Director, Market Access, Business Development & Remote Sales

A Day in the Life

Market Access:

·       Scope:

o  Increase Patient Access to Healthcare, to drive aggressive market development, expansion and share growth through strategies carefully designed to satisfy some of the most critical unmet healthcare needs.

·       Mandate:

·  In close collaboration with other areas, such as Marketing, Medical Affairs, Legal, Regulatory, Strategy & Communications (to name a few), addresses barriers to patient access to latest healthcare technologies such as absence of reimbursement, delayed of regulatory approval to technologies, etc.

·   Business Development:

·  Lead planning and execution of strategies for targeted growth product lines, including mapping clinical and referral pathways.

Business Development:

· Lead planning and execution of strategies for targeted growth product lines, including mapping clinical and referral pathways.

Health System Strategies:

This role is responsible for working with the Sr Regional (Zone) Directors in leading the Canadian Health System Strategies (HSS) team and for creating, executing and monitoring national as well as regional HSS business plans that contribute strategically in enabling Medtronic Canada to achieve and surpass AOP. It is a key player in driving the strategic change leadership in the Canadian healthcare environment.

Remote Sales:

Lead, develop and grow the Remote Sales team in Canada to execute and deliver on organizational goals.

MAIN JOB DUTIES/RESPONSIBILITIES (may include the following and other duties may be assigned):

· Creates and executes comprehensive market access strategies through the integration of pricing and reimbursement, health technology assessment, evidence-based medicine review, and health economic modeling activities.

· Designs, develops and implements an integrated approach to all aspects of the payer value proposition from early development through and beyond loss of exclusivity.

· Communicates the unique attributes of the therapeutic area drugs/medical devices to external multi-stakeholders to ensure the drug's/device's value proposition will be recognized and maximize market uptake.

· Works collectively with payers, including HTA, reimbursement influencers and other decision makers to ensure the continuous changing reimbursement systems remain fair to all involved parties.

· Develops strategic studies with the end-customer in mind to ensure that the results will favorably impact pricing, reimbursement and market access as well as market uptake.

· Conducts quantitative and qualitative pricing research.

· Works with Health Economics/Outcomes Research to design pricing strategy.

· Responsible for reporting complaints and Adverse Drug Reactions (ADR).

Market Access/Reimbursement:

· Oversee the Market Development process to qualify, prioritize, execute, and measure success of those initiatives.

· Define Plan of action and metrics to monitor excellence in execution aligned with the Americas RLM priorities and the uniqueness of the Canada Sub-Region.

· Give Strategic Directions to the HSS team to make sure we execute on the right tactics related to Market Access in each region of Canada (this will differ in terms of priorities and approaches by region).

· Have in mind the full spectrum of stakeholders to influence the environment in our quest to reach our objectives; Government (Political & Administrative branch), Patient Advocacy Groups, SSO, HCP, Think tanks, etc.

Health System Strategies:

· Work closely with the local Medtronic HSS team in order to align interests among multiple customer segments, anticipate changing market conditions and business needs and drive a thoughtful, well-coordinated Medtronic Canada value proposition to customer.

· Act as a local resource for Medtronic business teams on major health system issues, hospital/regional priorities, and other external issues that affect our business.

· Develop strong relationships with senior healthcare leaders and other relevant stakeholders in the region and help bridge the medical - administration gap within/across organizations; this will include the Health Authority C-suite, Hospital site Senior Administration, regional buying groups/ shared service organizations, HTA groups and regional Ministries of Health.

· Be a coach, consultant to drive the successful implementation and execution of strategic account management in order to achieve long term cross- business growth within targeted accounts and associated health systems:

· Address changes in health system, meet customer expectations and create a sustainable competitive advantage. This involves:

o   Working with the regional HSS Directors to create and implement the Government Affairs strategic plan

o   Staying attuned to different regional dynamics and system wide changes which may impact business opportunities and agreements

o   Creating and participating in ongoing education, ad boards & other forums/events with key decision makers, health system leaders and KOLs

o   Acting as an ambassador and champion of Medtronic Canada and representing senior leadership, positioning Medtronic as a trusted resource to optimizing delivery & access in our areas of expertise

 Remote Sales

· Develop the strategy and execution plans for all elements of Remote Sales in Canada.

· Deliver sales revenue in line with targets set, while fostering a work environment conducive to excellent transactional quality, staff motivation and productivity, customer service, learning, teamwork, execution, and accountability.

· Improve and standardize Remote sales processes by determining and leveraging best practices, identifying opportunities for increased productivity, and developing and implementing solutions to increase sales, sales conversion, customer satisfaction, effectiveness and efficiency.

· Grow, prepare, analyze, communicate and report key KPIs to leadership for the department.

· Provide supervision, performance measurement, coaching and mentoring and recruitment of the sales team.