Director, Key Accounts

Location: Madison, New Jersey 07940, United States | Permanent, full-time position

About the Role

As Director, Key Accounts, you will lead, coach, and develop a national team of seven Key Account Executives responsible for managing high-value strategic accounts that influence product access, utilization, and patient care. You will oversee national account strategy, ensure excellence in execution, and align cross-functional resources to support customer needs while advancing LEO Pharma's business objectives.

In this role, you will serve as a strategic leader and executive escalation point for complex account opportunities and challenges. You will help drive account excellence through thoughtful customer engagement, strong business planning, and deep expertise in reimbursement, buy-and-bill, specialty distribution, infusion pathways, and healthcare economics. You will also leverage analytics, CRM insights, and market intelligence to identify growth opportunities and inform business decisions.

Responsibilities

• Lead, coach, and develop a geographically dispersed team of Key Account Executives, fostering a culture of accountability, collaboration, and high performance.
• Translate commercial, market access, and brand priorities into a national key account strategy that delivers measurable business outcomes.
• Oversee strategic account planning across IDNs, health systems, payers, specialty pharmacies, infusion centers, large physician groups, and private equity-backed healthcare organizations.
• Provide senior-level account leadership, guiding complex access, reimbursement, formulary, and customer engagement initiatives.
• Partner cross-functionally with Commercial, Medical Affairs, Market Access, Patient Services, HEOR, Finance, Legal, and Compliance teams to ensure coordinated execution and customer support.

Requirements

• Bachelor's degree in Life Sciences, Business, Pharmacy, Health Economics, or a related field (required).
• MBA, PharmD, or other advanced degree (preferred).
• 10+ years of progressive experience within the pharmaceutical, biotechnology, or healthcare industry.
• 5+ years of experience in key account management, market access, reimbursement, or another complex-account environment.
• Demonstrated experience leading and developing geographically dispersed field-based teams.
• Valid driver's license and willingness to travel 60-80%.

Preferred Qualifications

• Experience in dermatology, rare disease, specialty products, or buy-and-bill markets.
• Strong knowledge of U.S. healthcare reimbursement, Medicare Part B, 340B, specialty pharmacy, infusion pathways, and alternative sites of care.
• Demonstrated success engaging IDNs, payers, health systems, large physician groups, and other strategic healthcare accounts.
• Product launch experience and familiarity with HEOR, value-based care, and contracting principles.
• Proficiency with CRM platforms and Microsoft Office applications.

Your Team

You will lead a national team of Key Account Executives and collaborate closely with colleagues across Sales Leadership, Marketing, Market Access, Field Reimbursement, Medical Affairs, Patient Services, Trade & Distribution, HEOR, Finance, Analytics, Sales Operations, Training, Legal, and Compliance. Together, you will work to strengthen customer partnerships, remove access barriers, share strategic insights, and create a seamless customer experience that ultimately helps more patients access the therapies they need.

Pay

The base salary range for this position is $220,000 - $295,000 per year. Salary will vary based on the candidate's qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include eligibility to earn commissions/bonus based on company and/or individual performance.