Market Access and Key Account Manager - Nutricia Canada

Danone; Montreal; Hybrid; CAD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a Market Access and Key Account Manager to drive sales and market access strategies for specialized nutrition products in Canada. This role involves collaborating with cross-functional teams to develop market access strategies, manage key accounts, and negotiate contracts with both public and private stakeholders. The ideal candidate will possess strong negotiation skills, fluency in both French and English, and a deep understanding of the healthcare ecosystem. This position offers the flexibility of a hybrid work model, allowing you to work from home while also engaging with colleagues in the Greater Montreal Area.

Qualifications

• 5-7 years experience in health/pharmaceutical industry in market access.
• Bachelor's degree required; knowledge of healthcare ecosystem is essential.

Responsibilities

• Develop and execute strategies for market access in Canada.
• Manage key accounts and negotiate contracts with stakeholders.

Skills

Market access knowledge

Negotiation skills

Fluent in French and English

Interpersonal skills

Strategic planning skills

Analytical skills

Education

Bachelor's degree in business, economics or scientific discipline

Job description

Short Intro and About the Job

• Name of organizational unit: Nutricia North America (NNA)
• Location: Canada - Home based
• Reporting relationship: Director, Sales - Canada
• Travel requirements: 20% domestic and 10% international travel

Position Summary :

This position works closely with all internal and external stakeholders to determine, recommend, and implement the optimal approach for gaining market access and product reimbursement across Canada and build/maintain an extensive network of relationships in both the public and private sectors. The role is accountable for successful implementation of the payer strategy, measuring the impact of the payer programs and national access targets across all Nutricia North America (NNA) products in Canada.

In addition, this position is responsible for achieving annual volume sales and gross margin targets by managing institutional key accounts and distributors in Canada, negotiating the contracts and by building key relationships with external stakeholders, while seeking new opportunities/accounts to build and drive sales that align to organizational objectives.

This position will manage multiple priorities and resources related to individual and group efforts and work with their Sales Director, Canada and cross-functional colleagues to identify strategic business opportunities and priorities to help deliver topline results.

Essential Functions :

Market Access

• Develop and execute robust strategies for Market Access in the Public and Private sectors for NNA’s products across a wide range of therapeutic areas leveraging deep payer insights, evolution of market dynamics and understanding value chain.
• Lead and ensure development of market access for both products currently on the Canadian market and for pipeline products. Prepare best in class submissions to provincial bodies (ODB, INESSS, RAMQ, ABDL…) and private formularies to obtain optimal access for NNA products.
• In collaboration with medical affairs and other stakeholders, lead the development of compelling value dossiers, to establish the clinical and pharmacoeconomic evidence of value of TCI products with public and private payers.
• Work closely with cross-functional stakeholders to build robust submissions; with the medical team for science-based submissions; with Danone’s General Secretary Team (Government and Public Affairs, Regulatory Affairs, Legal and External Communications); and other stakeholders as required.
• Maintain strong partnership with Nutricia Global market access and reimbursement to maximize value offering to payers as well as best practice.
• Develop robust pricing analyses and submissions.
• Ensure effective planning, execution and delivery of robust reimbursement landscape and data to optimize listings with appropriate evidence generation-beyond health outcomes-to support reimbursement objectives.
• Take a strong leadership role to ensure alignment on access strategies across all line of products.
• Influence cross-functional collaboration in the development and execution of innovative reimbursement solutions that address payors health care sustainability concerns.
• Other projects and duties as assigned.

Key Accounts

• Contracting
• Secure current business, negotiate contracts and maximize product line utilization at provincial level, with government agencies, institutional accounts, and distributors, with the support of the Director, Sales Canada when needed.
• Utilize internal stakeholders, finance and Danone Canada legal, logistics, customer service and other departments to ensure successful contract implementation.
• Roll out contract details to sales organization to ensure successful implementation of contract; ensure updated list of contracts including plan upcoming contract and oversees administration of contracts, with assistance, to ensure prices are loaded and contract administrative requirements are met.

