Director, Regional Account Directors

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Lead the Regional Account Director team in crafting and implementing strategic account plans across designated GPO, PBM downstream, payer, and related clientele.

• Establish team priorities, performance standards, and execution frameworks that support access, coverage, pull-through, revenue, as well as patient and provider access objectives.

• Mentor RADs in cultivating operational, strategic, and executive-level relationships with payers.

• Collaborate with Sales, Sales Leadership, Contracting, Marketing, Market Access, and other cross-functional teams to pinpoint payer pull-through opportunities and synchronize regional execution strategies.

• Oversee strategic account planning, including coverage, adoption, cycle-time minimization, and identifying market access opportunities and challenges.

• Keep track of the evolving Market Access landscape and convert market dynamics into actionable account strategies.

• Assist the team in navigating complexities related to Market Access, diabetes care, payer decision-making, and customer engagement.

• Relay customer, payer, and market insights across Field Access, Contracting, Sales, Sales Leadership, and other internal stakeholders.

• Act as a representative of the RAD organization in cross-functional forums and offer leadership insights for business planning, field execution, and payer strategies.

• Recruit, onboard, mentor, and develop members of the RAD team.

• Create operational rhythms for team communication, business assessments, performance management, and cross-functional alignment.

• Provide constructive feedback, eliminate obstacles, and support professional growth.

• Execute other responsibilities as needed.

⛳️ Requirements

• Bachelor’s degree.

• At least 5+ years of relevant business experience in Market Access, formularies, third-party adjudication, reimbursement, and managed markets, including PBMs, health plans, hospital systems, and private insurance.

• Over 10 years of experience in pharmaceutical and/or medical device sales, Market Access, managed markets, payer strategy, and account management.

• Demonstrated ability to lead and nurture high-performing teams in a field-based Market Access or account management context.

• Proven track record of engaging targeted payer clients at various organizational levels and guiding teams toward successful access and formulary results.

• Comprehensive understanding of health insurance systems, pharmacy utilization management, contracting, claims adjudication, reimbursement, and payer decision-making processes.

• Capacity to lead through influence, align senior stakeholders, and collaborate across functions.

• Strong coaching, feedback, and talent development skills.

• Proficiency in prioritizing competing business demands, making strategic trade-offs, and achieving results.

• Effective verbal and written communication skills at executive, cross-functional, and field-team levels.

• Skills in analyzing performance data, identifying trends, and converting insights into actionable strategies.

• Strong organizational judgment, planning abilities, and capacity to manage priorities across a geographically dispersed team.

• Ability to generate, maintain, and utilize accurate records, account plans, performance updates, and business reviews.

• High level of computer proficiency and experience with MS Office Suite (Word, Excel, PowerPoint).

• Proven experience in leading, coaching, or managing field-based Market Access, payer, account management, or commercial teams.

• Solid understanding of payer account strategy, coverage decision-making, pull-through planning, pharmacy benefit dynamics, contracting considerations, and third-party reimbursement processes.

• Demonstrated ability to cultivate senior-level relationships with key contacts in Market Access and third-party payer organizations.

• Willingness to travel up to 30% as required.

• Field-based working arrangement with travel within the assigned territory is necessary.

🏝️ Benefits

• Eligibility for incentive compensation.

• Comprehensive medical, dental, and vision insurance.

• 401(k) plan with company match.

• Paid time off (PTO).

• Additional employee wellness initiatives.