Join us November 7 – 9, 2017 | Huntington Beach, CA

Account Management Training is a comprehensive, hands-on training program that gives account managers knowledge, techniques, and confidence to successfully work with their managed care accounts.

AMT is considered a "gold-standard" account management training solution within the pharmaceutical and biotech industry, training thousands of account managers. This level of industry-regarded training uniquely positions Decision Resources Group’s Account Management Training within the industry

Registration Includes

  • "Getting Ready for Account Management Training! A Primer on the Basics", an interactive PDF pre-read
  • Customizable Managed Markets Survival Kit
  • Breakfast, lunch, and refreshments during breaks throughout the meeting
  • PDFs of the presentations, delivered through the event app

Fall AMT Conference Materials:
Need additional help validating your attendance at the Payer MMS program? Download our customizable Justification Letter!
Download the program brochure, your complete guide to the event!
Download the DRG Conferences app on your smartphone or tablet, to conveniently access all of our event information—including presentation slides, speaker and attendee lists, and the meeting agenda!

Come meet our fantastic faculty lineup!

Neil B. Minkoff, MD

Chief Medical Officer

EmpiraMed, Inc.

Jim Kenney, Jr., RPh, MBA

Manager of Specialty and Pharmacy Contracts

Harvard Pilgrim Health Care

Atheer A. Kaddis, PharmD

Executive Vice President, Sales and Strategic Alignment

Diplomat Specialty Pharmacy

Susan Baltrus

Market Access Expert and Instructional Designer

Independent Consultant

William Fleming, PharmD

Segment President, Healthcare Services

Humana, Inc.

Patrick W. Finnerty

PWF Consulting
Former Director, Department of Medical Assistance

State of Virginia

AGENDA

Tuesday, November 7, 2017

7:30 AM–8:30 AM Registration
7:30 AM–8:30 AM Breakfast
8:30 AM–8:45 AM Opening Remarks
Decision Resources Group
8:45 AM–10:00 AM Healthcare Reform
  • Where ACA reforms stand today
  • Potential changes to the health insurance marketplace
  • Administration approach to CMS role and demonstration projects
Speaker: Neil Minkoff, MD | Chief Medical Officer | EmpiraMed
10:00 AM–10:45 AM Follow the Dollar
  • Map the flow of product and pharmacy dollar for retail-dispensed drugs
  • Map the flow of product and pharmacy dollar for specialty drugs
  • Track impacts to stakeholders along flow of product and dollar
  • Test knowledge of reimbursement terms and process
Speaker: Jim Kenney, Jr., RPh, MBA | Manager of Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
11:00 AM–12:00 PM Follow the Dollar
  • Focus on payers (employers, health plans, PBMs, and patients)
  • Distributors and their pressure points
  • Role of providers and hospital systems
  • Product, dollar flows for retail/specialty drugs
Speaker: Jim Kenney, Jr., RPh, MBA | Manager of Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
12:00 PM–1:00 PM Lunch
1:00 PM–2:45 PM The Pharmacy Benefit
  • Role of the PBM
  • Formularies
  • Role of the P&T committee
  • Cost-containment measures
  • Pharmacy intervention programs
  • Generic drug overview
Speaker: Jim Kenney, Jr., RPh, MBA | Manager of Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
3:00 PM–4:45 PM Essentials for Success in 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
Speaker: Atheer A. Kaddis, PharmD | Executive Vice President, Sales and Strategic Alignment | Diplomat Specialty Pharmacy
5:00 PM–7:00 PM Networking Reception

