Regional Director of Managed Care

Posted:

March 12, 2010

Location:

US Southwest Office - Texas

Location:

US East Coast Office - Rochester, NY

Location:

Principal US Office - San Diego, CA

Department:

Sales

POSITION SUMMARY

Responsible for assisting in the development and execution of regional market and national reimbursement strategies and plans by calling on Medical Directors and Directors of Medical Policy to effect coverage of our products under miscellaneous or dedicated CPT codes, and develop evidence based submissions to support higher reimbursement levels of company products.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.  Other duties may be assigned.
• Assist in the analysis, planning and implementation of reimbursement strategies required to impact patient access and effective positive physician coverage and payment for all ImpediMed products and related procedures. Work closely with Regional Sales Managers on physician coverage and reimbursement issues and strategies.
• Assist in efforts related to CPT coding applications including application, RUC assessment, interaction with CMS and other coding related activities.
• Work directly with consulting (hotline) services to identify and map areas of reimbursement coverage and denial.
• Assess regional and national evolving legislative and political changes to the healthcare policy which could impact ImpediMed and its products.
• Provide regional market leadership and input across functions and lead the establishment of the reimbursement function.
• ImpediMed, Inc. serves in a highly regulated area of medical products. Position requires strict compliance to cleared indications. Position will help insure no off-label claims or indications are being promoted by any personnel directly associated with the Company.
• Capture of pertinent reimbursement and marketing data in CRM system. Track and record progress with specific plans and insurance providers. Follow up and close new coverage of coding and reimbursement.
• Assist in ImpediMed representation at appropriate medical conferences, exhibits and other marketing related functions. Provide support at ImpediMed sponsored or supported educational activities, as needed.
• Work effectively and cooperatively with all internal departments, both domestic and international.
• Report progress in all areas of responsibility to the National Director of Managed Care on a monthly basis. Monitor progress of assigned regional market “covered lives” for ImpediMed senior management and shareholders.
• Provide feedback to the company’s Quality System regarding product or service failures or customer concerns. Ensure compliance with customer complaint procedures through Technical Support (leading to product complaint resolution, customer satisfaction, etc.) .

QUALIFICATIONS REQUIRED
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

KNOWLEDGE, SKILLS, and ABILITIES:
• Thorough knowledge of the medical reimbursement system within the US including both government (MediCare) and third party private health insurers.
• Experience calling upon Medical Directors and Directors of Medical Policy for third-party payors. Has established, positive relationships with such payors, particularly among regional market providers.
• Capable of high-level, data-driven, evidence-based presentations to payors, employers and providers of medical services.
• Possess strong analytical skills to create meaningful analyses of value proposition to payors and defend position of improved clinical outcomes based on peer reviewed, published literature. Will bring a solid knowledge of finance, financial modelling, and health economic concepts such as QALY (quality-adjusted life year), cost of illness, direct and indirect costs
• Relevant experience in pharmaceutical, diagnostic or medical device industry.
• Proven track record of success in achieving or surpassing goals.
• Ability to interact at a professional level with physicians, researchers and corporate executives. Must demonstrate business savvy. Strong relationship skills to develop key health plan thought leaders.
• Will possess a thorough understanding of technical sales, selling technique, use of clinical proof sources, medical guidelines, reimbursement, forecasting, negotiation techniques, customer support and quality measures.
• Understands ‘the big picture’ issues that impact the Company
• Demonstrate comfort and confidence in group presentations.
• Possess an aptitude for innovative thinking to drive strategic solutions and continue to leverage existing ImpediMed business models.
• Must be highly organized in order to effectively manage multiple product applications and a national scope of payors.
• Coordination of multi-functional activities and ability to relate cooperatively with other departments domestically and internationally.
• Good communication and management skills. Possess a fresh perspective; prefer directness tempered by respect, self-confidence and a willingness to grow with the company.
• High energy level, highly motivated, optimistic, proactive, and persistent.
• Creative, innovative, strategic and analytical.
• Exceptional organization and follow up.
• Achiever, closer, completes tasks, success driven, goal oriented.
• Flexible, responsible, sound rational control, attention to detail, relaxed communication style, completer- finisher.

SUPERVISORY RESPONSIBILITIES
No direct reports. 

MINIMUM EDUCATION and/or EXPERIENCE
• Minimum 5+ years sales and/or marketing experience in the medical field, preferably diagnostics or medical devices with 2-3 years directly interfacing with payors.
• BS degree. MBA desirable but not required. 

PHYSICAL REQUIREMENTS
Ability to travel on periodic overnight stays and travel up to 50%.

BENEFITS
Include health, vision and dental insurance, 401k and stock incentive plan.

Submit Resume and Cover Letter To:
employment@impedimed.com

ImpediMed, Inc.
5959 Cornerstone Court West
Suite 100
San Diego, CA 92121