Director, National Account - West Region - Avadel Pharmaceuticals plc : Job Details

About Avadel Pharmaceuticals plc

Who We Are: Avadel Pharmaceuticals plc (Nasdaq: AVDL) is a biopharmaceutical company focused on transforming medicines to transform lives. Our approach includes applying innovative solutions to the development of medications that address the challenges patients face with current treatment options. Oxybate therapy is currently the standard of care for the treatment of excessive daytime sleepiness (EDS) and cataplexy in patients living with narcolepsy. However, other approved oxybate products are immediate release formulations requiring two nightly doses - one dose at bedtime and the second dose 2.5-4 hours later, in the middle of the night. LUMRYZ TM (sodium oxybate) extended release for oral suspension, applies our proprietary drug delivery technology to allow for a single bedtime dose, eliminating the need to have a forced awakening during the middle of the night and giving patients the chance for an uninterrupted night's sleep. An extended-release medication sounds like a simple innovation, but it has been lacking for more than 20 years prior to our May 1, 2023 approval, and we believe this can be transformative for people with narcolepsy. For more information, please visit www.avadel.com or check out narcolespydisrupts.com.

What We Do: FDA-approved LUMRYZ (sodium oxybate) is a central nervous system depressant indicated for the treatment of cataplexy or excessive daytime sleepiness (EDS) in patients 7 years of age and older with narcolepsy. The FDA found LUMRYZ to be clinically superior to currently marketed twice-nightly oxybate products and granted LUMRYZ seven years of Orphan Drug Exclusivity for adults on May 1, 2023, and again for pediatric patients 7 years and older on October 16, 2024. In both instances, FDA found that LUMRYZ makes a major contribution to patient care over currently available, twice-nightly oxybate products by providing a once-nightly dosing regimen that avoids nocturnal awakening to take a second dose.

How We Work: At Avadel, patients are the reason we exist, and our employees are our greatest competitive advantage - our secret sauce. The way we work is as important as the results we achieve. Our employees work together as ONE team and live our Values, which is what makes working at Avadel so special and why we will win for patients. Our ONE Team approach fosters a culture based on being relentless for patients, having confidence with humility, being courageous, taking insights to impact, and togetherness. In everything we do, we live the Avadel Values so we can be our best for our patients, our community and each other.

We need individuals who will dive in, roll up their sleeves, and join us to continue the LUMRYZ launch and our mission to serve the narcolepsy community.

Position Summary:

The National Account Director role is a key role for the company. We are seeking amazing people who will be responsible for customer relationships with US payer accounts (hybrid position of both National and Regional Accounts), managing the process of developing, enriching, and expanding enterprise-level sales. Our initial goal will be to secure and maintain market leading access for our lead compound, once at bedtime, LUMRYZTM in the narcolepsy market.

The payer and political landscapes continue to rapidly evolve, and the successful candidate must be able to anticipate key market dynamics and policies to continuously stay focused on how to support patients who need access to LUMRYZ (once fully approved) as well as supporting other teammates with the same focus.

Responsibilities:

The National Account Director will interact with Pharmacy Benefit Managers, National Accounts, Regional Accounts, State Medicaid, Managed Medicaid, Group Purchasing Organizations, Specialty Pharmacies, Organized Systems of Care and other payer market customers. The candidate will conduct financial analyses, develop proposals, secure internal approvals, negotiate terms and conditions, and implement contractual agreements with their customers. Additionally, they will develop goals and account plans in alignment with our overall strategies and execute comprehensive and complex initiatives in the market. They will collaborate with many cross functional partners including marketing, field sales, field reimbursement, medical, operations and others to optimize patient access and enable appropriate patient support for the reimbursement of our products.

Essential Functions:

* Introduce and establish Avadel as a credible and trusted organization.

* Gain and optimize product formulary access and reimbursement positioning for LUMRYZ.

* Develop and cultivate a wide range of clinical, medical, pharmacy and executive contacts and advocates within all influential functions of customer's businesses.

* Lead cross functional & integrated customer teams to address substantial opportunities/issues that require a variety of expertise and where multiple interests are at stake and effectively contribute value-added strategic and tactical insights.

* Develop and lead contributing team members in the analysis and ultimate development of business cases, owning all aspects of communication and engagement in internal multi-functional reviews and approvals.

* Work cross functionally with Sales Leaders and their teams, Reimbursement Managers, and other stakeholders to develop and execute pull through and push through initiatives to maximize the access and coverage of LUMRYZ.

* Develop and deliver account proposals, negotiate terms and conditions, execute contracts, work to ensure adherence to contract, monitor and measure profitability, and ensure communication of product access with field sales partners.

* Provide updates to commercial leadership on assigned Account activities and trends recommending, defining, and implementing appropriate tactics to deliver profitability across all assigned Accounts.

* Develop and justify budget requests for specific Account program/services in alignment with business objectives and in accordance with policies.

* Drive the spirit of ONE Team across all functions to support a full team approach to focus on our patients and customers as our top priorities.

Experience and Qualifications:

* Bachelor's degree required.

* Minimum 8 years in Bio-Pharmaceutical/Health Care business

* Minimum 4 years direct experience in managed care account management (National or Regional Accounts) with demonstration of outstanding results

* Account management, C suite interactions and business-to-business selling experience.

* Experience negotiating large contracts with demonstration of successful results.

* Experience in highly complex sales/distribution/reimbursement channels and complex niche markets

* Demonstrated success in collaborating with sales leadership and teams to pull-through formulary promoted product(s).

* Outstanding oral, written and group communication skills, with demonstrated success in presentation and facilitation.

* Excellent business judgment and strategic business management skills with demonstrated 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 including keen analytical sense and ability to understand financial concepts; ensures that financial perspectives are incorporated in business decisions.

* Scientific and/or quantitative rigor to understand and extract meaningful insights from market analytics, scientific data, clinical/medical practice patterns, and evolving technologies.

* Willingness to travel up to 50%

* Certain customers and/or Health Care Professionals may have credentialing requirements that apply to field roles to gain access to perform the essential functions of the position. In these cases, credentialing requirements must be met (which may include vaccinations such as influenza and COVID-19). Talk with a People & Culture Representative if there are questions.

Other Competencies and Behaviors:

* Embody our core value of being relentless for patients, having confidence with humility, being courageous, taking insight to action and togetherness.

* Delivering success as defined through how we improve the lives of patients and how we achieve our objectives as ONE Team.

* Be able to lead in a fast-paced environment and manage ambiguity.

* Able to think in the big picture, while also being disciplined and detail oriented.

* Develops contingency plans knowing that everything does not always go according to original plans.

* Able to put innovation into action.

* Ability to operate effectively in an evolving organizational structure with minimal direction.

* Be able to have fun!

Avadel is committed to facilitating an open, honest, inclusive, transparent, and productive work environment where we work together as ONE team and ONE culture to be our best for patients, customers, and each other. Avadel is committed to equal employment opportunities and non-discrimination in employment. We believe that all employees and applicants should be treated with courtesy, dignity, and respect. Avadel does not discriminate in employment on the basis of race, color, religion, sex, sexual orientation, national origin, age, disability, genetic information, marital status, ancestry, gender, gender identity, pregnancy, status as a covered veteran, or any other characteristic protected by federal, state, and/or local law. It is our intent to comply with federal, state, and local laws, regulations, and guidelines in our employment practices and in our service to our clients. This policy applies to all terms and conditions of employment including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.