Director, National Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement national strategic account plans targeting major gastroenterology super groups and management services organizations.

• Build and sustain relationships with executive leadership, practice administrators, operational leaders, pharmacy and dispensing heads, and key decision-makers at headquarters.

• Act as the primary company liaison for enterprise-level interactions with designated GI super groups.

• Comprehend organizational structures, governance, business models, affiliated practices, dispensing capabilities, decision-making processes, and strategic priorities.

• Identify avenues to enhance patient access, streamline treatment and referral pathways, and tackle enterprise-level operational challenges.

• Create account-specific objectives, stakeholder maps, engagement strategies, and implementation plans.

• Coordinate corporate-level initiatives across various practices, markets, or regions.

• Evaluate access, reimbursement, distribution, dispensing, and patient-support requirements.

• Engage with customer leadership on topics related to patient access, practice economics, reimbursement, dispensing models, specialty pharmacy pathways, and operational implementation.

• Collaborate with Market Access and Patient Services to resolve account-specific access and reimbursement issues.

• Provide customer insights and market intelligence to guide company strategy, resource allocation, and program development.

• Support GPO and enterprise contracting processes, including contract assessment, implementation, communication, and performance monitoring.

• Ensure all contracting activities are in compliance with company policies and relevant legal, regulatory, and compliance standards.

• Align headquarters-level account strategies with regional and local field execution.

• Communicate enterprise decisions, initiatives, access pathways, and contractual agreements to field stakeholders.

• Collaborate with Medical Affairs, Marketing, Commercial Excellence, Patient Services, Trade and Distribution, Legal, Finance, Sales, and Market Access.

• Lead internal account reviews and maintain cross-functional alignment.

• Achieve strategic account goals and performance metrics.

• Maintain account plans, stakeholder maps, opportunity assessments, and engagement documentation.

• Monitor account developments and provide forecasts regarding opportunities, risks, organizational changes, and implementation needs.

• Assess enterprise programs and propose necessary adjustments.

• Exercise business and financial judgment when evaluating strategic investments, customer initiatives, and contracting opportunities.

• Operate in adherence to company policies and legal and regulatory requirements.

⛳️ Requirements

• Bachelor’s degree is required.

• An advanced degree in business, healthcare administration, life sciences, or a related field is preferred.

• A minimum of 8–10 years of experience in pharmaceuticals, biotechnology, specialty pharmaceuticals, healthcare organizations, market access, or strategic account management.

• Experience in supporting a pharmaceutical product launch and early commercialization is highly preferred.

• Familiarity with specialty pharmaceutical products, 505(b)(2) products, and/or drug-delivery devices is preferred.

• At least 5 years of experience managing national or enterprise-level provider organizations, specialty-practice groups, MSOs, GPOs, or other intricate healthcare accounts.

• Direct experience with gastroenterology super groups, physician-practice management organizations, or specialty-provider networks is strongly preferred.

• Established connections with large GI organizations and their executive or administrative leadership are highly desirable.

• Experience working with Group Purchasing Organizations, distribution, or physician-dispensing organizations is preferred.

• Proficient understanding of GPO agreements, provider contracting, pharmaceutical distribution, physician dispensing, reimbursement, and patient access.

• Proven track record of establishing executive-level relationships and influencing complex, matrixed healthcare organizations.

• Ability to translate national account strategies into clear implementation plans for field and cross-functional teams.

• Strong comprehension of the respective roles of strategic accounts, market access, and field sales, with a demonstrated history of successful collaboration across these functions.

• Strong business and financial acumen, including the capability to evaluate account opportunities and contracting considerations.

• Excellent interpersonal, presentation, negotiation, and written and verbal communication abilities.

• Demonstrated capacity to lead cross-functional initiatives without direct authority.

• Ability to manage a limited number of complex, high-value national accounts independently and accountably.

• Willingness to travel approximately 50–70% of the time.

🏝️ Benefits

• Approximately 50–70% travel, primarily for customer headquarters meetings, national account engagement, field coordination, industry conferences, and internal planning sessions.

• Remote work arrangement.