Senior Director, National Payer Accounts

Overview:

Senior Director, National Payer Accounts

Reports to Executive Director, National Payer Accounts

Founded in 1886 in Naples under the name of Farmacia Internazionale, Menarini moved in 1915 to Florence where the Group’s headquarters are still located today. High quality therapeutics and diagnostics solutions for patients, ethics as our underlying principle, dedication to innovation and advancement, strong people centricity and environmental sustainability. These five pillars form the foundation of the Menarini Group, an Italian pharmaceutical company with nearly 135 years of history.

The Menarini Group is present in 140 countries around the world. Its companies span from Europe to Asia, to Africa and the Middle East, to Central America and to the United States where with the acquisition of Stemline Therapeutics, a NASDAQ-listed biopharmaceutical company, the company marked its entry into the US oncology market.

Thanks to the valuable contribution of around 18,000 employees, every year more than 500 million packs of drugs are produced at the Group's 18 manufacturing sites including a biotech plant for the manufacturing of monoclonal antibodies that also serves external clients distributed across 6 continents.

Menarini has made a strong commitment to oncology, investing in a pipeline of five investigational compounds for the treatment of a variety of hematological and solid tumors. The acquisition of Stemline Therapeutics in June 2020, further strengthened Menarini’s oncology portfolio, adding both commercial and clinical-stage assets. ELZONRIS® (tagraxofusp) is a novel, first in class targeted therapy for patients with blastic plasmacytoid dendritic cell neoplasm (BPDCN). To date, Elzonris is the only approved treatment for BPDCN in the U.S. and EU, and the first and only approved CD123-targeted therapy. Tagraxofusp is also being evaluated as both a single agent and in combination, in other CD123+ indications, including acute myeloid leukemia (AML), chronic myelomonocytic leukemia (CMML), and myelofibrosis (MF).

In Europe, Menarini Stemline also commercializes Nexpovio®, a first-in-class oral exportin 1 (XPO1) inhibitor for multiple myeloma in the UK, Switzerland, European Economic Area, CIS countries, Latin America and Turkey. Nexpovio is approved for use in combination with dexamethasone for treatment of multiple myeloma in adult patients who have received at least four prior therapies and whose disease is refractory to at least two proteasome inhibitors, two immunomodulatory agents and an anti-CD38 monoclonal antibody, and who have demonstrated disease progression on the last therapy; and in combination with bortezomib and dexamethasone for treatment of adult patients with multiple myeloma who have received at least one prior therapy. Nexpovio’s marketing authorization is valid in the EU Member States as well as Iceland, Liechtenstein, Norway, and Northern Ireland, and it has been commercially available in Germany and Austria since the fourth quarter of 2022.

In January 2023, Stemline Therapeutics, received U.S. FDA approval for ORSERDU™ (elacestrant), the first and only treatment specifically indicated for postmenopausal women or adult men with ER-positive, HER2-negative, ESR1-mutated advanced or metastatic breast cancer. ESR1 mutations cause tumors to become resistant to endocrine therapy, and up to 40% of patients with ER+, HER2- mBC have tumors which harbor this mutation. ORSERDU is the first endocrine innovation in more than 20 years, and specifically addresses a major unmet need. Elacestrant is also being investigated in several clinical trials in metastatic breast cancer disease, alone or in combination with other therapies. A Marketing Authorization Application (MAA) is currently under review by the European Medicines Agency (EMA).

Menarini’s commitment to oncology is also reflected in the investments made in the liquid biopsy diagnostic field through its affiliate Menarini Silicon Biosystems (MSB), a pioneer in rare cell analysis and non-invasive, advanced diagnostic solutions.   MSB’s CELLSEARCH Circulating Tumor Cell (CTC) Test is the first and only clinically validated blood test cleared by the U.S. Food & Drug Administration (FDA) for detecting and counting CTCs in metastatic breast, prostate, and colorectal cancer when used in conjunction with other clinical monitoring methods.

