WANTED: Pioneer to extend Abacus International’s
innovative market access solutions within the USA.
Abacus International
For over 16 years, Abacus International has
pioneered the development of evidence-based market access solutions for many of
the world’s leading healthcare companies. In the 1990’s, Abacus were the first
to develop cost effectiveness and budget impact models for use by key account
teams with payers. Abacus were also involved in the development of the first
HTA submission. More recently we have developed a value platform tool, a unique
web-based method for communicating value messages in a layered and transparent
fashion. Abacus remain at the cutting edge of health economic modelling and
systematic review with associated meta-analysis techniques. Most recently, we
have developed the first economic models for iPad and have introduced a
strategic market access offering, analyzing global HTA & reimbursement
decisions to provide key learnings for new product launches.
Abacus’ ethos is to combine technical excellence with commercial clarity
and we strive to evolve our services in order to meet the needs of our
customers in a constantly changing environment. Our experienced and expert team
of health economic and market access specialists is one of the largest in
Europe.
About 20% of our business is commissioned by the US-based global
departments of major healthcare companies. We want to establish a US based
office to accelerate the rate of growth of our North American business and seek
a manager who will drive this business, taking the lead on selling the range of
our services to prospective clients. This manager will become a key individual
in our international growth and, ultimately, their success will determine the
rate of recruitment of other local staff to deliver the projects. Currently our
team of 60 UK-based staff are delivering all projects, irrespective of client
geography.
The role
Ideally based in New York/New Jersey, you will take ultimate
responsibility for selling Abacus services to the healthcare industry in North
America. You will be responsible for generating leads, booking meetings and
presenting our specialist services to a range of potential customers including
market access, health economics and marketing. You will need to liaise with our
6 business unit directors, and the commercial and finance directors, in order
to fully understand our deliverables and the selling proposition for each
service offering. Abacus consultants in the UK manage projects but also have a
business development role by key account. You will therefore need to develop
relationships with the consultants to coordinate business development
activities across key accounts. As the first member of our US-based office you
will eventually become a senior figure, potentially involved in general
management issues such as recruitment and office site management (supported by
members from the UK team).
This is an exciting opportunity to build upon the excellent
reputation of Abacus in Europe and establish us as a market access and health
economic force in North America. Abacus have 60-70 active clients each year,
including 19 of the top 25 pharma companies. We are preferred suppliers to many
organisations with a very broad range of innovative deliverables. You would
have the advantage of presenting the European credibility of Abacus, often with
a history of working on the products in the portfolio of the client you are
presenting to. The products that we
would see you selling as a focus would include:
1)
Payer landscaping: A strategic
analysis of global payer decisions; this includes the development of an online
database of payer decisions, linking the evidence they reviewed to the ultimate
approval decision. This product is unique to Abacus and receives a very
positive reception when presented to customers.
2)
iPad and web versions of local
budget impact and HE models. Again, an innovative approach by Abacus and one
that excites potential customers.
3)
Value platform tool: An online
hosting system presenting layered and interactive value dossiers linked to
source material, such as the HE model.
4)
Technical HE modelling: Abacus
teach Excel® modelling at Masters level and our technical models are truly impressive.
You would probably co-present at pitches with one of our health economists.
5)
Systematic review and
meta-analysis, a core element of comparative
effectiveness research.
The
candidate
·
Ideally from a consultancy or
industry background, with a good grounding in market access and health
economics
·
Driven by meeting sales targets
and motivated by success
·
A good network of North
American industry contacts
·
Tenacity at seeking out leads
and finding opportunities to present services
·
Exceptional communication
skills and the ability to present market access and health economic services
with authority and understanding
·
An organised, presentable and
approachable individual
The package
Abacus is an exceptional place to work with a very low staff
turnover. Although a company of around 60 staff, we strive to maintain our
family-centric ethos. We believe in a good work life balance and this contract,
although US-based, will be based upon our UK structure, including a holiday
package of around 28 days, rising to 30 days after 5 years. The general
remuneration package will be competitive and commensurate
with experience; bonus will be linked to sales success.
Please send your CV to simon.howard@abacusint.com
or call +44 (0)1869 241281 for an informal
discussion.
Closing date: 29th of February, 2012
