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Understanding Health Care Reform
Program Objectives
  • Outline how access to health care will be expanded through health care reform
  • Describe major mandates of health care reform on individuals, government and private insurers, and employers
  • Review the timeline of changes outlined in the Patient Protection and Affordable Care Act and discuss how it may affect prescribing patterns
  • Explain how, when, and through what funding expansions in health care coverage will be paid and its expected effect on the deficit
  • Identify the key stakeholders who are affected through the implementation of the Patient Protection and Affordable Care Act
  • Describe the impact to each key stakeholder affected by health care reform, and how each is expected to react to these changes
  • Discuss the themes comprising the new pharmaceutical marketing and sales paradigm, and outline methods for substantiating value in a pharmaceutical product
  • Summarize the roles of generic versus branded products under the new marketing and sales paradigm
  • Identify health care reform imposed challenges to traditional sales and marketing efforts
Principles of Effective Account Management
Program Objectives
  • Define account management and describe how it relates to sales and business objectives
  • Describe the roles and responsibilities of an account manager
  • Describe the classification of customer accounts
  • Identify key players within accounts whom they should be calling on
  • Identify the methods and process for analyzing accounts
  • Identify the appropriate use and the value of a SWOT analysis
Managed Care Account Management
Program Objectives
  • Profiles the current U.S. managed care marketplace (with special attention devoted to the emerging role of specialty pharmacy)
  • Summarizes essential background information about managed care pharmacy benefits (because you have reached the account management level in your career, this course assumes that you are familiar with basic managed care concepts)
  • Describes concepts and strategies related to contracting, pricing, account planning, pull-through coordination, and negotiating
  • Highlights key aspects of the Medicare and Medicaid program that may relate to the account manager’s responsibilities
Understanding Hospital Account Management
Program Objectives
  • Identify how hospitals are organized and describe trends in hospital organization
  • Explain integrated delivery systems
  • Summarize the purpose of hospital formularies and describe the hospital formulary drug
    acceptance process
  • Discuss the hospital reimbursement process and the major players in that process
  • Identify key hospital personnel and departments important from a medical products
    selling perspective
  • Describe the steps critical for your field sales force in selling in the hospital setting
Public Payers Account Management
Program Objectives
  • Identify the four parts of Medicare and their impact on your accounts
  • Describe the Medicare Modernization Act (MMA) and its impact on your accounts
  • Describe 340B purchasing entities
  • List five ways state Medicaid programs are trying to control drug costs
  • Describe the current status of SCHIP
  • Describe the military health care system
  • List four purchasing options under the military health system
  • Summarize key points regarding the uniform formulary
  • Describe the Veterans Health Administration (VHA) system
  • Identify the key components of the VHA formulary
  • Identify and describe four TRICARE plans
  • Describe the TRICARE formulary process
  • Identify the key components of the jail and prison health care system
  • Describe the federal Bureau of Prisons formulary
  • List five critical steps when managing public payer accounts
Advanced Account Mangement
Program Objectives
  • Describe the stages of a sales call
  • Identify the phases of the selling process
  • Describe the probing process that will allow them to influence their customers
  • Explore the negotiation process
  • Identify key skills necessary to negotiate successfully
Advanced Managed Care Account Management
Program Objectives
  • Evaluate, prioritize, and target customer channels and major account types
  • Address pharmacy benefit management principles from the customer’s business
    management perspectives
  • Promote access to your products as preferred medications among your customer base
  • Apply knowledge of customer business and financial considerations when developing contracts and pull-through programs
  • Deal with coding, claims, and reimbursement issues when shaping your overall market
    development strategies
  • Address the finer points of contracting and negotiating in ways that help ensure long-term, win-win relationships between your company and its customers
  • Work with your accounts to create and manage successful pull-through campaigns in four different areas of customer need
Advanced Hospital Account Management
Program Objectives
  • Examine your role in hospital decision making
  • Negotiate with key hospital accounts
  • Partner with key hospital accounts to achieve a successful, mutually beneficial hospital
    account partnership
Managing Your Accounts in the Public Sector
Program Objectives
  • Explain how each public payer submarket manages its pharmacy benefit
  • Summarize the basic drug contracting procedures for each public payer submarket
  • Identify trends and issues that account managers must address to drive product utilization among your public payer customers
  • Identify account manager “best practices” when interacting with your public payer customers
  • Describe account management strategies and tactics that contribute to pull-through success in the public payer environment
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