Federal Account Manager (Fam) - Northeast

The Position

Title: Federal Account Manager (FAM) - Northeast

Location: Northeast Region – will cover Maine, Vermont, New Hampshire, Massachusetts, Connecticut, Rhode Island, New York, New Jersey, and Pennsylvania

Note: It is required that candidates live in the Region, relocation benefits are not available for this role

From the beginning, Genentech has been a team of highly dedicated, passionate individuals. We are a place where people are united around a single purpose and an ambitious vision. Together, we aspire to deliver ever better health outcomes for patients while lowering overall healthcare costs.

The Opportunity:

The Federal Account Manager (FAM) at Genentech is pivotal in representing the entire product portfolio and fostering relationships with key decision-makers within the Veteran’s Administration (VA) and the Department of Defense (DoD) Medical Centers. The FAM is responsible for driving access, leveraging account and contract management capabilities to influence these customers and engage with diverse internal audiences, including senior leadership and squads. This role requires the FAM to work within a federal national business plan and an integrated ecosystem business plan, collaborating both independently and with teams such as the Federal National Account Managers and Healthcare Market Directors (HD) to develop, administer, and execute contracts and partnerships that align with facility needs and national priorities.

Internally, the FAM collaborates extensively with field personnel like HEDs, MEDs, HDs, TAMs, FRMs, and the National Supply & Care Delivery Account Management Team to meet account needs effectively. The unique and intricate relationships with Genentech demand that facilities deeply understand Genentech’s portfolio, programs, discounts, offerings, and key focus areas such as the triple aim and disparities of care. The FAM must grasp these intricacies and strategically deliver a compelling value proposition that resonates with their assigned facilities, ensuring both parties realize the benefits of their partnership.

Who you are:

• You will develop and execute on a prioritized account plan at a facility level over multiple ecosystems for Genentech products to ensure understanding of disease states, product’s value proposition, formulary position, and contractual offerings to optimize appropriate product utilization and contract performance. This includes coordinating the engagement plans of TAMS, FRMS, and MEDs at assigned facilities.
• You will play a critical account management role in their ability to independently engage, influence, cultivate enduring relationships and partner with high-level decision-makers in targeted facilities, over multiple ecosystems. These relationships will advance collective business interests, solidify Genentech as a partner and innovator, help ensure a positive experience for this customer for the benefit of active and retired service members and their families.
• You will develop, establish and maintain an in-depth understanding of targeted facilities – structures, decision-makers, influencers, challenges, and priorities. Understand how clinical decision support (formulary, pathways, standing orders, etc.) impacts product utilization and identify solutions working in partnership with targeted facilities to address gaps and opportunities.
• You will act effectively as the central-point-of-contact within targeted facilities and as the primary liaison between the administrative teams of these facilities and Genentech. As well as the central point of contact to Ecosystem Leadership.
• You will provide insight and drive the application to internal business partners/stakeholders to opportunities and challenges within target facilities and informs product strategies and tactics, across multiple ecosystems. This may include participating on cross-functional or other project teams to support Genentech initiatives as needed as a representative of the federal team and the broader NS&CD team.
• You will develop, in coordination with Federal National Account Manager, Portfolio marketing partner and Director of Federal Team, brand specific strategy and resources for the Federal Market
• You will stay abreast of customer and healthcare industry trends and identify and communicate potential implications for Genentech and its relevant products within and across targeted facilities and multiple ecosystems
• You will conduct quarterly business reviews with assigned facilities in coordination with the applicable Federal National Account Managers.
• You will conduct quarterly business reviews with Ecosystem Leadership (HED, HD) and exercises latitude in delivering on performance, objectives and opportunities
• You will use available tools/resources and knowledge of operating requirements to regularly track facility progress/performance and provides periodic reports, as assigned or requested

Who you are:

Qualifications:

• Bachelors’ degree required
• 8 or more years related work experience strongly preferred with demonstrable evidence of successfully partnering with customers and achieving shared goals and outcomes
• Strategic thought partner to Federal National Account Managers and ecosystem leadership teams within and beyond the FAM role.
• Demonstrated strategic and enterprise mindset with advanced understanding of the environment; including: the competitive landscape, economic/market and legal/regulatory implications of operations.
• Proven inspiring and influencing skills applicable to both customer and internal audiences, including senior leadership
• Leverages this advance understanding to inform/influence strategies and tactics at the ecosystem and national level as well as therapeutic area strategies.
• Ability of translate trends within and across ecosystems into increased FAM network effectiveness and actionable program updates/changes.
• Ability to lead complex cross-functional teams and operate under ambiguity without a set playbook, including aligning teams
• Understanding of external laws, codes and company policies that apply to the healthcare industry

Preferred Qualifications:

• MBA, Pharm D, or other related graduate-level degree is preferred
• Previous Account Management Experience, including national, regional and local understanding of the VA and DoD preferred

This is a field-based position and overnight travel will be required. Travel for this role could exceed 50%. This position requires significant driving of either a company provided or personal vehicle as well as prolonged periods of sitting, both of which are part of the essential duties and responsibilities of the role. As a result, Genentech, Inc. (Company) from time to time will check your motor vehicle record for purposes of determining your eligibility for driving a Company vehicle or driving any vehicle on Company business.

The expected salary range for this position based on the primary location of ME, VT, NH, MA, RI, CT, NY, NJ, or PA is $176,500.00 – $327,700.00. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below.

Benefits

Genentech is an equal opportunity employer, and we embrace the increasingly diverse world around us. Genentech prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin or ancestry, age, disability, marital status and veteran status.