Associate Director, National Accounts

As a developer, manufacturer, and supplier of essential medicines, Hikma Pharmaceuticals USA Inc. and its affiliates’ mission is to bring Better Health. Within Reach. Every Day.® for millions of patients around the world. We are a trusted, reliable partner and dependable source of over 800 high-quality generic, specialty, and branded pharmaceutical products that hospitals, physicians, and pharmacists need to treat their patients across North America, the Middle East, North Africa, and Europe.

About the role

We are seeking a talented and motivated Associate Director, National Accounts (ADNA) for Managed Markets to join our team. In this remote role, you will build relationships, negotiate, and implement managed care strategies with key national payers including United Health/Optum/Emisar, Humana, and Prime Therapeutics. The ADNA will develop and implement coverage and reimbursement strategies to maximize patient access and optimize product coverage. This role is critical in pre- and post-launch strategy with large key payer targets, including national commercial insurers, PBMs (Pharmacy Benefit Managers), and government payer entities.

The ADNA will cover all market access channels within a large national territory and leverage existing relationships with national and regional payers across Medicare, Commercial, and Medicaid market segments. You will assess business implications of short- and long-term actions with each payer customer and influence decisions to provide patient access to Hikma’s brand and generic products.

Internally, you will inform commercial personnel of access changes or updates in account status that may impact sales, marketing, or other organizational efforts. You will also collaborate to create pull-through opportunities based on favorable formulary status of Hikma’s products.

Responsibilities

• Serve as a seasoned negotiator of high-value products with multiple layers of clinical and business decision-makers.
• Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment, and patient access), and pathways across payer customers.
• Deliver value propositions and educate national payer stakeholders on product and economic benefits and reimbursement.
• Align with Hikma’s goals to secure patient access with national payer/PBM organizations for current and upcoming brand and generic product launches.
• Initiate, lead, and manage relationships with national and regional payers in Medicare, Commercial, and Medicaid market segments.
• Build and utilize relationships to generate formulary access and increased demand for Hikma’s portfolio by targeting influencers and decision-makers within payer/PBM environments.
• Integrate and communicate with commercial functions (marketing, field sales, legal) to ensure market access needs are met across the organization.
• Develop and lead the implementation of account-specific business plans while collaborating with legal and market access leads on contract negotiations.
• Negotiate and pull-through with PBM downstream accounts as necessary.
• Represent Hikma’s Market Access organization professionally at national payer meetings and internally with various departmental and leadership teams.

Qualifications

• BA or BS degree required; MBA or advanced degree is a plus.
• A minimum of 3–5+ years of pharmaceutical/biotech Market Access experience with national payers/PBMs.
• A minimum of 5–10+ years of pharmaceutical/biotech industry experience.
• Established relationships with pharmacy and medical decision-makers and influencers at key national payers/PBMs.
• Strong negotiation skills and launch experience with pre- and post-PDUFA market preparation and planning.
• Experience with brand, biosimilar, and complex generic reimbursement preferred.
• Demonstrated understanding of U.S. Market Access and the levers by which Commercial, Medicare (Med D), State Medicaids, and PBMs manage various disease states.
• Proven ability to win preferred formulary status for brand products.
• Proficiency in Excel, PowerPoint, Word, and general Microsoft suite software.
• This is a remote position with travel expectations of 50%+.
• Minimum of 5 years in the pharmaceutical industry and at least 3 years in a decision-support leadership role.
• A minimum of 5 years in Generic, Biosimilar, and/or Brand Pharma product marketing.

Skills

• Commercial Acumen: Exceptional commercial instincts; superior strategic marketing skills. A strong command of classic and innovative marketing disciplines and techniques. A thorough understanding of the external environment, internal capabilities, competitors, and stakeholder interests.
• Strategic Mindset: Creativity in addressing strategic challenges; high intellectual curiosity and passion for learning; thinks out-of-the-box; asks the right questions; seeks expert opinions and insights; applies innovative ideas and takes measured risks.
• Collaboration Skills: Works effectively in a team-based organization; collaborates cross-functionally; builds alignment around key objectives; exercises influence at all levels; readily builds consensus and achieves agreement on key priorities.
• Presentation Skills: Develops and delivers concise, relevant, and well-supported briefings; adapts presentation style to the audience; possesses the knowledge, credibility, and maturity to influence senior management.
• Integrity: Unquestioned integrity and strong business ethics; leads by example; demonstrates a strong commitment to company values and culture; displays a positive attitude and energizes colleagues and partners.

Pay

Base Salary: $121,000 to $185,000 annually. Compensation will be determined during the interview process based on work location, prior experience, job-related knowledge, relevant skills, and market factors.

Benefits

• Annual performance bonus, commission, and share potential.
• Auto-enrollment in a Hikma-sponsored 401(k) program at a pre-tax contribution rate of 4% of eligible pay, with a 100% match of the first 6% of eligible pay contributed.
• A generous paid time off (PTO) bank starting with 20 days (prorated based on hire date), plus additional days granted upon reaching work milestone anniversaries.
• 3 personal days (prorated based on hire date).
• 11 company-paid holidays.
• Comprehensive benefits including health, dental, vision, mental health, disability, life insurance, and prescription drug coverage, along with a variety of voluntary benefits.
• Employee discount program.
• Wellbeing rewards program.
• Career advancement and growth opportunities.
• Tuition reimbursement.
• Paid maternity and parental leave.

Eligibility requirements apply to some benefits and depend on job classification, role, and length of employment. Benefits are subject to change as well as specific plan or program terms.