TITLE:               Account Director, Managed Markets

                     West Coast Region                       

REPORTS TO:           Vice President, Corporate Accounts

POSITION SUMMARY:       Develop profitable business relationships with various national and
regional accounts including HMOs, PBMs, Medicare Part D Plans, Medicaid Managed Care, and State
Medicaid programs.  Communicate key information and strategies to other managed care personnel,
as well as marketing, sales management and field sales representatives.  This information will
include formulary updates and other various pull-through and value-added programs designed to
enhance physician detailing and pharmacy interactions.  

This position will be field based within the designated West Coast Region. 

The position will manage the West coast accounts  by performing the following duties:

 
KEY JOB RESPONSIBILITIES

�        Establish and maintain business relationships with target managed care customers.

�        Perform periodic market reviews within assigned region focusing on key accounts. Plan
strategies in accordance with these analyses and implement business plans.

�        Secure optimum product positioning within target accounts.

�        Develop productive relationships with multiple players within each organization.  This
should include P&T Committee members, Pharmacy Directors, Medical Directors, Contract
Administration, and others where appropriate.

�        Develop profitable pull-through programs, and preferred product pieces to assist in
maximizing the sales potential of Adams products.

�        Create value-added services for customers when appropriate and relevant to the
particular drug class. 

�        Establish a place for Adams products in the treatment guidelines of targeted
accounts.

�        Perform utilization analyses on target plans, establishing a baseline to determine the
success of various programs and strategies.

�        Negotiate profitable contracts with key plans in order to gain favorable formulary
status.
 
�        Work in concert with other Account Directors on regional branches of �parent� national
accounts.
 
�        Keep up to date on all current and future managed care issues through various
resources such as periodicals, seminars, meetings, networking, etc.

�        Communicate clearly and regularly key managed care and account information to all
affected company personnel.

�        Join and attend industry organizations and their meetings when they have a positive
impact on the business.

�        Prepare business plans, monthly reports and periodic updates as required.


EXPERIENCE/EDUCATIONAL BACKGROUND REQUIREMENTS

�        Critical qualifications necessary to perform well in this position include the ability
to build solid relationships and partnerships through customer focused selling.

�        Business acumen; analysis and planning skills, as well as organizational and
communication skills are a must.

�        Flexibility, self-motivation, commitment to self-development, and commitment to
teamwork and cooperation are some of the necessary personality traits.

�        Valuable experience includes pharmaceutical sales, district sales management,
marketing, and previous account management in the respiratory arena. 

�        Minimum qualifications include a bachelor�s degree and five (5) years of account
management experience in the pharmaceutical industry.

�        Superior analytical skills. Detail focused. Strategic thinker.

�        Excellent interpersonal and problem solving skills in dynamic environment.

�        Ability to manage multiple priorities within established project deadlines.

�        Strong customer service orientation.

�        Excellent organizational skills.

�        Strong personal leadership skills and the ability to lead others.

�        Computer Literacy, especially with the Microsoft Office Suite products.

�        Confident, clear communicator in verbal and written format.

�         Self starter and Team player