National Account Manager
Bioventus - Durham, NC

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FOR INTERNAL CANDIDATES: If you are interested in applying for this field located position, please go to: career site after Monday, 8/27/2012 and apply on-line for this position. All applications will be reviewed by an internal recruiter and qualified applicants will be contacted to set up phone interviews. For those applicants who successfully complete the phone interviews, they will be brought to the Durham, NC location for on-site interviews. All applicants will be informed no later than 9/20/2012 as to the status of their application.


The primary focus of the National Account Manager is complete channel management of the large influential accounts including developing, negotiating, managing, and growing long-term contracts and sales opportunities of Bioventus products and services across their entire lines of business including, but not limited to HMO, PPO, POS, workers comp, managed Medicaid, and managed Medicare. This individual must have a broad knowledge of healthcare and the contracting and account management process for both commercial and government accounts.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Manage new and existing Bioventus product portfolio with key customers as assigned.

Negotiate and influence contracts with targeted payers.

Influence payers to adopt coverage decisions and reimbursement mechanisms that will encourage the use of Bioventus products.

Identify opportunities and implement key actions required to accelerate Bioventus sales within assigned accounts.

Develop and deploy marketing and sales targets and strategies within key accounts.

Provide leadership in responding to RFPs/RFIs/RFQs, etc. and helping in overall operational initiatives.

Establish relationships within accounts and establish virtual team of key personnel within the customer’s organization, Bioventus, and relevant third party stakeholders.

Serve as single point of contact for third-party organizations relevant to this segment.

Lead cadence for team conference calls, customer meetings and communications.

Conduct quarterly business reviews to track progress of key accounts with Healthcare Policy, Payer Relations & Reimbursement and Sales leadership teams.

Partner with internal teams to insure unique customer and business needs are addressed and met (marketing, sales training, professional affairs & medical education, sales, Reimbursement Services, Credit & Collections, and Finance).

Develop & utilize key business advisors to accelerate the acceptance of Bioventus by KOL’s within assigned accounts.

Provide monthly reports of targeted accounts’ objectives and progress, and other reports as required.

Responsible for adhering to the general HSE responsibilities as listed below:

Complies with all health, safety and environmental policies, procedures and job hazard analyses applicable to specified job activities; including medical evaluations as required by job function

Completes all required HSE training

Required Skills

  • Bachelor’s degree from a four-year college or university
  • Five plus years’ large account management experience in a pharmaceutical, medical device, life science, and/or biotechnology related industry focused on medical reimbursement
  • Experience with DME products and injectables in the orthopedic industry
strong knowledge of managed care programs,

strong negotiation skills,

sound decision making,

innovative thinking,

solid knowledge of reimbursement, government/commercial payer systems, cost containment companies, Third Party administrators, specialty pharmacies, and wholesalers,

solid working knowledge of clinical and health economic outcomes including the interpretation and presentation of clinical and economic data,

strong planning and tactical execution

  • Prior medical device, pharmaceutical, hospital or payer experience
  • Ability to work with and develop key accounts.
Required Experience