Director, National Accounts

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

📋 Description

• Spearhead the development and adoption of strategic accounts to enhance formulary access, achieve organizational alignment, boost utilization growth, and establish long-term institutional partnerships for Osteal’s offerings.

• Create and implement enterprise-level account strategies that align with corporate goals, focusing on high-value health systems, integrated delivery networks (IDNs), and academic medical centers.

• Coordinate account-specific access strategies, collaborating cross-functionally to influence formulary inclusion, optimize reimbursement processes, and ensure seamless integration into clinical protocols and electronic health record (EHR) workflows across key institutions.

• Cultivate and influence relationships with senior stakeholders (including pharmacy, Pharmacy and Therapeutics [P&T], antimicrobial stewardship, finance, and executive leadership) to shape institutional decision-making and expedite access.

• Conduct impactful pre-commercial engagements, such as Pre-Approval Information Exchange (PIE), budget impact modeling (BIM), and clinical dossiers to educate stakeholders and proactively position the product prior to launch.

• Convert clinical and economic evidence into persuasive value narratives tailored to various stakeholders (clinical, financial, and administrative) to facilitate access and adoption decisions.

• Collaborate closely with Sales and Field Reimbursement teams to align strategies, coordinate execution, and ensure that access success translates into effective pull-through and patient access.

• Monitor and drive performance against access and adoption goals, continually refining strategies based on insights from accounts and market dynamics.

• Identify and prioritize significant opportunities to enhance formulary positioning and ensure effective pull-through following access victories.

⛳️ Requirements

• Bachelor’s degree is required; an advanced degree is preferred.

• 8+ years of proven experience in market access and hospital-based account management with demonstrated commercial success.

• Proven track record in product adoption within complex stakeholder environments, including hospital systems and integrated delivery networks, and driving usage through protocol and order set development.

• Executive presence and a history of engaging with high-level executives in health systems.

• Ability to juggle multiple priorities and excel in a fast-paced, evolving environment.

• *Preferred Qualifications*

• Extensive knowledge of U.S. healthcare reimbursement and access dynamics, including inpatient Diagnosis-Related Groups (DRGs), bundled payments, value-based care models, and financial decision drivers in hospitals.

• In-depth understanding of the complete reimbursement continuum; coding, coverage, and payment across inpatient and outpatient settings and all major payer segments.

• Strong financial and business acumen, capable of analyzing total cost of care, assessing economic impact, and translating insights into actionable account strategies.

• Executive presence with advanced influencing skills, able to engage and align senior stakeholders across health systems, payer organizations, and internal leadership.

• Expert understanding of payer policy, market access strategies, and evolving reimbursement landscapes, with the ability to anticipate and respond to changes in policy and market conditions.

• Strategic thinker with strong analytical skills, capable of developing, operationalizing, and adapting complex account plans in dynamic environments.

• Proven success in launching specialty products, preferably in oncology, orthopedics, infectious disease, or other complex, hospital-based therapeutic areas.

• High level of agility and resilience, with the ability to function effectively in ambiguous situations, rapidly reprioritize, and drive progress in a fast-paced, pre-commercial or startup environment.

🏝️ Benefits

• 100% of health insurance premiums covered by OstealTx for employees and their dependents.

• Dental and vision insurance provided.

• Short-term and long-term disability insurance fully paid by OstealTx.

• 401(k) options available (Regular and Roth).

• Holiday pay and paid time off (PTO).

• Competitive compensation package: ($220,000 - $260,000) plus bonus and equity.