Senior Director of National Accounts

About the role

The Senior Director of National Accounts (National Payers and SPs) is responsible for maintaining open commercial formulary access for inline portfolio products and achieving access for launch brands. The individual must develop relationships with key external customers working through an account team deployed against national accounts. With an expanded effort into an increasingly influential public sector (e.g., Medicaid), knowledge of state-specific dynamics, formulary management activities, and the ability to maintain access will also be critical. Solid leadership for the account management direct reports as well as collaboration across Market Access Accounts, Strategic Pricing and Contracting, Marketing, Sales, Finance, Legal, and Operations will be essential for success.

The Senior Director will work closely with the US Market Access team to develop plans of action and educate key internal stakeholders on appropriate channel strategies aligned with brand business objectives. Cross-functional leadership related to payor RFPs, including effective engagement at pricing committee reviews, is an important aspect of the role. The Senior Director must ensure that 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 (payor / channel) strategies for all key brands
• Provide input into brand value platform development and ensure that account managers are informed and trained on the delivery of 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 CSL regarding brand differentiation and access enhancement
• Own account deployment decisions, account strategies, account-level business plan development, and NAD direction to drive the CSL business
• Participate in the Contract Review Committee and Pricing Committee, collaborating in the development of recommendations for consideration in conjunction 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 contacts within the industry to obtain environmental, competitive, and product-specific insight
• Build and maintain customer relationships to create a foundation for new business opportunities
• Provide strategic leadership to a high-performing Market Access Accounts team, developing talent and translating organizational priorities into effective account strategies that strengthen relationships with major commercial payers, GPOs, and government payors
• Drive organizational effectiveness and results through coaching, performance management, capability development, and a culture of accountability, collaboration, compliance, and continuous improvement
• Work closely with the ED of MAA to ensure that a culture of innovation and creativity exists while consistently leading and performing with a high level of 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 rare and orphan disease medicines
• 5+ years of payor experience including channel account management
• Experience in product pharmaceutical 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 inclusive of pricing and contracting strategies aligned with brand business objectives
• Strong leadership, planning, decision-making, and problem-solving skills; focus on delivering results
• Proven record of success in working with cross-functional teams; demonstrated ability to successfully educate and influence multiple levels of an organization
• Strong attention to detail combined with a keen 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. Focused on serving patients’ needs by using the latest technologies, we discover, develop, and deliver innovative therapies for people living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. We use three strategic scientific platforms of plasma fractionation, recombinant protein technology, and cell and gene therapy to support continued innovation and continually refine ways in which products can address unmet medical needs and help patients lead full lives.

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 its lifesaving therapies to people in more than 100 countries.

Benefits

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