Senior Director, National Accounts
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Senior Director developing and executing national account strategy for a pharmaceutical company. Leading relationships with key healthcare stakeholders and ensuring product access and adoption.
Responsibilities:
- Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.
- Establish and manage executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, specialty pharmacies.
- Identify, prioritize, and secure formulary access opportunities that align with corporate objectives.
- Serve as the primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives.
- Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans.
- Collaborate with Pricing, Market Access, Finance, Legal, and Compliance teams to develop contract strategies and evaluate financial implications.
- Monitor payer coverage policies, competitive dynamics, and market trends to proactively adjust account strategies.
- Support pull-through initiatives to maximize access and utilization within contracted organizations.
- Lead commercial contracting and relationship management with specialty distributors, wholesalers, specialty pharmacies, and related channel partners.
- Support the design, implementation, and optimization of the company's distribution network and channel strategy.
- Partner with Supply Chain, Operations, and Finance to ensure contract performance and product availability.
- Monitor channel metrics, inventory management, and distribution performance.
- Serve as a key contributor to launch planning and commercialization efforts.
- Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning.
- Collaborate closely with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams.
- Develop processes, tools, and analytics to support national account management in a growing organization.
- Foster a culture of accountability, collaboration, customer focus, and excellence.
Requirements:
- Bachelor's degree required; advanced degree (MBA, MPH, PharmD, or related field) preferred.
- 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations.
- Minimum 5+ years of direct national account management experience with responsibility for PBMs, payers, GPOs, IDNs, or major healthcare customers.
- Demonstrated success negotiating complex payer, PBM, GPO, and/or distribution agreements.
- Experience supporting pharmaceutical product launches and commercialization efforts.
- Strong understanding of market access, reimbursement, specialty pharmacy, distribution, and healthcare contracting dynamics.
- Proven ability to influence senior executives and manage complex stakeholder relationships.
- Strong financial acumen and contract evaluation capabilities.
- Experience in a small or emerging biotechnology company environment preferred.
- Experience launching specialty, rare disease, oncology, or other high-value therapeutic products preferred.
- Existing relationships with major PBMs, national payers, GPOs, wholesalers, and specialty pharmacy organizations preferred.
- Experience building infrastructure and processes within a growing commercial organization preferred.
- Approximately 40–60% travel, including customer meetings, industry conferences, and internal planning sessions.
Benefits:
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
Similar Jobs
Director, Corporate Development
Director of Corporate Development leading M&A execution strategies at Anaqua. Responsible for managing acquisition priorities and post-close integration plans for IP management technology.
Director of Science, Water Program
Science Director providing strategic leadership for biodiversity conservation at The Nature Conservancy. Leading a multidisciplinary team to drive science and scientific collaborations in California.
Director of Development
Director of Development for The Nature Conservancy directing development functions for securing funds. Leading efforts for financial resource acquisition to support conservation goals in Arizona and beyond.
Director, Church Engagement Strategies
Director of Church Engagement Strategies providing leadership to engage Southern Baptist churches. Leading a team to deepen partnerships and drive financial support for IMB's mission.
Policy Director
Policy Director managing state and federal policy strategy for Western Landowners Alliance. Engaging stakeholders, conducting research, and representing organization to policymakers.
Director, Solutions Consulting – TripSource
Director of Solutions Consulting developing digital storytelling for BCD Travel. Collaborating with teams to align on goals and improving the digital narrative.
Director, Neuro MR
Director of Neuro MR leading a global team of Neuro MR scientists and clinical experts at GE HealthCare. Driving innovation in MR applications for neuroimaging and neuroscience to improve clinical outcomes.
Director, Worldwide Co-Sell
Director, Worldwide Microsoft Co-Sell leading Nerdio's global partnership with Microsoft. Overseeing strategy and execution of joint go-to-market efforts across the Microsoft ecosystem.
Regional APRN Director
APRN Director at LifeStance Health providing oversight and support for psychiatric clinicians. Focused on coaching, education, and ensuring clinical integrity and compliance.
Business Unit Director – Server Racks & Networking Infrastructure
Business Unit Director overseeing server racks and networking infrastructure at Jabil. Driving scalable growth and operational excellence for hyperscale, enterprise, and cloud customers.
Senior Director, Technology
Senior Director of Technology at Embark leading engineering teams through AI transformation. Responsible for building high-performing organizations and delivering innovative pet care solutions.
Senior Director, Major Gifts
Senior Director of Major Gifts leading fundraising efforts for Cleveland Clinic. Overseeing a team and developing strategies to secure philanthropic support.
Local Study Associate Director – Oncology
Local Study Associate Director managing clinical trials and Local Study Teams for Parexel in Canada. Responsible for site management, study commitments, and ensuring compliance with regulations.
Local Study Associate Director – Oncology
Local Study Associate Director leading Local Study Teams in Oncology clinical trials at Parexel. Ensuring compliance, quality, and timely delivery of study commitments at country level.
Director of Corporate Campaigns
Director of Corporate Campaigns leading nationwide corporate campaign work at Worth Rises. Focused on dismantling the prison industry through organizing and advocacy strategies.
Automation Director
Automation Director leading physical automation deployment and standards for global manufacturing network at Amcor. Responsible for driving productivity and quality improvements through automation technology adoption.
Digital Manufacturing Director
Digital Manufacturing Director implementing advanced manufacturing strategies in RPSI plants. Collaborating with stakeholders to enhance productivity and support digital transformation initiatives.
Senior Director, Endometrial Cancer Brand Lead
Senior commercial leader overseeing U.S. brand strategy and lifecycle management for endometrial cancer treatments. Collaborating across functions to ensure a high-quality launch and commercial success.
Senior Managing Director, PEGA Service Line
Senior Managing Director overseeing Pega market offerings and transformation initiatives. Driving strategy, business development, and delivery excellence for clients.
Director of Admissions
Director of Admissions overseeing clinical admissions duties and managing staff for an eating disorder treatment center. Building relationships with referral sources to ensure quality care and smooth admissions process.