Director, Payer National Accounts

About the role

The Director, Payer National Accounts is responsible for developing, evolving, and executing the strategic operating plan for key national accounts and managing the customer(s)’ business. This role serves as the single face of Fresenius Kabi for their account(s), securing profitable access for all Biopharma and Specialty products and managing the entire book of business (commercial, Medicare, Medicaid, etc.). The individual will establish key executive relationships, drive innovative business strategies, and direct cross-functional internal teams to optimize product revenue, ensure profitable access, and maximize outcomes.

Responsibilities

• Direct the customer’s access strategies for the Biopharma portfolio; negotiate product contracts and service agreements and monitor contract compliance.
• Mobilize Market Access, Medical Affairs, and Executive Leadership participation in key customer meetings.
• Direct the broad stakeholder team to achieve customer and product strategies and goals.
• Feed key customer insights and product trends to HQ personnel, shaping current and future strategies.
• Develop and implement major customer initiatives.
• Create long-term strategic customer operational plans and short-term business plans.
• Analyze and measure key business drivers and objectives, including relationship effectiveness, value proposition, and other operational and financial indicators.
• Develop detailed and compelling proposals for plan-level contracting strategies, including financial analyses (sales+/-, Medicaid impact, market share), market research, and competitive intelligence.
• Facilitate approval of proposals and sell them to the customer.
• Develop the account plan and overall account strategy, collaborating with internal stakeholders (e.g., Medical, Finance, Marketing, R&D, Outcomes Research) to align customer needs with Fresenius Kabi capabilities.
• Communicate with national commercial payers, PBMs, Medicaid, Medicare, clinical pathway organizations, payer-owned specialty pharmacies, and state government affairs regarding product distribution updates.

Requirements

• Bachelor’s degree required; Master’s degree preferred.
• Minimum 10+ years of pharmaceutical/biotech experience in sales, sales management, marketing, or national/payer accounts.
• Experience leading payer initiatives.
• Exceptional business and clinical acumen.
• Strong presentation skills: ability to clearly convey ideas to key internal stakeholders and decision-makers.
• Ability to lead within a matrix organization, leveraging both formal and informal networks.
• Strategic thinker with an understanding of key policies, practices, and procedures.
• Ability to interact with senior leaders and work across functional groups to build consensus.
• Demonstrated success in account management.
• Willingness and ability to travel frequently (auto and air).
• Must maintain all requirements for access to customer sites, including compliance with credentialing (e.g., COVID-19 and annual influenza vaccinations).
• Ability to work flexible hours and weekends to meet business/customer needs.
• Proficiency in English (speaking, reading, writing) to perform essential functions in a regulated work environment.

Pay

Salary range: $165,000 - $200,000 per year. Position is eligible for the National Account bonus plan. Final pay determinations depend on experience level, education, knowledge, skills, and abilities.

Benefits

• Medical, dental, and vision coverage.
• Life insurance and disability benefits.
• 401K with company contribution.
• Wellness program.