ACCOUNT MANAGEMENT TRAINING

Transcription

1 AMT ACCOUNT MANAGEMENT TRAINING For the Life Sciences Industry November 17 19, 2015 Dana Point, California Register at DRG-Events.com

2 DEAR COLLEAGUE, The position of Managed Care Account Manager has changed dramatically over the years. The days of on-the-job training have been over for some time. Pharmacy Directors, Medical Directors, and other decision makers in Managed Care Organizations demand an account manager who understands their organization, contracting and pricing philosophy, and how products affect the bottom line. The big question is, how do you get a relatively new (let s say 0 12 months) account manager to successfully call on PBMs, Public and Private Payers, Specialty Pharmacy, IDNs/ACOs among other organizations that are critical to your company s success? They are dealing with complexities that can overwhelm them reimbursement strategies, benefit designs, formularies, multiple decision makers, interventions, incentives, and the list goes on! We have designed a practical, comprehensive training program, which focuses on familiarizing account managers with their responsibilities. Our knowledgeable faculty is outstanding! Your account managers will learn from their customers and experienced consultants. They will leave with knowledge, techniques, and confidence to successfully work with their managed care accounts. Attendance is limited to ensure maximum participation, so please register early. Yours in training, Tony Pinsonault Vice President, Sales Training Decision Resources Group PROGRAM FACULTY. James T. Kenney, Jr., RPh, MBA Charles Bell Director, New Business Development Express Scripts William Fleming, PharmD Segment Vice President Humana Inc. President Humana Pharmacy Solutions Jane DuBose, MBA Patrick W. Finnerty Kirby J. Eng, RPh Senior Director Market Access Knowledge Decision Resources Group PWF Consulting Former Director Department of Medical Assistance State of Virginia Executive Director, Business Development PharMedQuest

3 PROGRAM FALL 2015 TUESDAY NOVEMBER 17 7:30 AM 8:45 AM Breakfast 8:45 AM 9:00 AM Opening Remarks 9:00 AM 10:30 AM US Managed Markets Overview Jane DuBose, MBA Senior Director Market Access Knowledge Decision Resources Group Evolution of the US healthcare system Managed care trends Types of managed care organizations The impact of biotech and injectables Quality initiatives Healthcare reform update 10:30 AM 12:00 PM The Pharmacy Benefit 12:00 PM 1:30 PM Lunch James T. Kenney, Jr., RPh, MBA Role of the PBM Formularies Role of the P&T Committee Cost containment measures Biotechs and injectables Pharmacy intervention programs Generic drug overview Attendance is limited to ensure maximum participation. Register now at DRG-Events.com. 1:30 PM 3:00 PM Pricing and Contracting James T. Kenney, Jr., RPh, MBA Contracting in a multi-tier formulary Contracting with specialty pharmacy Market share requirements Rebate terms Following the rebate dollar Understanding the customer 3:00 PM 5:00 PM Effectively Working in Today s State Medicaid Arena Patrick W. Finnerty PWF Consulting Former Director Department of Medical Assistance State of Virginia Medicaid overview Trends and issues PDL issues and developments Legislative issues Managing pharmaceutical costs Navigating the Medicaid agency 5:00 PM 7:00 PM Networking Reception Managed Markets Survival Kit and Account Management Training Workbook with each registration! Each attendee will receive a complimentary data package customized to your region or accounts. This custom kit includes: Health Plan Analysis Report Market Overview 2 Decision Resources Group Executive Briefings You will also receive a copy of the Account Management Training Workbook that covers: Healthcare Marketplace Overview The Pharmacy Benefit Pricing and Contracting Relationship Building Pull-Through Specialty Pharmacy Medicare and Medicaid Negotiation Skills, Strategies, and Power Positioning

4 WEDNESDAY NOVEMBER 18 THURSDAY NOVEMBER 19 7:30 AM 8:45 AM Breakfast 8:45 AM 9:00 AM Day One Review Neil Minkoff, MD 6:45 AM 7:45 AM Breakfast 7:45 AM 8:00 AM Day Two Review Neil Minkoff, MD 9:00 AM 12:00 PM Understanding Product Reimbursement Costs 12:30 PM 1:30 PM Lunch James T. Kenney, Jr., RPh, MBA Gain an understanding of the importance of what AWP, WAC, pharmacy discount rate, dispensing fee, net cost, MAC, and ASP mean to you and your MCO customer Work through product cost calculations Pharmacy, medical & generic 1:30 PM 3:00 PM Mock P&T Committee James T. Kenny, Jr., RPh, MBA Decision-making process Key players Understanding the process Formulary acceptance/rejection 3:00 PM 5:00 PM Critical Essentials Necessary for Success in Specialty Pharmacy Charles Bell Director, New Business Development Express Scripts Kirby J. Eng, RPh Executive Director, Clinical Oncology Management Services Onco 360 The value of specialty pharmacy How specialty evolved and why manufacturers use/choose specialty channels Key influencers you need to know at the specialty pharmacy How to effectively partner with specialty pharmacy The future of specialty pharmacy staying ahead of the curve 8:00 AM 10:00 AM An In-Depth Look at Our Current Medicare System William Fleming, PharmD Segment Vice President Humana Inc. President Humana Pharmacy Solutions Medicare program components Medicare Part D The Medicare Modernization Act The Role of MA and PDP Plans The Medicare-Medicaid Relationship 10:15 AM 11:30 AM Engaging the Customer: Chief Executive (C-Suite) and Director Level (D-Suite) Selling Contrast the roles of different C-Suite and D-Suite members post-aca reform Illustrate situations in which it would or would not be appropriate to engage C-Suite and D-Suite executives Demonstrate how C-Suite and D-Suite members decision-making role and influence can be effectively leveraged to meet business objectives 11:30 AM 11:45 AM Closing Remarks 11:15 AM Box Lunch Pickup

5 REGISTRATION AMT is a comprehensive, hands-on training program that gives account managers knowledge, techniques, and confidence to successfully work with their managed care accounts. INDIVIDUAL REGISTRATION Fee: $3,795 Your registration fee includes: Account Management Training Workbook Customized Managed Markets Survival Kit Breakfast, lunch, and refreshment breaks each day About Laguna Cliffs Resort & Spa Perched atop the cliffs of Dana Point, along the beautiful Southern California coast, the Laguna Cliffs Marriott Resort & Spa provides an ocean-side escape like no other. From invigorating retreats to highly successful business conferences, you will discover rare luxuries and services to suit all of your needs. Enjoy exquisite dining, first-class accommodations, and myriad ocean activities at this exclusive AAA four-diamond resort. Evening Networking Reception Registration information: All payments must be received prior to the program All cancellations are subject to a $200 cancellation fee No refunds will be granted after November 6, 2015 Cancelled registrations and/or no-shows will not be carried over to future programs LOCATION AND ACCOMMODATION Laguna Cliffs Resort & Spa Park Lantern Dana Point, CA We are pleased to offer a group rate of $169 per night for AMT attendees. Reserve your room by October 27 to take advantage of this discounted rate. Reserve your hotel room online at DRG-events.com.

6 AMT ACCOUNT MANAGEMENT TRAINING 5 Wood Hollow Road Parsippany, NJ Decision Resources Group is a cohesive portfolio of companies that offers best-in-class, high-value information, and insights on important sectors of the healthcare industry.