Director, National Accounts

Accountabilities: Develop and execute national market access strategies with commercial payers and large regional accounts to support successful product launches and long-term patient access. Build and maintain relationships with key stakeholders across strategic payer organizations, including senior executives, decision-makers, and influential partners. Navigate complex payer structures and affiliated subsidiaries to understand their services, programs, and potential impact on relevant therapeutic categories. Prioritize strategic accounts using market data, customer intelligence, and commercial opportunities. Secure timely product reviews, favorable coverage decisions, and formulary positioning that supports access comparable to leading branded therapies in relevant categories. Develop tailored strategic business plans for each priority account, aligned with broader commercial objectives. Partner with Medical Affairs and Value and Access teams to communicate product value propositions and health economics and outcomes research (HEOR) evidence effectively. Identify, assess, negotiate, and manage contracting opportunities in line with organizational objectives, overseeing the process from initiation through execution. Conduct ongoing contract management, including quarterly business reviews and return-on-investment assessments. Analyze sales trends, competitive activity, and local market conditions to identify opportunities for improved access and commercial performance. Collaborate with regional sales directors and representatives to address access barriers and implement coordinated pull-through strategies. Support field training on market access, reimbursement, and related topics. Share payer insights and market intelligence with Market Access, Medical Affairs, Patient Services, and other relevant internal teams. Represent the organization at key industry conferences, including AMCP, Asembia, and PCMA. Develop short- and long-term functional objectives aligned with broader business strategies and plans. Prepare and manage budget proposals and approved budgets in accordance with financial policies and operating plans. Recruit, lead, coach, develop, and evaluate direct reports, where applicable, while promoting accountability and professional growth. Ensure compliance with organizational policies, ethical standards, and applicable business conduct requirements. Undertake additional responsibilities as required. Requirements: Bachelor's degree required; an advanced degree is considered an advantage. 10–12 years of experience in market access within the biotechnology or pharmaceutical industry. At least 5 years of experience managing or engaging with national payer accounts. In-depth understanding of payer and pharmacy benefit manager (PBM) economics, including the key commercial drivers and challenges shaping the U.S. healthcare landscape. Strong knowledge of payer organizations, formulary decision-making, coverage strategies, contracting, and reimbursement dynamics. Demonstrated ability to develop and execute strategic account plans that secure favorable access and support commercial objectives. Strong analytical capabilities, with the ability to interpret market and account performance data and translate insights into effective business strategies. Ability to identify the right questions, work effectively with analytical teams, and use data to guide account prioritization and decision-making. Excellent relationship-building, negotiation, communication, and stakeholder management skills, including the ability to engage senior payer executives. Strong cross-functional collaboration skills and the ability to influence stakeholders across Commercial, Medical Affairs, Value and Access, and field teams. Strategic thinking, sound business judgment, and the ability to operate effectively in a fast-paced, evolving environment. Willingness and ability to travel for customer meetings, industry conferences, and occasional international business needs. Benefits: Annual base salary range of $236,708–$260,200. Eligibility for a target annual bonus. Stock options and equity participation. Medical, dental, and vision insurance. Short-term and long-term disability coverage. Accidental death and dismemberment insurance and life insurance. Employee Assistance Program (EAP). Business travel insurance. Retirement savings program with employer matching contributions. Vacation, personal days, and sick leave. Company-wide end-of-year shutdown. Professional development opportunities through an expanding training and learning program. Tuition assistance for advanced degree studies.