April 10–12, 2018InterContinental Miami • Miami, FL

Register for this and future events at drgconferences.com

The position of managed care account manager has changed dramatically over the years. The days of on-the-job training have long passed. 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 appreciates how products affect their bottom line.

The big question is: How do you help relatively new account managers (let’s say those on the job for 0–12 months) access the payers that are critical to your company’s success? These new hires are dealing with complexities that can overwhelm them: Reimbursement strategies, benefit designs, formularies, multiple decision-makers, interventions, incentives—the list goes on!

We have designed a practical, comprehensive training program that familiarizes account managers with their responsibilities. Account managers will learn from our outstanding faculty, made up of their customers and experienced consultants. They will take away the knowledge, techniques, and confidence to successfully work with their managed care accounts.

Welcome

Program Faculty

Attendance is limited to ensure maximum participation. Please register early.

Jim T. Kenney, Jr, RPh, MBAManager, Specialty and

Pharmacy ContractsHarvard Pilgrim Health Care, Inc

Mark GarnettVice President, SalesCigna-HealthSpring

Patrick W. FinnertyOwner, PWF Consulting

Former Director, Department of Medical Assistance, State of Virginia

Rebecca WallerManager,

Market Access Knowledge DRG

Adaora Oraefo, PharmD, RPh, MSCR

AO Consulting Group LLCPharmacy Associate Director

UnitedHealth Group

Neil B. Minkoff, MDChief Medical Officer

EmpiraMed, Inc

Atheer Kaddis, PharmDExecutive Vice President, Sales

and Strategic AlignmentDiplomat Specialty Pharmacy

© 2018 Decision Resources, LLC. All rights reserved. Confidential.

Tuesday, April 10, 2018—Day 1Registration and Breakfast

Break

Break

Lunch

Opening RemarksDecision Resources Group

Day 1 Wrap-UpDecision Resources Group

Networking Reception

Follow the DollarJim T. Kenney, Jr, RPh, MBAManager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care

• Focus on payers: Employers, health plans, pharmacy benefit managers (PBMs), and patients• Distributors and their pressure points• Role of providers and hospital systems• Product, dollar flows for retail/specialty drugs

Essentials for Success in Specialty PharmacyAtheer Kaddis, PharmDExecutive Vice President, Sales and Strategic Alignment | Diplomat Specialty Pharmacy

• Why manufacturers use/choose specialty channels• Key influencers within specialty pharmacy• How to effectively partner with specialty pharmacy• Prevalence, trends on the medical benefit side• The future of specialty pharmacy—staying ahead of the curve

The Pharmacy BenefitJim T. Kenney, Jr, RPh, MBAManager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care

• Role of the PBM• Formularies• Role of the pharmacy and therapeutics

(P&T) committee

• Cost-containment measures• Pharmacy intervention programs• Generic drug overview

An In-Depth Look at MedicareMark Garnett, Vice President, Sales | Cigna-HealthSpringAdaora Oraefo, PharmD, RPh, MSCR, Pharmacy Associate Director | AO Consulting Group LLC

• Medicare program components• Medicare Part D benefit design trends• Medicare Advantage

7:30–8:30 am

8:30–8:45 am

8:45–10:15 am

10:15–10:30 am

10:30 am–12:00 pm

12:00–1:00 pm

1:00–2:30 pm

2:30–2:45 pm

2:45–4:45 pm

4:45–5:00 pm

5:00–7:00 pm

• Medicare Star quality program• Part D contracting

© 2018 Decision Resources, LLC. All rights reserved. Confidential.

Wednesday, April 11, 2018—Day 2Breakfast

Break

Break

Lunch

Day 1 ReviewDecision Resources Group

Account Management: A Look at the FutureNeil B. Minkoff, MDChief Medical Officer | EmpiraMed, Inc

• US healthcare policy• The payer landscape• Merger mania

Day 2 Wrap-UpDecision Resources Group

Pricing and ContractingJim T. Kenney, Jr, RPh, MBAManager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care

• Contracting in a multi-tier formulary• Contracting with specialty pharmacy• Market share requirements

Pricing and Contracting (cont.)Jim T. Kenney, Jr, RPh, MBAManager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care