Wednesday, November 8, 2017

7:30 AM–8:30 AM Breakfast
8:30 AM–8:45 AM Day One Review
Decision Resources Group
8:45 AM–12:00 PM Pricing and Contracting
  • Contracting in a multi-tier formulary
  • Contracting with specialty pharmacy
  • Market share requirements
  • Rebate terms
  • Understanding the customer
Speaker: Jim Kenney, Jr., RPh, MBA | Manager of Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
12:00 PM–1:00 PM Lunch
1:00 PM–2:30 PM Mock P&T Committee
  • Decision-making process
  • Key players
  • Understanding the process
  • Formulary acceptance/rejection
Speaker: Jim Kenney, Jr., RPh, MBA | Manager of Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
2:45 PM–4:00 PM Strategic Account Planning and Management
  • Developing superior account plans
  • Leveraging best resources
  • Identifying key strategic stakeholders
  • Best practices in customer engagement
Speaker: Susan Baltrus | Market Access Expert and Instructional Designer | Idependent Consultant
4:00 PM–5:00 PM Account Management: A Look at the Future
  • US healthcare policy
  • The payer landscape
  • Merger mania
  • Market access winners and losers
  • Audience predictions
Speaker: Neil B. Minkoff, MD | Chief Medical Officer | EmpiraMed, Inc

Thursday, November 9, 2017

7:30 AM–8:30 AM Breakfast
8:30 AM–10:30 AM An In-Depth Look at Medicare
  • Medicare program components
  • Medicare Part D benefit design trends
  • Medicare Advantage
  • Medicare Star quality program
  • Part D contracting
Speaker: William Fleming, PharmD | Segment President, Healthcare Services | Humana, Inc.
10:45 AM–11:30 AM Effectively Working in Today's State Medicaid Arena
  • Trends and issues
  • PDL issues and developments
  • Legislative issues
  • Managing pharmaceutical costs
Speaker: Patrick W. Finnerty | PWF Consulting | Former Director, Department of Medical Assistance – State of Virginia
11:30 AM–12:15 PM Navigating the Medicaid Agency
  • Managed care vs fee-for-service
  • Understanding rebates
  • Utilization management
  • Leveraging Medicaid contacts
Speaker: Patrick W. Finnerty | PWF Consulting | Former Director, Department of Medical Assistance – State of Virginia
12:15 PM–12:30 PM Closing Remarks
Decision Resources Group
12:30 PM Box Lunch Pickup

VENUE

Hyatt Regency Huntington Beach Resort and Spa

21500 Pacific Coast Highway | Huntington Beach, CA 92648 | 714.698.1234


Hyatt Regency Huntington Beach Resort and Spa

A Pacific hideaway awaits at the waterfront oasis in Southern California. Discover Surf City from Hyatt Regency Huntington Beach Resort and Spa and indulge in fun activities and relaxing amenities, from surfing adventures to the lagoon-style pool. Sleep soundly in a Hyatt Grand Bed® and wake up to views of the Pacific Ocean. Savor the flavors of the coast in our five restaurants and rejuvenate at Pacific Waters Spa or in the StayFit™ Gym. Enjoy an authentic So-Cal experience at the Huntington Beach hotel.

Hotel Discount

We are pleased to offer a group rate of $239 per night for AMT attendees. Reserve your room by October 16, 2017 to take advantage of this discounted rate. To book your hotel room at the discounted rate, please click the button below.



Registration

Fee: $3,795

Attendance is limited to ensure maximum participation. Register today!

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
  • Breakfast, lunch, and refreshments during breaks throughout the meeting
  • PDFs of the presentations, delivered through the event app

Group Registration

Register 3 or more colleagues and take advantage of special group pricing.

The more colleagues that register, the more you save!

Registrants Discounts Price/Registrant
3–5 $100 $3,695
6–9 $200 $3,595
10–14 $300 $3,495
15+ $400 $3,395

Click here to download the group registration form. Email the completed form to TrainingSolutions@teamDRG.com.

Registration Information:

  • All payments must be received prior to the program.
  • If you are registering a group and would like to pay by invoice, please contact TrainingSolutions@teamDRG.com for registration information.
  • Please make all checks payable to: DR/Decision Resources, LLC.
  • All cancellations are subject to a $200 cancellation fee.
  • No refunds will be granted after October 16, 2017.
  • Cancelled registrations and/or no-shows will not be carried over to future programs.