April 9–11, 2019 | Miami, FL

The Account Management Training (AMT) program is a comprehensive, hands-on training event designed to provide 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

Spring AMT Conference Materials

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

Come meet our fantastic faculty!

Jim T. Kenney, Jr, RPh, MBA

Former Manager, Specialty and Pharmacy Contracts

Harvard Pilgrim Health Care, Inc

Sheila Arquette, RPh

Former Director of Pharmacy

Independent Health – Regional

Currently the Executive Director

National Association of 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

Neil B. Minkoff, MD

Chief Medical Officer

EmpiraMed, Inc

Patrick W. Finnerty

Owner

PWF Consulting

Former Director, Department of Medical Assistance

State of Virginia


Agenda

Tuesday, April 9, 2019

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 | Former 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: Sheila Arquette, RPh | Former Director of Pharmacy | Independent Health – Regional | Currently the Executive Director | National Association of 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 | Pharmacy Associate Director | UnitedHealth Group
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 | Former 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, April 10, 2019

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.)
  • 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, April 11, 2019

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

Venue

InterContinental Miami

100 Chopin Plaza | Miami, FL 33131 | (305) 577-1000

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.

Hotel Discount

We are pleased to offer a group rate of $249 per night for AMT attendees. Reserve your room by March 11, 2019 to take advantage of this discounted rate. To book your hotel room, please click the button below.

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 March 15, 2019. 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 Before March 16 After March 16
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 March 22, 2019
  • Canceled registrations and/or no-shows will not be carried over to future programs