Director – Payer National Accounts, West

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

📋 Description

• The Director / Senior Director, Payer National Accounts will play a pivotal role as a commercial leader, tasked with crafting and executing the national account strategy for the company.

• Cultivate and manage relationships alongside negotiations with essential healthcare stakeholders, including Payer (GPOs), Pharmacy Benefit Managers (PBMs), and National Health Plans.

• Create and implement a thorough national accounts strategy to enhance launch readiness and ensure long-term commercial viability.

• Establish and oversee executive-level connections with significant stakeholders across PBMs, GPOs, national and regional payers, and specialty pharmacies.

• Act as the primary commercial representative for designated national accounts, developing account-specific business plans and performance objectives.

• Drive negotiations and oversee the management of rebates, formulary, and value-based agreements with PBMs and health plans.

• Keep track of payer coverage policies, competitive shifts, and market trends to proactively refine account strategies.

• Deliver account insights to aid in forecasting, pricing strategies, patient access initiatives, and brand planning.

• Create processes, tools, and analytics to bolster national account management within a scaling organization.

⛳️ Requirements

• A Bachelor's degree is mandatory; an advanced degree (MBA, MPH, PharmD, or related field) is preferred.

• Over 10 years of progressive experience within pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations; experience with 505(b)(2) and/or drug delivery devices is preferred.

• At least 5 years of direct experience in national account management, focusing on Payer GPOs, PBMs, and National Health Plans (including government payers such as VA, DoD, and Medicaid).

• Extensive customer-facing experience with one or more significant national accounts (such as Ascent (Cigna/ESI), Zinc (CVS), Emisar (UHC)).

• Exceptional interpersonal, verbal, and written communication skills, with a proven ability to effectively engage diverse audiences and influence across functions.

• A track record of successfully negotiating complex agreements with Payer GPOs, PBMs, and National Health Plans.

• Experience in supporting pharmaceutical product launches and commercialization initiatives.

• Strong grasp of market access, payer, reimbursement, and healthcare contracting dynamics.

• Demonstrated capability to influence senior executives and manage intricate stakeholder relationships.

• Solid financial acumen and contract evaluation skills.

• Previous experience in a small or emerging biotechnology company environment is preferred.

• Experience in launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products is preferred.

• Established relationships with major Payer GPOs, Pharmacy Benefit Managers (PBMs), and National Health Plans.

• Experience in building infrastructure and processes within a developing commercial organization is preferred.

🏝️ Benefits

• Approximately 40–60% travel, which includes customer meetings, industry conferences, and internal planning sessions.