Director, National Accounts - Central

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

📋 Description

• Formulate and implement pre-launch and launch-phase access strategies to establish Stoke’s footprint with key accounts.

• Act as the strategic leader for key accounts within the region.

• Create tailored action plans for each account that reduce the time from FDA approval to a favorable coverage determination.

• Cultivate payer relationships and build Stoke’s credibility with decision-makers in medical benefit policy before NDA submission, ensuring a smooth transition from approval to patient access.

• Develop multi-year access strategies that anticipate commercial cycles and competitive coverage changes, harmonizing account-level execution with a national access approach.

• Inform payers about clinical evidence, FDA labeling, treatment protocols, and health-economic data to aid coverage decisions and eliminate barriers to utilization management (such as step edits, PA criteria, and NDC blocks).

• Track medical policy language at each account and collaborate with Medical Affairs, HEOR, and Advocacy to proactively influence and respond to policy criteria.

• Engage with payer Medical Directors to secure informal guidance letters or billing instructions that bridge the gap between product launch and the assignment of a permanent J code.

• Engage and persuade policy decision-makers regarding a medical benefit product to achieve desired coverage policy results.

• Act as the company's expert on buy-and-bill reimbursement dynamics for products associated with a miscellaneous J code (J3490/J3590) while awaiting a permanent, product-specific J code.

• Educate payer medical policy teams on accurate claims submission protocols, billing unit conventions, and NDC-to-J code crosswalk requirements to reduce claim denials during the unclassified code phase.

• Promote alignment within Stoke’s commercial and field medical teams without direct reporting structures, fostering internal collaborations across Medical, HEOR, Reimbursement, Government Affairs, Legal, Trade & Distribution, and Patient Services for cohesive execution.

• Ensure effective communication and collaboration between the field reimbursement team and patient services to maintain a high approval success rate and timely patient access.

• Engage sincerely with the Dravet syndrome patient and caregiver community and integrate community insights into payer interactions in a compelling and compliant manner.

• Conduct all payer interactions in strict adherence to company SOPs, OIG guidelines, the PhRMA Code, and relevant federal and state regulations.

• Navigate the intricate challenges of a pioneering disease-modifying ASO therapy with no existing coverage precedent, devising creative and compliant pathways for access.

⛳️ Requirements

• A Bachelor's degree is required; an advanced degree (MBA, MPH, PharmD) is preferred.

• Over 15 years in the pharma/biotech industry; at least 10 years in payer account management with lead responsibility for one of the three major PBMs and National accounts.

• A demonstrated history of achieving favorable coverage results for orphan designation or rare disease products under medical benefits.

• Experience in pre-launch payer strategy—not merely maintaining established access.

• Practical experience in a miscellaneous J code (J3490/J3590) environment, including the transition to a permanent product-specific code.

• Strong understanding of managed care economics, formulary management, utilization management, and the processes of coverage policy development at national payers.

• Experience in launching products for rare pediatric or neurological diseases; CNS or epilepsy payer experience is a significant advantage.

• Familiarity with reimbursement pathways for disease-modifying therapies and gene testing as defined by payer policy.

• Experience at a company developing its commercial infrastructure for the first time—whether a startup or early commercial-stage biotech.

• Exceptional ability to influence across functions without direct authority.

• A strong passion for patient access and the impact of rare diseases.

🏝️ Benefits

• Medical, dental, and vision insurance

• Life, long-term, and short-term disability insurance

• Paid parental leave

• A 401K plan with company matching

• Unlimited vacation time

• Tuition assistance

• Participation in our Employee Stock Purchase Program (ESPP)