National Key Accounts Executive Director (NKAED)
National Channel Strategy & Commercial Performance Ownership
Develop, and provide the strategy, vision, and direction for the national Key Account channel for TRYNGOLZA, translating broader company and franchise strategy into coordinated multi-functional objectives and a coherent, executable national account framework. Define national account tiering criteria, enterprise engagement standards, and KAM channel operating principles. Set national performance targets for formulary wins, institutional access milestones, patient identification, and pull-through execution. Monitor national performance against these objectives, identify systemic gaps, and lead strategic course corrections across the RKAD organization.
Senior People Leadership & Organizational Development
Lead, develop, and retain a team of RKADs, each accountable for a multi-state region and a team of KAMs. Establish consistent expectations for team performance, coaching standards, and talent development across the national organization. Conduct structured performance and development reviews with RKADs, assess regional execution quality, and ensure each RKAD is building depth, capability, and succession within their team. Build a high-performing, inclusive, and accountable national organization aligned with Ionis Core Principles.
National Account Strategy & Enterprise Partnership Development
Lead or sponsor direct engagement with nationally significant health system partners — including IDN C-suite executives, national pharmacy leadership, and GPO or integrated system partners — where national commercial leadership presence drives strategic impact beyond what regional leaders can achieve. Champion the development of enterprise-level institutional partnerships that advance appropriate patient access, care pathway integration, and long-term adoption of TRYNGOLZA.
Commercial Leadership Team Integration & Cross-Functional Ownership
Serve as the enterprise leader and principal advisor to executive Commercial leadership for the national KAM channel. Lead with senior partners across Market Access, Brand Marketing, Field Sales, Medical Affairs, Trade & Distribution, and Commercial Operations to develop integrated strategy, establish multi-functional objectives, and influence the policies and practices governing enterprise account engagement. Co-own the design and evolution of the One Ionis account model alongside senior cross-functional partners, ensuring coordinated field execution at every account touchpoint. Provide cohesive direction toward company goals and serve as the senior escalation and decision owner for national-level account matters requiring executive or cross-functional resolution.
National Intelligence & Strategic Insights
Synthesize field-level intelligence from across the RKAD organization — including formulary and access trends, competitive dynamics, health system decision-making patterns, and emerging patient identification barriers — into coherent national strategic insights. Assess emerging and intangible market variables, anticipate factors that may influence Ionis’s commercial strategy and position in the market, and translate national account intelligence into strategic direction and decisions for executive leadership, market access, brand strategy, field deployment, and operational planning. Serve as a primary voice of the field in national strategy forums, brand planning cycles, and commercial leadership reviews.
Channel Architecture & Operational Standards
Establish, implement, and continuously improve the enterprise account-management policies, practices, operating frameworks, standards, and tools that enable coordinated, high-quality KAM channel execution nationwide — including account planning standards, quarterly priority account reviews, CRM utilization expectations, field ride protocols, cross-functional coordination processes, and performance management rhythms. Partner with senior leaders in Commercial Operations to ensure the KAM organization is equipped with the analytics, resources, and systems needed to execute with precision and accountability.
Operational Excellence & Compliance Leadership
Champion a culture of full compliance across the national KAM organization. Ensure 100% adherence to patient privacy standards, adverse event reporting obligations, mandatory training requirements, and all applicable promotional, legal, and regulatory policies. Engage proactively with Compliance to identify and address systemic or emerging risk areas across the field organization. Model and reinforce compliant, ethical commercial behavior at every level of the team.