Matt Seltzer is a newly appointed Regional Vice President of Pharma Solutions at MMIT, working in sales and client development, and has been with the company for more than three years. As a senior account executive, he worked to develop relationships with and sell licensed solutions to clients that are emerging in the pharma industry. In his new role, Seltzer is contributing toward MMIT’s vision as we solve more business problems for pharma.
Q: What’s a typical day like for you?
A: Every day is different! In general, my day can be spent trying to identify new people to reach out to and engage, and partnering with people internally to figure out what messages might resonate with those folks. I could be having discovery calls with potential new clients to understand what their needs are, where I share a bit about who we are, and our point of view on how we partner with similar organizations. Then we’ll start listening to their specific business questions, and speak to why our clients partner with MMIT to address them.
Q: What’s exciting about MMIT’s new relationship with Zitter?
A: When we would go out and compete in the marketplace, the only time that we would get nervous is when we were competing with Zitter. When I found out that we were all “getting married” here, I was really excited, because I knew I was going to be able to learn, and it was going to allow me to provide a more compelling case as to why [clients] should partner with us. It will empower me with new tools that’ll allow me to say, “Yes, we do that.”
There’s a lot of synergy that can get created here and a lot of knowledge sharing that will happen. We’re becoming more and more confident in who we are and who we’re becoming, and how we can bring the best market access solutions to our clients.
Q: What industry trends should clients be looking out for?
A: In general, there appears to be a greater willingness for payers and PBMs to apply controls to products that historically they’ve left alone, as they look to manage their own costs. They’ve heavily managed those areas that have the largest patient populations, but now we’re seeing more management in rare and orphan diseases, within oncology in particular, and certainly within the specialty biologic space. It’s not about, “Am I covered?” It’s about, “Tell me what kinds of restrictions and requirements are in place that will allow me to get an actionable understanding of what my access is, either relative to my goals or to a competitor, or relative to other industry benchmarks.” That is a major shift that’s been happening even in the three and a half years that I’ve been here.
Q: How does MMIT stay on top of those shifts in the market?
A: In my role in particular, I have the benefit of talking to companies weeks and often months or years prior to their launch to hear what it is that they’re worried about. That’s how we learn what our solutions need to be in a year or two from now. I can say, “Hey, we’re talking to these companies and they’re not launching products until 2020 or 2021, but here are the questions they’re asking.” If they were launching today, would our products and services allow us to meet those needs? Do we need to do something different?
I think that’s one of the cool parts about my job, I get to be not just the mouthpiece for MMIT, but in many ways I get to be the eyes and ears for MMIT. I’m that periscope out there listening to the chatter of not just what current clients want, but what potential clients want, who won’t even need to be clients until a year from now.
Q: What’s your favorite part of your job?
A: In working with some of these smaller pharma accounts, I feel like I get to make a legitimate difference in the day-to-day of the people that I’m working with on the client side. When I talk to our customers or a potential client about how and why partnering with MMIT makes sense, that we have a team of people who can deliver on that, it’s something that gives me a lot of confidence. It makes the job a lot of fun because I can go in and just be myself without having to tap dance, because the vision we convey in a sales meeting closely mirrors the client’s actual experience post sale.
Q: What do you like to do outside of work?
A: I love to play golf and play my guitar, both of which I don’t have a lot of time for with my 5-year-old daughter, 3-year-old son and 11-month-old daughter. So what do I like to do? Give baths, make dinner, and make lunches! But all kidding aside, I’m a musician, I’m an avid sports fan and I love to travel.
by Carina Belles