Business development

• Analyse and understand industry market trends, competition, products, and pricing that may impact sales efforts and communicate this information to sales team to develop plans to course correct where necessary.
• Understand competitive behaviours and implications to Nutricia. Develop and implement proactive plans to proactively address and secure business growth.

Account Management

• Manage key distributor and institutional accounts.
• Liaise with internal stakeholders regarding product issues, launches and changes.
• Lead communications with external stakeholders, as necessary, to inform of any change to products, business changes to assure flawless execution.

Pricing

• Develop pricing strategy and rationale in line with yearly priority alignment meeting.

About You

Knowledge, Skills and Abilities

• Market access knowledge and knowledge of nutritional products space.
• Strong negotiation skills.
• Fluent in French and English, written and spoken.
• Interpersonal skills and ability to convey concepts and strategies through strong communication skills, both oral and written.
• Demonstrated ability in managing complex/diverse relationships at varying levels in organization.
• Ability to synthesize information from diverse sources and formulate into strategies and actions.
• Strong strategic planning skills with demonstrated ability to innovate and make decisions in ambiguous situations with a good governance mindset and achieve results in a fast-paced evolving environment.
• Ability to work cross-functionally and collaborate with multiple areas of the organization.
• Ability to develop effective rapport and influence stakeholders and decision makers; and effectively conduct meetings through persuasive presentations.
• Ability to set goals and achieve them, through self and others.
• Demonstrated ability to quickly climb the learning curve; knows the landscape, science, etc., in domestic market.

Working Conditions

Work is conducted in a home office with occasional working session in person (location in the Greater Montreal Area). There is occasional evening and weekend travel. There is some lifting of products not to exceed 10 lbs.

Supervisory Responsibilities

The Market Access and Key Account Manager, Canada does not have direct reports.

Minimum Qualifications

• Bachelor’s degree required - Bachelor/advanced degree in business, economics or scientific discipline such as nutrition.
• Minimum 5-7 years experience in the health/pharmaceutical industry in similar market access position or experience in nutritional products.
• Fluent in French and English, both written and oral.
• Must reside in Canada.
• Knowledge of key markets in the region and understanding of the healthcare ecosystem, reimbursement and competitive challenges.
• Pharmacoeconomics experience/degree helpful.

Success Factors

• Demonstrated outstanding leadership abilities around: 1) experience influencing key strategic senior stakeholders; 2) setting clear direction; 3) driving performance through others and self.
• Team player and cross functional communicator who ensures alignment with Director, Sales Canada.
• Experienced change agent who challenges status quo in order to achieve better results.
• Acts as an implementor and follows-through.
• Strong business acumen and judgment.
• High degree of initiative and sense of urgency and self-motivation.
• Strong analytical skills to interpret data and market condition.
• Self-directed with excellent organizational skills and ability to manage multiple priorities.

About Us, We offer and What's next

Nutricia Canada offers a hybrid work model based on a commitment to flexibility and employee choice, with the opportunity to work remotely and from the office.

ABOUT NUTRICIA

Since 1896, Nutricia has pioneered nutritional solutions that help people live longer, more joyful and healthier lives. Building on more than a century of research and innovation, Nutricia has harnessed the power of life-changing and life-saving nutrition to create a leading specialized nutrition portfolio that can change a health trajectory for life.

With its nutritional solutions, Nutricia supports healthy growth and development during the first 1000 days and helps to address some of the world’s biggest health challenges, including in North America: faltering growth, food allergy, rare metabolic diseases and epilepsy.

As part of Danone, Nutricia embraces the company’s “One Planet. One Health” vision reflecting that the health of people and the health of the planet are interconnected and therefore seeks to protect and nourish both.

For more information visit www.nutricia-na.com

Danone Canada doesn’t just welcome what makes you unique, we value it. We’re proud to provide equal opportunities to all employees and applicants for employment without regard to cultural background, religion, disability, sex, sexual orientation, gender identity and expression or age. Faithful to our values of openness and humanism, all our employees share the commitment to engage one another with dignity and respect.

Please note that this posting has been written in the masculine form solely to shorten the text. We promote diversity and encourage all people with the skills mentioned in this posting to apply for this position.