November 13–15, 2018 | Huntington Beach, CA

The Account Management Training (AMT) program is a comprehensive, hands-on training event designed to provide members of the Life Sciences Industry with the knowledge, techniques, and confidence to successfully work with their customers.

Registration 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

Fall AMT Conference Materials

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Need additional help validating your attendance at the Account Management Training program? Download our justification letter today!

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Download the program brochure, your complete guide to the event!

Come meet our fantastic faculty!

Jim T. Kenney, Jr, RPh, MBA

Manager, Specialty and Pharmacy Contracts

Harvard Pilgrim Health Care, Inc

Atheer Kaddis, PharmD

Executive Vice President, Sales and Strategic Alignment

Diplomat Specialty Pharmacy

Mark A. Garnett

President/COO

Alabama Market

Cigna-HealthSpring

Adaora Oraefo, PharmD, RPh, MSCR

Owner, Adaora Oraefo Consulting Group, LLC

Pharmacy Associate Director, UnitedHealth Group

Rebecca Waller

Manager, Market Access Knowledge

Decision Resources Group

Patrick W. Finnerty

Owner, PWF Consulting

Former Director, Department of Medical Assistance, State of Virginia

Neil B. Minkoff, MD

Chief Medical Officer

EmpiraMed, Inc


Agenda

Tuesday, November 13, 2018

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–10:15 AM Follow the Dollar
  • 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
Speaker: Jim T. Kenney, Jr, RPh, MBA | Manager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
10:15 AM–10:30 AM Break
10:30 AM–12:00 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 Kaddis, PharmD | Executive Vice President, Sales and Strategic Alignment | Diplomat Specialty Pharmacy
12:00 PM–1:00 PM Lunch
1:00 PM–2:30 PM 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: Mark A. Garnett | President/COO | Alabama Market | Cigna-HealthSpring
Speaker: Adaora Oraefo, PharmD, RPh, MSCR | Owner | Adaora Oraefo Consulting Group, LLC
2:30 PM–2:45 PM Break
2:45 PM–4:45 PM The Pharmacy Benefit
  • Role of the PBM
  • Formularies
  • Role of the pharmacy and therapeutics (P&T) committee
  • Cost-containment measures
  • Pharmacy intervention programs
  • Generic drug overview
Speaker: Jim T. Kenney, Jr, RPh, MBA | Manager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
4:45 PM–5:00 PM Day 1 Wrap-Up
Decision Resources Group
5:00 PM–7:00 PM Networking Reception

Wednesday, November 14, 2018

7:30 AM–8:30 AM Breakfast
8:30 AM–8:45 AM Day 1 Review
Decision Resources Group
8:45 AM–10:00 AM Pricing and Contracting
  • Contracting in a multi-tier formulary
  • Contracting with specialty pharmacy
  • Market share requirements
  • Rebate terms
  • Understanding the customer
Speaker: Jim T. Kenney, Jr, RPh, MBA | Manager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
10:00 AM–10:15 AM Break
10:15 AM–12:00 PM Pricing and Contracting (cont'd)
  • Contracting in a multi-tier formulary
  • Contracting with specialty pharmacy
  • Market share requirements
  • Rebate terms
  • Understanding the customer
Speaker: Jim T. Kenney, Jr, RPh, MBA | Manager, 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 T. Kenney, Jr, RPh, MBA | Manager, Specialty and Pharmacy Contracts | Harvard Pilgrim Health Care
2:30 PM–2:45 PM Break
2:45 PM–3:45 PM Strategic Account Planning and Management
  • Developing superior account plans
  • Leveraging best resources
  • Identifying key strategic stakeholders
  • Best practices in customer engagement
Speaker: Rebecca Waller | Manager, Market Access Knowledge | Decision Resources Group
3:45 PM–4:45 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
4:45 PM–5:00 PM Day 2 Wrap-Up
Decision Resources Group

Thursday, November 15, 2018

7:30 AM–8:30 AM Breakfast
8:30 AM–8:45 AM Day 2 Review
Decision Resources Group
8:45 AM–9:30 AM Effectively Working in Today's State Medicaid Arena
  • Trends and issues
  • Preferred drug list issues and developments
  • Legislative issues
  • Managing pharmaceutical costs
Speaker: Patrick W. Finnerty | Owner | PWF Consulting | Former Director | Department of Medical Assistance, State of Virginia
9:30 AM–10:00 AM Navigating the Medicaid Agency
  • Managed care vs fee-for-service
  • Understanding rebates
  • Utilization management
  • Leveraging Medicaid contacts
Speaker: Patrick W. Finnerty | Owner | PWF Consulting | Former Director | Department of Medical Assistance, State of Virginia
10:00 AM–10:15 AM Break
10:15 AM–11:15 AM Healthcare Reform
  • 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
Speaker: Neil B. Minkoff, MD | Chief Medical Officer | EmpiraMed
11:15 AM–11:30 AM Closing Remarks
Decision Resources Group
11:30 AM Box Lunch Pickup

Venue

Hyatt Regency Huntington Beach Resort & Spa

21500 Pacific Coast Highway | Huntington Beach, CA 92648 | (714) 698-1234

A Pacific sanctuary awaits at this waterfront oasis in Southern California. Indulge in fun activities, such as surfing adventures, and enjoy relaxing amenities like a 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 any of the 5 on-site restaurants and rejuvenate at Pacific Waters Spa. Enjoy an authentic So-Cal experience at this Huntington Beach hotel.

Hotel Discount

We are pleased to offer a group rate of $259 per night for AMT attendees. Reserve your room by October 15, 2018, to take advantage of this discounted rate.

Pricing

Fee: $3,295

Attendance is limited to ensure maximum participation.

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

Discounts

Early Bird Special

Take advantage of the $500 discount by registering on or before August 31, 2018. The early bird special rate is only $2,795 per attendee.

Group Registration

Register 3 or more colleagues and take advantage of special group pricing. The more colleagues that register, the more you save!
Registrants On or Before August 31 After August 31
3–5 $2,745 $3,195
6–9 $2,695 $3,095
10+ Contact TrainingSolutions@teamDRG.com for additional group discount offers.

Registration Information

  • All payments must be received prior to the program
  • 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 15, 2018
  • Canceled registrations and/or no-shows will not be carried over to future programs