Director, National Accounts, Medicaid – Government Accounts

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

📋 Description

• Engage with strategic government-sector clients, including state Medicaid agencies, managed Medicaid plans, PBMs, and other government channels.

• Obtain product coverage and facilitate patient access to Xenon products.

• Ensure that products are promptly reviewed after approval for swift formulary adoption.

• Create and implement business strategies for Medicaid-focused states and government payer accounts.

• Keep track of Medicaid policies, CMS guidance, and state-specific access developments.

• Establish and nurture executive-level relationships with Medicaid agencies, pharmacy directors, managed Medicaid leaders, and government stakeholders.

• Focus on key markets and opportunities.

• Attain formulary access and reimbursement in line with brand and payer strategies.

• Negotiate supplemental rebates and oversee contract processes from start to finish.

• Collaborate with leadership, pricing, contracting analytics, payer MSLs, Medical Affairs, Value and Access, Sales, Marketing, HEOR, and field teams.

• Convey value propositions and HEOR data to targeted audiences.

• Analyze sales trends and competitive landscapes to identify pull-through opportunities.

• Implement coordinated pull-through plans with regional sales directors and representatives.

• Support field training on payer knowledge and formulary reimbursement intricacies.

• Advise internal stakeholders on policy and market changes.

• Represent Xenon at major industry conferences, including AMCP, Asembia, and WMPAA.

• Formulate short- and long-term functional objectives that align with company strategy.

• Plan and oversee budget proposals and approved budgets.

• Recruit, lead, direct, develop, coach, and assess direct reports, if applicable.

• Ensure adherence to company policies and the Code of Business Conduct and Ethics.

• Carry out other duties as assigned.

⛳️ Requirements

• A minimum of a bachelor’s degree is required; an advanced degree is preferred.

• At least 10 years of market access experience in the biotech/pharmaceutical industry.

• A minimum of 5 years in Medicaid-specific market access, account management, and payer strategy.

• Extensive knowledge and experience with government payer policies, pricing, and reimbursement dynamics.

• Thorough understanding of U.S. payer coverage and reimbursement systems at federal, state, and local levels.

• Familiarity with regulatory changes related to the Affordable Care Act and pharmaceutical channel dynamics.

• Proven history of securing and enhancing product coverage and reimbursement across private and government payers, specialty pharmacies, and organized customers.

• Experience launching pharmacy benefit products in competitive environments.

• Background in leading contract negotiations to minimize GTN impact and enhance profitability.

• Strong analytical skills with the ability to interpret data, identify trends, and inform strategy.

• Capability to build relationships with diverse audiences and influence cross-functional teams.

• An entrepreneurial mindset with the ability to navigate ambiguity.

• High integrity and a strong work ethic.

• Up to 50% travel required based on business needs.

• Some international travel may be necessary.

🏝️ Benefits

• Competitive base salary.

• Target bonus opportunities.

• Stock options.

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision insurance.

• Short-term disability insurance.

• Long-term disability insurance.

• Accidental death & dismemberment insurance.

• Life insurance coverage.

• Employee Assistance Program.

• Travel insurance.

• Retirement savings plans with company matching contributions.

• Vacation days.

• Personal days.

• Sick days.

• Year-end company shutdown.

• Employee development and training, including a Learning & Development program.

• Tuition assistance program for advanced degrees.

• Fully remote work arrangement.