• Contracting in a multi-tier formulary• Contracting with specialty pharmacy• Market share requirements

Strategic Account Planning and ManagementRebecca WallerManager, Market Access Knowledge | DRG

• Developing superior account plans• Leveraging best resources

Mock P&T CommitteeJim T. Kenney, Jr, RPh, MBAManager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care

• Decision-making process• Key players

7:30–8:30 am

8:30–8:45 am

8:45–10:00 am

10:00–10:15 am

10:15 am–12:00 pm

12:00–1:00 pm

1:00–2:30 pm

2:30–2:45 pm

2:45–3:45 pm

3:45–4:45 pm

4:45–5:00 pm

• Understanding the process• Formulary acceptance/rejection

• Identifying key strategic stakeholders• Best practices in customer engagement

• Market access winners and losers• Audience predictions

• Rebate terms• Understanding the customer

• Rebate terms• Understanding the customer

© 2018 Decision Resources, LLC. All rights reserved. Confidential.

Thursday, April 12, 2018—Day 3Breakfast

Closing RemarksDecision Resources Group

Break

Day 2 ReviewDecision Resources Group

Effectively Working in Today’s State Medicaid ArenaPatrick W. FinnertyOwner | PWF Consulting Former Director | Department of Medical Assistance, State of Virginia

• Trends and issues• Preferred drug list issues and developments

Navigating the Medicaid AgencyPatrick W. FinnertyOwner | PWF Consulting Former Director | Department of Medical Assistance, State of Virginia

• Managed care vs fee-for-service• Understanding rebates

Healthcare ReformNeil B. Minkoff, MDChief Medical Officer | EmpiraMed, Inc

• Where Affordable Care Act reforms stand today• Potential changes to the health insurance marketplace• Administration approach to the role of the Centers for Medicare & Medicaid Services

(CMS) and demonstration projects

7:30–8:30 am

8:30–8:45 am

8:45–9:30 am

9:30–10:00 am

10:00–10:15 am

10:15–11:15 am

11:15–11:30 am

• Legislative issues• Managing pharmaceutical costs

• Utilization management• Leveraging Medicaid contacts

© 2018 Decision Resources, LLC. All rights reserved. Confidential.

Individual Registration

Fee: $3,295

Your registration fee includes:• “Getting Ready for Account Management

Training: A Primer on the Basics,“ an interactive PDF pre-read

• Customizable Managed Markets Survival Kit

• PDFs of the presentations

• Breakfast, lunch, and refreshment breaks daily

• Evening networking reception

Registration Information:• All cancellations are subject to a $200

cancellation fee

• No refunds will be granted after March 23, 2018

• Canceled registrations and/or no-shows will not be carried over to future programs

Discounts

Early-Bird Special

Take advantage of the $500 discount by registering on or before Wednesday, February 28. The early-bird special rate is only $2,795 per attendee.

Group Discount Rates

Register 3 or more colleagues and take advantage of special group pricing. The more colleagues that register, the more you save!

About the InterContinental Miami Discover a new dimension of sophisticated elegance at InterContinental Miami. Set in the heart of downtown Miami‘s thriving financial and business district, the hotel offers richly appointed accommodations and breathtaking views of Biscayne Bay.

We are pleased to offer a group rate of $250 per night for AMT attendees. Reserve your room by March 19, 2018, to take advantage of this discounted rate.

InterContinental Miami

100 Chopin Plaza Miami, FL 33131

Phone: (305) 577-1000 icmiamihotel.com

Group registration form can be found at: drgconferences.com.

Registration

Location and Accommodations

© 2018 Decision Resources, LLC. All rights reserved. Confidential.

Registrants Before March 1 After March 13–5 $2,745 $3,195

6–9 $2,695 $3,095

10+ Contact TrainingSolutions@teamDRG.com for additional group discount offers.

special

PRICElimited time

November 13–15, 2018Huntington Beach, CA

Account Management Training is a comprehensive, hands-on

training program that gives account managers the

knowledge, techniques, and confidence to successfully

work with their managed care accounts.

AMT is considered a “gold-standard” within

the pharmaceutical and biotech industry,

training over 1,000 account managers!

2018 Fall Event

SAVE the

DATE