Required:
  • Outstanding oral, written and group communication

  • Strong negotiation and facilitation skills.
Excellent selling and presentation skills.

  • Exceptional leadership and management skills.
Ability to influence without authority. Ability to access and
collaborate strongly with various functional areas and matrix
layers to motivate group action and obtain desired results.
Strong interpersonal and relationship-building skills.

  • Fine-tuned project and time management skills.
Superior organizational skills.

  • Strong technical/clinical aptitude.
  • Excellent business judgment and strategic business
management skills. Ability to make short and long term business
decisions while recognizing important trends and taking
appropriate risks that enhance the corporation’s position.

  • Exceptional financial and business acumen. Keen
analytical sense and ability to understand financial concepts.
Ensures that appropriate financial perspectives are incorporated
in business decisions.

  • High energy level, integrity and exceptional work
ethic. Motivated by results, urgency and personal commitment.
Quickly fosters mutual trust and respect.

  • Ability to think strategically and bring
creativity to the organization. Ability to swiftly adapt to a
changing environment to meet unexpected demands effectively.
High level of resourcefulness.

  • Travel Required: Up to 50%

Merck - 16 months ago - save job - block
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