Market Access and Key Account Manager - Nutricia Canada
April 2 2025
Industries
Food, Catering, Beverage
Categories Food, Beverage,
Remote
Montreal, QC • Full time
- 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 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 arrange 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 maximise product line utilization at provincial level, with government agencies, institutional accounts, and distributers, 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
4. Pricing
• Develop pricing strategy and rationale in line with yearly priority alignment meeting
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