Regional General Manager - Southeast Region
Genentech - Georgia

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Regional General Manager (RGM), Regional General Management Team - Southeast Region

The territory for this position will cover Alabama, Georgia. The candidate will need to live in the territory.

Senior RGMs develop and manage targeted, large and complex regional customers; including regional private payers, Medicaid agencies, Medicaid carriers and health system accounts. RGMs deliver against ACCESS, REVENUE, VALUE and other metrics; modeling Account Management Excellence (AME). (Account Managers across MCCO/Managed Care & Customer Operations are assigned ACCESS, REVENUE, VALUE and other metrics to varying degrees, dependent upon assigned account segments.) RGMs develop, maintain, leverage and share with others, in-depth knowledge and expertise in the assigned local market and in each customer account; positioning Genentech for optimal immediate-, medium- and long-term success. They also serve as leaders in various Genentech cross-functional projects, initiatives and recurring work teams, such as the respective regional Area Reimbursement Team (ART), to represent the assigned markets and customers and ensure both are consistently and appropriately incorporated into cross-functional strategies, plans and objectives. RGMs identify appropriate customer organizations, develop contacts and strategic relationships, facilitate business-to-business relationships, negotiate and manage contracts, facilitate pull-through at a local level and provide additional general account management, including issue resolution, within each of these account segments. RGMs leverage their in-depth market and cross-segment knowledge and expertise, understanding of the interplay among cross-segment accounts, contacts and relationships to strengthen the position/representation of Genentech products, improve patient access, and support multiple Genentech brands in increasing financial results for the immediate-, medium- and longer-term. Senior RGMs play more of a leadership role within the Regional General Management Team, including strategy development, strategic projects, coaching and mentoring other account managers, etc.

Models AME principles and practices; consistently perform in accordance with AME standards

Serves as a local expert for Genentech field teams regarding the general regional marketplace and all targeted accounts within each account segment. Includes expertise regarding the interplay among cross-segment accounts

Supports his/her manager in coaching, mentoring and helping develop fellow team members, and doing so by using only approved training, materials, resources, etc. and following all approved policies and procedures

Meets or exceeds assigned targets, goals and objectives for assigned region and targeted accounts across multiple account segments. Includes ensuring favorable negotiation outcomes that align with approved MCCO strategies

Uses market and account data, as well as other relevant analytics, to plan for and facilitate ongoing account pull-through

Plays a lead role in representing the assigned market and targeted accounts, across account segments, in cross-functional business planning processes, projects, forums, committees and the like

Works closely with manager, peers, and other partners in other Managed Care functions to review historical business analysis and market-related research to assess, synthesize, identify and recommend strategic opportunities – such as those in relation to contracting, reimbursement, distribution and/or pricing – that facilitate pull-through and enable Genentech franchises to realize continued improvement in market adoption, access, contracting and reimbursement terms, etc. in the assigned market and targeted accounts, across account segments

Leads development and implementation of 3-year and 1-year business plans for the assigned market and targeted accounts, across account segments. Develops and recommends 3-year and 1-year expense budgets for his/her account management responsibilities

Develops strategic and tactical business plans across multiple account segments and in full alignment to brand and corporate Genentech objectives

Responsible for identifying and recommending required resources necessary to meet or exceed account management plans, goals and objectives. Aligns approved tools, resources and support to enhance ACCESS, REVENUE, VALUE, and other metrics as assigned, and generally strengthen the position of Genentech’s products within the assigned market and targeted accounts

Communicates Genentech’s value proposition, business plans, goals and objectives to assigned accounts

Develops and cultivates important relationships, internally and externally, with key customers, partners, stakeholders and other influencers for a large, complex market, comprised of targeted accounts across account segments

Spends the vast majority of his/her time visiting customers in the assigned market and targeted accounts across account segments:

Continues to develop his/her knowledge and understanding of strategic and other business drivers relative to the regional healthcare environment, cross-segment accounts and the interplay among these

Keeps customers abreast of developments for Genentech products through effective and timely use of approved materials and/or other information, as well as regular communication

Conducts quarterly contracting performance reviews with assigned accounts to ensure terms are adhered to and opportunities to increase market share are evaluated

Checks on accounts’ administration for such things as contracting, reimbursement, distribution issues or needs and ensures any queries or challenges are addressed effectively and in a timely manner

Checks on any other surrounding issues or needs; further ensuring effective and timely resolution of all customer needs for all relevant Genentech products

Complies with all laws, regulations and policies that govern the conduct of GNE activities

Who You Are

Bachelors Degree

MBA or other related graduate-level degree is preferred

Average of 10 or more years’ work experience

4 or more years’ previous managed care account management experience, preferably gained within the biopharmaceutical industry segment. Experience working simultaneously with customers across multiple account segments

Previous experience with oncology and/or immunology products is required

Must demonstrate in-depth knowledge of managed care strategy

Development, including contracting strategy and administration

Must demonstrate current, strong relationships with multiple customers in regional accounts

Has consistently demonstrated on-target or above performance and skills across all account management competencies

Previous field sales, field sales management and/or marketing experience in the biotechnology, pharmaceutical, or related industry is preferred

Previous experience in other Managed Care functions is a plus

Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals

Previous experience in completing and implementing attainable business plans for accounts across each account segment (private payers, public payers and hospital systems)

Previous experience in successfully undertaking and completing special projects or assignments that have resulted in improvements in areas beyond those of his/her immediate scope and responsibilities

Proven track record in coaching, training and/or mentoring peers or others as assigned; helping such others to better meet or exceed their goals, targets and other responsibilities

In addition to passing Genentech’s background screening, the employee must submit to and pass additional background screening as required by some institutions and health facility sales accounts (additional screening requests may include but are not limited to background checks, immunization, TB, HIV, hepatitis and drug screening)

Business travel, by air or car, is regularly required

This position requires significant use of either a company provided or personal vehicle to perform the essential duties and responsibilities of the role. As a result, Genentech, Inc. (Company) from time to time will check your motor vehicle record for purposes of determining your eligibility for driving a Company vehicle or driving any vehicle on Company business.

Genentech - 22 months ago - save job - block
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