Brochure

AMT ACCOUNT MANAGEMENT TRAINING
For the Life Sciences Industry
May 10-12, 2016
The Biltmore Hotel, Coral Gables, FL
Register at DecisionResourcesGroup.com/Events
DEAR COLLEAGUE,
The position of Market Access Account Manager has changed dramatically over the years and
will continue to evolve as we absorb the impacts of the Affordable Care Act. The days of on-thejob training have been over for some time. Pharmacy Directors, Medical Directors, and other key
decision makers at both commercial and government payer organizations demand an account
manager who understands their organization, contracting and pricing philosophy, and how
products affect their bottom-line.
The big question is: How do you get a relatively new (let’s say 0-12 months) account manager
up to speed to effectively 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—volume to value-based
reimbursement, consolidation, narrow provider networks, restrictive formularies, multiple decision makers, shared risk strategies, and
the list goes on!
We have designed a practical yet 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 take away knowledge, techniques, and the confidence to successfully work with their market access
customers.
Attendance is limited to ensure maximum participation, so please register early.
Yours in training,
Tony Pinsonault
Vice President, Market Access
DRG, Decision Resources Group
PROGRAM FACULTY
Neil B. Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc.
James T. Kenney, Jr.,
RPh, MBA
Pharmacy Operations Manager
Harvard Pilgrim Health Care, Inc.
Charles Bell
Director, New Business Development
Express Scripts
Rebecca Waller
Patrick W. Finnerty
Kirby J. Eng, RPh
Manager
Market Access Knowledge
Decision Resources Group
PWF Consulting
Former Director
Department of Medical Assistance
State of Virginia
Vice President, Business Development
PharMedQuest
William Fleming,
PharmD
Segment Vice President
Humana Inc.
President
Humana Pharmacy Solutions
PROGRAM
SPRING 2016
TUESDAY
MAY 10
7:30 AM–8:30 AM
Breakfast
12:00 PM–1:00 PM
Lunch
8:30 AM–8:45 AM
Opening Remarks
1:00 PM–2:30 PM
Pricing and Contracting
James T. Kenney, Jr., RPh, MBA
Pharmacy Operations Manager
Harvard Pilgrim Health Care, Inc.
Neil B. Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
8:45 AM–10:15 AM
• Contracting in a multi-tier formulary
US Managed Markets Overview
• Contracting with specialty pharmacy
• Market share requirements
Neil B. Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
Rebecca Waller
Manager
Market Access Knowledge
Decision Resources Group
• Rebate terms
• Following the rebate dollar
• Understanding the customer
2:30 PM–4:30 PM
• Evolution of US healthcare system
Effectively Working in Today’s State
Medicaid Arena
• Quality initiatives
Patrick W. Finnerty
PWF Consulting
Former Director
Department of Medical Assistance
State of Virginia
• Healthcare reform update
• Medicaid overview
• Payer enrollment trends
• Benefit design trends
• Drug reimbursement trends
• Trends and issues
10:15 AM–10:30 AM
Break
10:30 AM–12:00 PM
The Pharmacy Benefit
• PDL issues and developments
• Legislative issues
James T. Kenney, Jr., RPh, MBA
Pharmacy Operations Manager
Harvard Pilgrim Health Care, Inc.
• Managing pharmaceutical costs
• Navigating the Medicaid agency
5:00 PM–7:00 PM
Networking Reception
• 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
DecisionResourcesGroup.com/Events
Market Access 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
WEDNESDAY
MAY 11
THURSDAY
MAY 12
7:00 AM–8:30 AM
Breakfast
6:45 AM–7:45 AM
Breakfast
8:30 AM–8:45 AM
Day One Review
7:45 AM–8:00 AM
Day Two Review
Neil Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
8:45 AM–11:45 PM
Understanding Product
Reimbursement Costs
Neil Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
8:00 AM–10:00 AM
An In-Depth Look at Medicare
William Fleming, PharmD
Segment Vice President
Humana Inc.
President
Humana Pharmacy Solutions
James T. Kenney, Jr., RPh, MBA
Pharmacy Operations Manager
Harvard Pilgrim Health Care, Inc.
• Gain an understanding of the importance of
AWP, WAC, MAC, ASP reimbursement, and
more
• Medicare program components
• Medicare Part D
• Work through product cost calculations
• Medicare Stars
• Pharmacy versus medical benefit
• The Role of MA and PDP Plans
• The Medicare-Medicaid Relationship
11:45 PM–1:00 PM
Lunch
1:00 PM–2:15 PM
Mock P&T Committee
James T. Kenny, Jr., RPh, MBA
Pharmacy Operations Manager
Harvard Pilgrim Health Care, Inc.
10:00 AM–10:15 AM
Break
10:15 AM–11:30 AM
Engaging the Customer: Chief
Executive (C-Suite) and Director
Level (D-Suite) Selling
• Decision-making process
Neil B. Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
• Key players
• Understanding the process
• Formulary acceptance/rejection
• Contrast the roles of different C-Suite and
D-Suite members post-ACA reform
2:15 PM–2:30 PM
Break
2:30 PM–4:00 PM
Essentials for Success in Specialty
Pharmacy
• Illustrate situations in which it would or would
not be appropriate to engage C-Suite and
D-Suite executives
Charles Bell
Director, New Business Development
Express Scripts
• 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
Neil B. Minkoff, MD
Chief Medical Officer
EmpiraMed, Inc
Kirby J. Eng, RPh
Vice President, Business Development
PharMedQuest
• 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
Closing Remarks
11:45 AM
Box Lunch Pickup
REGISTRATION
AMT is a comprehensive, hands-on training
program that gives account managers
knowledge, techniques, and confidence to
successfully work with their market access
accounts.
INDIVIDUAL REGISTRATION
Fee: $3,795
Your registration fee includes:
• Account Management Training Workbook
• Customizable Market Access Survival Kit
• Breakfast, Lunch, and Refreshment breaks daily
• 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 April 29, 2016
• Cancelled registrations and/or no-shows will not be carried
over to future programs
LOCATION AND ACCOMMODATION
The Biltmore Hotel
1200 Anastasia Avenue
Coral Gables, FL 33134
(855) 311-6903
We are pleased to offer a group rate of $219 per night for AMT
attendees. Reserve your room by Monday, April 18, 2016, to take
advantage of this discounted rate.
Reserve your hotel room online at
www.DecisionResourcesGroup.com/Events.
About The Biltmore Hotel
The Biltmore dining experience has something for every taste,
from fine dining at the award-winning Palme d’Or, dinner at
Fontana—our Italian courtyard restaurant—to casual poolside at
Cascade or the 19th Hole.
AMT ACCOUNT MANAGEMENT TRAINING
For the Life Sciences Industry
5 Wood Hollow Road
Parsippany, NJ 07054