Executive Director, Managed Markets – National and Key Accounts

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

📋 Description

• Oversee, mentor, and hold accountable the National Account Manager and Regional Account Manager teams tasked with payer access and account execution for barzolvolimab.

• Formulate and implement the national and regional account strategy plan that aligns with market access, pricing, contracting, distribution, and commercial strategies.

• Define account segmentation, prioritization, call planning, objectives, milestones, performance standards, and operational rhythms.

• Directly engage with national and regional health plans, PBMs, specialty pharmacies, integrated delivery networks, government accounts, and other key customers.

• Lead and facilitate intricate product access and contract negotiations, encompassing medical-benefit and buy-and-bill arrangements.

• Ensure compliant communication of clinical and economic value propositions to payer and population-health decision-makers.

• Anticipate payer policy, utilization management, reimbursement, and competitive challenges, and devise account-specific access strategies.

• Collaborate with Market Access Strategy, Pricing and Contracting, Trade and Distribution, HEOR, Medical Affairs, Marketing, Sales, Finance, Legal, Compliance, and Patient Services.

• Provide account insights, access forecasts, policy updates, contracting information, and risk assessments to senior leadership and cross-functional launch teams.

• Develop launch-readiness capabilities, tools, dashboards, and KPIs; monitor execution and implement corrective measures as necessary.

• Recruit, onboard, develop, retain, and plan succession for a diverse market access team.

• Oversee the function's budget and external resources ensuring adherence to company policies and applicable laws and regulations.

⛳️ Requirements

• A bachelor's degree is required; an advanced degree in business, healthcare, pharmacy, public health, or a related field is preferred.

• At least 15 years of experience in pharmaceutical, biotechnology, managed markets, healthcare account management, or related commercial sectors.

• A minimum of 8-10 years of progressive leadership experience, including leading national account management, market access, or customer-facing organizations.

• Proven success in leading Payer Account Directors, National Account Managers, Regional Account Managers, or similar customer-facing market access teams.

• Extensive experience in negotiating product access and contracts related to medical-benefit, specialty, infused/injected, or buy-and-bill products.

• In-depth knowledge of payer decision-making, formulary and medical-policy processes, utilization management, specialty pharmacy, reimbursement, distribution, and provider economics.

• Demonstrated ability to guide teams through pre-launch planning, launch execution, and adaptive market conditions with clear objectives and measurable accountability.

• Strong executive presence, negotiation skills, business judgment, financial acumen, and the ability to articulate complex issues clearly to senior leaders and clients.

• Outstanding leadership, coaching, organizational development, and talent management skills.

• Proven track record of effective cross-functional leadership in a matrixed, dynamic, entrepreneurial setting.

• Willingness to travel up to 60%, including overnight travel, based on business requirements.

• Preferred: experience in immunology, allergy, dermatology, rare disease, or other specialty markets.

• Preferred: experience in building or expanding a payer account organization for a first or early commercial launch.

• Preferred: knowledge of government pricing, contracting governance, gross-to-net considerations, and compliance requirements pertinent to payer engagement.

• Preferred: established credibility and relationships with senior payer, PBM, and organized-customer decision-makers.

🏝️ Benefits

• Annual discretionary bonus.

• Long-term incentive.

• 401(K) plan with employer contribution.

• Health care and other insurance benefits for employees and their families.

• Paid holidays.

• Vacation.

• Sick days.

• Professional development opportunities.

• Diverse, equitable, and inclusive work environment.