Senior Director of National Accounts

About the role

The Senior Director of National Accounts is responsible for maintaining open commercial formulary access for inline portfolio products and achieving access for launch brands. This role involves developing relationships with key external customers through an account team deployed against national accounts. With an expanded focus on the public sector (e.g., Medicaid), knowledge of state-specific dynamics, formulary management activities, and maintaining access is critical.

Strong leadership of direct reports and collaboration across Market Access Accounts, Strategic Pricing and Contracting, Marketing, Sales, Finance, Legal, and Operations are essential. The Senior Director will work closely with the US Market Access team to develop action plans and educate internal stakeholders on channel strategies aligned with brand business objectives. Cross-functional leadership related to payer RFPs, including engagement at pricing committee reviews, is a key aspect of this role. The Senior Director ensures the voice of the CSL customer is represented in all brand or portfolio business opportunities.

Responsibilities

• Provide input and customer segment perspective into the development of market access (payer/channel) strategies for all key brands.
• Contribute to brand value platform development and ensure account managers are informed and trained on delivering the value proposition/core messaging to CSL accounts.
• Maintain a clear understanding of brand business objectives with a focus on channel optimization.
• Build and maintain relationships with external CSL customers, including commercial and public sector payors and aligned specialty pharmacies.
• Drive profitable access for CSL brands across all relevant payors within approved guidelines.
• Monitor the external environment, customers, and competitors to identify opportunities for brand differentiation and access enhancement.
• Own account deployment decisions, account strategies, account-level business plan development, and NAD direction to drive CSL business.
• Participate in the Contract Review Committee and Pricing Committee, collaborating on recommendations with US Market Access, Finance, Legal, and Marketing.
• Work with internal and external business partners to ensure account-specific objectives are achieved.
• Develop and maintain industry contacts to obtain environmental, competitive, and product-specific insights.
• Build and maintain customer relationships to create a foundation for new business opportunities.
• Maintain a dynamic team with clear development plans and enhance cross-discipline assignments to build business competencies for future leaders.
• Work closely with the Executive Director of MAA to foster a culture of innovation and creativity while leading with integrity.

Requirements

• B.A. or B.S. Degree required; MBA or other advanced degree preferred.
• 12-15 years of experience in the biotech industry, preferably in rare and orphan disease medicines.
• 5+ years of payer experience, including channel account management.
• Experience in pharmaceutical product marketing and/or sales.
• Prior success in leading, managing, and developing teams, including remote personnel.
• Demonstrated success in achieving formulary coverage for branded specialty products.
• Demonstrated success with account management across channels, including specialty pharmacies, GPOs, integrated health systems, and payers.
• Knowledge of relevant legal, compliance, and regulatory requirements.

Skills

• Proven ability to provide strategic input into access strategies and implement tactical plans of action, including pricing and contracting strategies aligned with brand business objectives.
• Strong leadership, planning, decision-making, and problem-solving skills with a focus on delivering results.
• Proven record of success working with cross-functional teams; ability to educate and influence multiple levels of an organization.
• Strong attention to detail combined with the ability to recognize issues in the context of higher-level policies and regulations.
• Strong interpersonal and peer leadership skills to influence without authority; ability to work cross-functionally in a highly dynamic environment with a high sense of urgency.
• Excellent written and verbal communication skills.
• Proficient in Microsoft Office.
• Ability to travel up to 50%.

About CSL Behring

CSL Behring is a global biotherapeutics leader driven by our promise to save lives. We focus on serving patients’ needs by using the latest technologies to discover, develop, and deliver innovative therapies for people living with conditions in immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. We use three strategic scientific platforms—plasma fractionation, recombinant protein technology, and cell and gene therapy—to support continued innovation and refine ways to address unmet medical needs.

CSL Behring operates one of the world’s largest plasma collection networks, CSL Plasma. Our parent company, CSL, headquartered in Melbourne, Australia, employs 32,000 people and delivers lifesaving therapies to people in more than 100 countries.

Benefits

For more information on CSL benefits, visit How CSL Supports Your Well-being.