Senior Director, National Accounts

Overview
Alnylam is the world's leading RNA interference (RNAi) company.
Founded in 2002, Alnylam was built upon a bold vision of turning scientific possibility into reality by harnessing the power of RNAi for human health as an innovative new class of medicines. We are a growing biopharmaceutical company with three approved medicines and a robust pipeline of investigational medicines focused in four strategic therapeutic areas: genetic medicines, cardio-metabolic diseases, infectious diseases, and central nervous system (CNS) and ocular diseases, including several in late-stage development.
Headquartered in Cambridge, Mass., Alnylam employs over 1,500 people in 19 countries and is rapidly growing globally, with additional offices in Norton, Mass., Maidenhead, U.K., Zug, Switzerland, Amsterdam, Netherlands, and Tokyo, Japan. Alnylam is proud to have been recognized as one of The Boston Globe's Top Places to Work six years in a row (2015-2020), a Great Place to Work in the U.K. and Switzerland two years in a row (2019-2020) and a Science Magazine's Top Employer two years in a row (2019-2020). Please visit www.alnylam.com for more information.
This position reports to the Vice President, US Market Access and is field based.
Objectives

• Deliver on Alnylam's strategic goals and optimize patient access with MCO's, PBM's, MAC's, SPP's and VA for the innovative products current and future in Alnylam's pipeline
• Lead a National Account Management team that represents Alnylam's portfolio ensuring rapid access, successful policy development and effective corporate branding in the payer space.
• Work collaboratively in the commercial department ensuring market access is represented and has cross functional coordination with the Alnylam leadership inclusive of medical affairs, marketing, sales leadership, and patient services
• Refine and execute the payer strategy in alignment with agreed upon objectives in a timely manner to brand the company, the science, and technology within payer channel.
• Continue to legacy of innovation of placing value-based agreements in the market that are financially responsible and adherent to Alnylam's patient access philosophy
• Leverage successful access with all entities to ensure successful pull through with field sales.

Key Responsibilities

• Establish and maintain multi touch points at strategic payer accounts, including the C suite level, to create and communicate the value of Alnylam's products.
• Navigate payer organizations to ensure Alnylam is building relationships with all key decision makers and potential influencers.
• Create executive partnerships with payer accounts for synergistic long-term relationships, paving the way for the pipeline of innovative products from Alnylam
• Ensure proper identification and prioritization of payer accounts with the national account team
• Develop access maximizing programs for each account
• Maximize launch readiness and ensure each product has a go to market strategy commensurate with the value proposition
• Develop and continuously improve innovative programs to meet the account's and Alnylam's needs
• Ensure Alnylam formulary positioning and/or appropriate medical coverage policy development where applicable

Support Sales Pull-through

• Review data (sales, trends, comparison etc.) to identify pull-through opportunities
• Develop (and align) business cases (including tactics, budgets, KPIs) for investment based on clear pull-through assumptions
• Work with regional directors and sales to execute pull-through plans
• Assist in training the field on payer knowledge and formulary/processes for reimbursement

Organizational Responsibilities

• Collaborate with Senior Alnylam leadership, pricing & contracting analytics, and MSLs to deliver account goals
• Develop and maintain relationships with other internal support functions (e.g., legal, compliance, government pricing, payer marketing, etc.)
• Deliver payer insights back to market access, VEST, and patient services teams as appropriate to lead in in brand planning activities

Key Outputs

• Strategic account plans that are aligned across Alnylam
• Optimal formulary placement and policy coverage of Alnylam products
• Rebates and discounts that are within GTN and approved levels

Qualifications

• Four-year college degree (preferably Business or Science background).
• Minimal ten years of pharmaceutical experience in NAM, KAM, or sales management
• Five years of experience in a market access leadership role leading account teams
• In-depth knowledge of payer/PBM economics: understanding key issues and how these shift given changing US healthcare landscape
• Proficiency in VA/DOD and Medicaid required
• In-depth pharma knowledge: including prescribing, regulations, medical benefit specialty pharmacy, supply chain, managed care, sales and legal)
• Experience with Value Based Contracting in an orphan drug or specialty space
• Strategic thinking: understand account priorities and impact on individual decision-makers
• Consultative selling: ability to identify emerging stakeholder needs and to problem-solve innovative ways (programs, contracts etc.) for Alnylam to help meet those needs
• Clear understanding of analytics: ability to apply analytical insight to drive account performance and ability to "ask the right questions" of analytical resources
• Business planning: develop a robust and challenging business plan for the account, and align Alnylam stakeholders against delivery

Expectations

• Clear Alignment with Alnylam Core Values:
• Commitment to People
• Innovation and Discovery
• Sense of Urgency
• Open Culture
• Passion for Excellence

Key Skills, Abilities and Competencies

• Payer dynamics: Deep experience and expert knowledge in US payer systems and different financial incentives of different stakeholders for patients to have access to innovative products.
• Influence and Leadership: Influences without formal authority, able to integrate resources to achieve strategic objectives, build and maintains strong relationships. Ability to establish close collaboration with strategic partners; able to inspire and align a diverse organization.
• Business Acumen: Understanding of business analytics, possession of strong communication skills, strong leadership skills and the ability to influence without authority and business development.
• Patient services and Hub Management: Experience in patient services, field reimbursement and channel management.
• Work Style: Works collaboratively across expertise areas and functions; seeks to advance higher goals; highly regarded across stakeholders both at senior and junior levels; inspires trust at all levels.

About Alnylam
Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by "interfering" with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.
Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we've been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as the #1 Large Employer by Boston Globe Top Places to Work in 2022, one of Science Magazine's Top Biopharma Employers, one of America's Most Responsible Companies for 2023 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK - among others.
At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.
Qualified applicants will receive consideration for employment without regard to their race, color, religion, age, sex, sexual orientation, gender identity or expression, national origin, ethnicity, marital status, protected veteran status, disability, or any other characteristics prohibited by law. Alnylam is an E-Verify employer.