Since 2021, MSB is offering in the US a menu of non-invasive Laboratory Developed Tests (LDTs) provided through its CLIA/CAP accredited US-based Lab. The services include CMC enumeration, CTC enumeration and PDL-1/HER2 biomarker and offer a minimally invasive approach to follow cancer patient’s therapeutic journey.

In 2022, the company launched the CELLSEARCH® Circulating Multiple Myeloma Cell (CMMC) Enumeration LDT, the first-of-its-kind, which directly measures levels of plasma cells in the blood of patients. This test provides new, complementary information to that of the bone marrow biopsy and other standard-of-care measures. Due to its minimally invasive nature, it can be performed serially to assess plasma cell burden without requiring repeated bone marrow biopsies.

Menarini's vision and uniqueness in oncology is to bring together innovative therapeutic solutions and advanced liquid biopsy-based diagnostics for faster, more effective and precise patient management.

It is an exciting time in the company’s development and an excellent opportunity for individuals joining us to contribute to building and shaping Menarini Stemline’s Oncology business.

Opportunity

• The Senior Director, National Payer Accounts is responsible for driving profitable access with the national payer organizations and their largest downstream regional account clients.
• Supporting the strategy of the Market Access team and execution of objectives for the payer audience.
• Collaborating with leaders in market access, therapeutic areas, insight, access strategy, finance, and medical affairs to align approaches to our largest customers.
• Coordinating and leading our approach at each of their respective National Payer Accounts and along with their largest regional clients (UHG, Optum Rx, UHC) for our product portfolio.

 Responsibilities

• Demonstrate the value of our products, services and the Stemline organization by managing interactions across all customer stakeholders.
• Responsible for the development and implementation of major customer initiatives.
• Develop, maintain, and build strong, network relationships throughout customer organizations, and develop/strengthen key relationships with account senior management and decision makers.
• Execute on corporate negotiation strategy customized to the market access business environment, to help Stemline maximize its access and profitability.
• Monitor formulary, product access and contract performance as applicable.
• Monitor developments among government and private insurer/entities to build strategies that will enable Stemline to anticipate and respond to market events.
• Employs own expertise of the managed market area, along with collected market data, to support and influence the development of the broader sales and marketing strategy.
• Troubleshoot particularly challenging opportunities with National Account customers.
• Proactively resolve and respond to identified issues and challenges at accounts.
• Facilitate communication with field personnel and leadership
• Provide education, coaching and situational leadership to field colleagues on customer strategies and market trends.
• Responsible for the development of the account plan and the overall account strategy to include all stakeholders while working collaboratively to match customer's needs and expectations with internal Stemline capabilities (e.g., Medical, Finance, Marketing, Sales, etc…).
• Participate in Business reviews as a subject matter expert on assigned accounts.
• Represent Stemline at Key National Conferences and Congress (PCMA, AMCP, Asembia, etc.)

Skill/Knowledge Requirements

• Bachelor’s degree in sciences, Marketing, or Business
• Minimum of 10 years in pharmaceutical industry with demonstrated ability to form and sustain relationships with customers.
• Minimum of 5 years’ work experience within various areas of market access (hematology and oncology experience preferred).
• First line sales management or other similar experience in leading a sales organization.
• Demonstrated success in payer account management (national account experience with UHG preferred) with demonstrated proficiency for contracting/negotiations within the GPO/PBM customers in both commercial and Medicare line of business.
• Key Market Access Attributes:
  • Focus on results by working to meet business goals set by management and leaders
  • Build relationships and ensure trust with internal and external partners by delivering on commitments
  • Communicates and collaborates by building partnerships and works collaboratively with others to meet objectives
  • Has character and integrity by committing to always doing what’s right.
  • Self-motivated and able to work autonomously to produce top-quality work with little oversight.
  • "Roll up your sleeve and get it done" mentality. Adaptable and willing to help others.
• History of performance in achieving business objectives.
• Excellent collaboration, presentation and communication skills (both written and oral) required.
• Strong organizational skills, attention to detail, ability to prioritize and meet deadlines.
• Team player and self-starter with a constructive attitude.
• Ability to travel up to 50%

Stemline Therapeutics is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.