Director, National Accounts

About the role

This is a field-based position covering the Eastern United States, requiring 40–50% travel. Qualified candidates must live within reasonable driving distance to a major airport.

Responsibilities

• Negotiate coverage (reimbursement) for designated products within assigned account areas through contracting and non-contracting opportunities.
• Assess and diagnose the current business environment in each key account to gain positive formulary access for the company portfolio while minimizing access restrictions.
• Call on Pharmacy Benefit Managers, National/Regional Health Plans, Select IDNs, State Medicaid, and Medicaid PBMs (e.g., Change Healthcare, Magellan).
• Leverage relationships with assigned national and regional payer customers to facilitate account management by assessing contracting options and access opportunities.
• Coordinate selling activities and customer interactions to ensure customer needs are met.
• Manage national and regional accounts to maximize sales through access with each customer.
• Optimize access for the field sales team through effective leadership, communication, and implementation of push-through and pull-through strategies.
• Develop and implement partnerships with Sales and Senior Management leaders to build a successful comprehensive business plan, including account profiles, business strategies, financial models, key results, and competitive intelligence.
• Manage resources to execute responsibilities with account and field sales pull/push-through.
• Develop, establish, and strengthen successful business partnerships with external partners and stakeholders beyond the contracting trade relations group.
• Implement approved plans and monitor execution against targets and regional sales projects.
• Develop and implement business reviews of key accounts/marketplace on a consistent basis with Regional Sales Managers (RSMs) and Commercial leadership.
• Serve as a subject matter expert (SME) and resource, collaborating closely with commercial leadership, RSMs, and Sales Representatives for accounts within their selling geography.
• Mentor identified Sales Representatives on managed care selling to drive formulary pull-through.
• Participate in key conventions, as needed (e.g., AMCP, NAMCP, PCMA, Asembia).
• Partner with Market Access Analytics and Operations Directors to assess competitive market dynamics, develop and execute contracting strategies, and optimize price/access trade-offs across commercial and government channels.
• Translate national and regional contracting decisions into actionable downstream account strategies; collaborate cross-functionally with field teams to drive formulary pull-through, address access barriers, and maximize patient reach at the account level.
• Evaluate the accounts landscape to identify and assess emerging customers; make recommendations to the Head of Market Access regarding engagement of emerging customers.

Requirements

• Bachelor’s degree and minimum 8 years of relevant experience in national accounts and/or payer marketing in the pharmaceutical, biotechnology, or related industry in positions of increasing technical and strategic responsibility, OR a combination of education and 10 years of relevant experience in the above specialties in positions of increasing responsibility.
• Strong understanding of the U.S. payer environment, including commercial managed care dynamics, Medicaid, payer marketing principles, and market access decision-making processes.
• Proven track record of building and sustaining strong relationships with key payer decision-makers, including formulary committees, pharmacy executives, and government contracting officers.
• Proven record of high ethical values and healthcare compliance.
• Demonstrated ability to translate contracting and access strategies into account-level pull-through plans.
• Ability to collaborate closely with field sales and brand teams to execute locally and deliver training.
• Demonstrated business acumen and ability to access, analyze, and present claims data, formulary positioning, and utilization trends to inform contracting and access decisions.
• Experience successfully contracting and negotiating with MCOs, PBMs, State Medicaid decision-makers/PBMs (e.g., Change Healthcare, Magellan), IDNs, and Health Systems.
• Working knowledge of federal government pricing frameworks including Average Manufacturer Price (AMP), Best Price, and Mandatory Medicaid Rebate Program (MDRP) calculations, and ability to evaluate downstream pricing implications of contracting decisions across VA/FSS, 340B, and Medicaid channels.

Pay

Anticipated salary range: $250,000 – $280,000. Base salary offered is contingent on assessment of candidate’s education and experience level relative to requirements of the position and a review of related industry standards and internal equity.

Benefits

• Bonus eligibility.
• Medical, dental, vision, and prescription insurance.
• 401K with company match.
• Life insurance.
• Paid company holidays.
• Paid time off (PTO).
• Paid volunteer time.
• Employee Resource Groups.