National Account Director - Northeast / North Atlantic

About the role

The National Account Director (NAD) will serve as a strategic leader within the Market Access organization, responsible for driving awareness and regional strategies for late-stage investigational products and future label expansions across the acute care and health system environment.

Primary responsibilities

• Serve as the primary corporate account lead for targeted organized customers and decision-makers for priority IDNs
• Develop and execute national account strategies across IDNs, academic medical centers, large health systems, and individual cancer centers
• Engage with pharmacy leadership, supply chain, finance, population health, quality, and clinical stakeholders to support access objectives
• Lead strategic engagement plans focused on improving formulary access, operational readiness, reimbursement optimization, and financial adoption
• Support development and execution of health system and organized customer contracting strategies
• Collaborate with Pricing, Trade, and Contracting teams to evaluate customer opportunities and optimize access positioning
• Provide strategic input on payer and provider dynamics impacting product adoption and utilization
• Identify barriers to product adoption and develop customized solutions aligned with customer operational and financial objectives
• Collaborate cross-functionally with Market Access, Sales, Medical Affairs, Trade, HEOR, Compliance, Legal, Finance, and Patient Services teams to ensure coordinated customer engagement
• Lead compliant PIE engagements with health systems, IDNs, and organized customers to support awareness and planning for upcoming launches or label expansions
• Deliver clinical, economic, and operational value messaging within FDA and compliance guidelines
• Educate stakeholders on anticipated product impact, reimbursement pathways, coding considerations, and implementation planning
• Partner with internal stakeholders to ensure PIE materials and communication strategies are accurate, compelling, and compliant
• Develop and present sophisticated budget impact analyses, pro forma models, and economic value assessments tailored to institutional customers
• Quantify financial implications associated with acquisition cost, reimbursement, site-of-care economics, infection reduction, readmission reduction, operational efficiencies, and patient outcomes
• Maintain deep expertise in hospital and health system revenue cycle operations, including:
• Coding and billing pathways
• DRG/APC reimbursement
• NTAP/pass-through payment mechanisms
• Buy-and-bill economics
• Specialty pharmacy and medical benefit reimbursement
• Charge capture and claims adjudication
• Serve as a consultative resource to customers on reimbursement optimization and operational implementation
• Identify reimbursement risks and proactively develop mitigation strategies
• Partner closely with HUB services and patient support teams to optimize patient onboarding, benefit verification, prior authorization support, financial assistance, and therapy access
• Ensure institutional stakeholders understand available support services and operational workflows
• Provide customer feedback to enhance HUB program effectiveness and customer experience
• Develop comprehensive national account plans including stakeholder mapping, opportunity identification, financial analyses, and access strategies
• Drive execution against account objectives, performance metrics, and pull-through initiatives
• Maintain accurate account documentation, forecasting, and reporting

Skills & requirements

• Strong understanding of payer and provider economics within both inpatient and outpatient settings
• Proven ability to engage and influence executive-level stakeholders
• Strong analytical, financial modeling, and presentation skills
• Excellent cross-functional leadership and collaboration capabilities

Qualifications

• Bachelor’s degree required; advanced degree (MBA, MPH, PharmD, MS, or related discipline) preferred
• Minimum 8–12 years of experience in pharmaceutical, biotech, specialty pharmacy, healthcare consulting, or market access environments
• Significant experience working with:
• IDNs
• Academic medical centers
• Organized health systems
• Institutional customers
• Willingness to travel as needed (up to 50%), including overnight(s) for customer meetings, in office (NJ and Chicago) and assigned conferences