Director, National Accounts – East

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

📋 Description

• Formulate and implement strategies for access during the pre-launch and launch phases, establishing Stoke's visibility with key accounts.

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

• Create tailored action plans for accounts aimed at reducing the time from FDA approval to a favorable coverage decision.

• Cultivate relationships with payers and establish Stoke's authority with medical benefit policy decision-makers before NDA submission, ensuring smooth coverage transitions from approval to patient access.

• Design multi-year access strategies that foresee commercial cycles and competitive coverage changes, balancing account-level execution with a national access approach.

• Provide education to payers regarding clinical evidence, FDA labeling, treatment protocols, and health-economic data to aid in coverage decisions and remove utilization management obstacles (such as step edits, PA criteria, NDC blocks).

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

• Actively engage with payer Medical Directors to secure informal guidance letters or billing instructions that connect launch and the assignment of a permanent J code.

• Influence policy decision-makers for a medical benefit product to achieve favorable coverage policy results.

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

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

• Foster alignment among Stoke’s commercial team and field medical team, building internal coalitions across Medical, HEOR, Reimbursement, Government Affairs, Legal, Trade & Distribution, and Patient Services to ensure cohesive execution.

• Guarantee effective communication and coordination between the field reimbursement team and patient services to enhance approval success rates and facilitate timely patient access.

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

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

• Navigate the complexities of a first-in-class disease-modifying ASO therapy without an established coverage precedent, discovering innovative and compliant solutions for access.

⛳️ Requirements

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

• 15+ years of experience in pharma/biotech; at least 10 years in payer account management with primary responsibility for one of the three major PBM and National accounts.

• A proven history of securing positive coverage outcomes for orphan designation or rare disease products under medical benefits.

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

• Practical experience navigating 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 for developing coverage policy at national payers.

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

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

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

• Exceptional ability to influence across various functions without direct authority.

• A strong commitment to 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

• 401K plan with company match

• Unlimited vacation time

• Tuition assistance

• Participation in our Employee Stock Purchase Program (ESPP)