Market Access Lead, National Accounts

About the role

The Market Access Lead, National Accounts will report directly to the VP of Market Access and be part of the larger Access Team at Tolmar. The role requires deep expertise and a successful track record in engaging and contracting with public and private payors, leveraging existing relationships with formulary and purchasing decision-makers across National/Regional Commercial, Medicare, Medicaid, Federal, Veterans Administration, PBM, Payer IDNs, and Pathway accounts, while also building new relationships as needed. This position is part of a high-performing, diverse team aligned with the organization’s goals and vision.

Responsibilities

• Deliver Tolmar’s strategic goals and optimize patient access across all channels for current and future products in the pipeline, ensuring rapid access, successful policy development, and effective corporate branding in the payer space.
• Establish effective business partnerships with payer accounts and maintain multi-touch points at strategic payer accounts, including the C-suite level, to communicate the value of Tolmar’s products.
• Navigate payer organizations to build relationships with key decision-makers and potential influencers.
• Develop and grow business partnerships and ensure profitable formulary acceptance of Tolmar products to achieve performance goals within assigned accounts.
• Seek opportunities for synergy and partnership to achieve both Tolmar and customer goals through active and transparent customer planning.
• Drive programs and initiatives that increase customer and patient access.
• Develop, maintain, and execute account business plans that align with Tolmar’s business needs.
• Stay well-versed in the payer, reimbursement environment, and distribution to contribute to Tolmar’s product strategy.
• Collaborate with strategic account field operations and initiatives with Medical Affairs, Pricing, Marketing, Patient Services, and Sales to develop strategy, tactical plans, and account pull-through plans.
• Ensure all activities are conducted with the highest degree of ethics, legal compliance, and adherence to standards.
• Provide timely and compliant administrative reporting.
• Attend Point of Action meetings and National Sales meetings.
• Attend national payer conferences (e.g., Asembia, AMCP, Medicaid, PCMA, Evernorth, Prime).

Core Values

• Center on People: Support the well-being of patients and employees, engaging and growing together through knowledge and partnership.
• Are Proactive & Agile: Embrace a culture of engagement and action, adapting swiftly to change and driving extraordinary outcomes.
• Act Ethically: Conduct business with ethical, compliant, and socially aware practices, fostering diversity, equity, inclusion, and sustainability.
• Constantly Improve: Collaborate to improve products, systems, processes, and services by reducing waste, increasing efficiency, and enhancing quality.
• Are Accountable: Think, act, and communicate with honesty and transparency, taking ownership of work, actions, and outcomes while delivering the best.

Key Competencies

• Deep knowledge of the U.S. pricing and reimbursement landscape for pharmaceutical products, including commercial, federal, and state payer programs.
• Ability to creatively solve problems with urgency.
• Proven ability to build and maintain external relationships for mutual benefit.
• Ability to develop and execute strategies from incomplete and ambiguous information.
• Strong people and organizational skills, with excellent written and verbal English communication.
• Team player, collaborator, flexible, and highly adaptive to change.
• Passion for serving patients and addressing unmet medical needs.

Requirements

• Minimum of 5+ years of experience negotiating contract terms, assessing risks across scenarios, and anticipating customer and competitor responses.
• Experience with formulary access, reimbursement, pricing, contract negotiations, and policy development.
• Significant experience with national and regional direct account management across multiple customer types.
• Proven long-term relationships with payers (commercial/government), distribution and trade (specialty pharmacy), and healthcare systems.
• Strong understanding of the pharmaceutical regulatory/legal environment and compliance requirements for interactions with healthcare professionals (e.g., PhRMA Code).
• Excellent written and verbal communication skills with the ability to present complex technical information clearly and concisely to diverse audiences.

Preferred Qualifications

• Experience with rare and specialty diseases, especially in a launch setting.
• Contracting experience in rare diseases and pharmacy benefit management.

Working Conditions

This is a field-based position requiring up to 50–75% travel within North America.

Pay

The expected pay range for this position is between $165,000 and $220,000 per year at commencement of employment. Final compensation may vary based on qualifications, experience, geographical location, and other factors.

Benefits

• Competitive and inclusive medical, dental, and vision coverage options.
• Flexible Spending Accounts for medical and dependent care expenses.
• HSA through a High-Deductible Health Plan (HDHP).
• CompleteCare reimbursement for eligible health care expenses and premiums under alternate group health coverage.
• Generous 401(k) match: 100% of contributions up to the first 6% of compensation and 50% from 7%–12% (capped at 9% of total compensation).
• Tolmar-paid Life, Long-Term Disability (LTD), and Short-Term Disability (STD) insurance, plus voluntary benefit options.
• Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services.
• Adoption and family-planning benefits, including Fertility and Family Forming Benefits.
• Generous paid time off, including vacation, sick time, holidays, and volunteer time for community participation.
• Discretionary year-end shutdown.