VP, National Accounts

VP, National Accounts

Nearly 37 million Americans are currently affected by Chronic Kidney Disease. 37 million. At Akebia we take that number very seriously and every day we come to work, with the purpose of bettering the lives of each person impacted by kidney disease and the renal community that serves them. Our tenacious, passionate employees' challenge the status quo and work to develop unique therapeutics that have the potential to set new standards of care for people living with kidney disease. This is life-changing work, and we are all in, are you? This position is currently based in our Cambridge, MA office. Please note that our offices will be relocating to Waltham, MA later this year, and this role will transition accordingly. We follow a flexible, "magnet not mandate" approach to in-office work, encouraging collaboration and onsite engagement while supporting hybrid flexibility based on role and business needs.

Job Summary

Responsible for building, managing and developing a team of experienced account managers and directors responsible for the continual expansion of Akebia's sales opportunities and product access within all dialysis organizations. Responsible and accountable for attaining sales goals and objectives consistent with the company's annual operating budgets and strategies. This position has primary responsibility ensuring the efficient and compliant management of Akebia's relationship with Dialysis Organizations including, but not limited to, overall customer relationship management, development of customer growth strategies, contract and pricing negotiation, quarterly business reviews, management of interactions between Dialysis Organization management and Akebia personnel. In addition, this individual is responsible for creating and sustaining a productive, collaborative and value enhancing business partnership in which Akebia's products are supported and allowed to grow. In addition, this role is responsible for communicating business issues and opportunities on an ongoing basis to internal senior management, The Board of Directors (as needed) and business colleagues; integrating sales and/or marketing strategies into interactions with customers (DOs); formulating of strategic plans and initiatives; gathering and interpreting relevant DO policy and/or business changes for dissemination to internal, Akebia, business partners. This position plays a role as a key business partner interacting with the commercial business units, finance, legal, medical affairs, and compliance stakeholders as it pertains to Akebia's relationship with these dialysis organizations and key provider accounts. In addition to creating optimal access to Akebia's approved product within these organizations, the role will work on launch strategies for Akebia's product in development.

Essential Functions & Duties

• Akebia leader for dialysis organizations and GPO.
• Support both in-line commercialization and launch planning process for Akebia products within dialysis organizations
• Lead the development of account specific strategies and plans with clear account objectives and key results measured on a quarterly and an annual basis
• Build positive business relationships within assigned DO account(s) and ensure optimal access for physician prescribing of Akebia products within these accounts
• Identify key business issues within assigned accounts in order to assess impact on Akebia product(s)
• Lead the development and negotiation of contracts and/or Akebia-approved promotional programs within DO account(s)
• Monitor and maintain a high level of awareness of treatment protocols and guidelines as well as access and reimbursement knowledge that may impact product utilization
• Ensure contract compliance by reviewing business performance on quarterly basis
• Work closely with internal stakeholders and dialysis organizations to ensure compliance with services agreements, such as reporting purchase, data and service fees
• Be knowledgeable and effectively communicate organization-specific rules and promotional policies with Akebia field sales force
• Effectively support sales and marketing by providing expert consultation on provider specific business issues
• Compliantly work with Medical Affairs resources to support critical Akebia business initiatives across assigned accounts
• Establish and maintain positive business relationships with key decisionmakers within assigned provider accounts leveraging Commercial and Executive leadership as needed
• Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques
• Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation
• Work closely with Commercial leadership, Legal and Compliance on contracting strategies and execution
• Maintain a comprehensive and detailed business plan
• Maintain an outstanding ability to prepare and present executive level presentations
• Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines
• Develop and justify budgeting requests for specific customer programs
• Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness
• Maintain an outstanding level of dialysis service knowledge, techniques, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact to dialysis organizations and key account groups
• Maintain an outstanding level of competitive companies, product lines, place in therapy, contracting activities, and value-added program knowledge

Skills & Experience

Basic Qualifications:

• Bachelor's Degree in a relevant area of study
• 15+ years' experience in an account management role with responsibility for dialysis organization customers of varying sizes (LDO/MDO/SOD/IDO)
• Established relationships with dialysis customers
• 3+ years as member of commercial leadership team
• Clinical, technical and scientific knowledge and aptitude in complex disease state
• Valid driver's license

Preferred Qualifications:

• 12 + combined years' experience in the bio/pharmaceutical industry
• Previous experience and relationships with large dialysis organizations preferred
• Previous account management experience preferred
• Previous team management experience preferred
• Previous sales experience preferred
• Experience integrating health economics and Medical Affairs resources into account management process
• Experience in working in complex disease states
• Advanced knowledge of Renal business issues including reimbursement logistics both within provider and payer areas
• Proven track record of effective account management skills and of building and maintaining positive business relationships with key decision-makers
• Proven ability to develop and execute account level strategic and tactical plans

Field Based position/Travel requirements: Willing to travel at least 60% of the time including significant overnight and weekend travel

Base Compensation for this role will depend on a number of factors including a candidate's qualifications, skills, competencies, and experience, and may fall outside of the range shown. Base pay is only one component of the company's total rewards package, all regular employees are also eligible for the corporate bonus program or the incentive compensation program (if applicable), as well as equity. Additional benefits include health care, vision, dental, retirement, PTO, etc.

Targeted Base Salary

$307,913 - $380,363 USD

Akebia is an equal opportunity employer and welcomes all job applicants. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.