National Account Director – Enterprise Access

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

📋 Description

• Create and implement multi-year strategies for payers/PBMs and key account institutions.

• Utilize expertise in commercial, Medicare Part D, Medicaid, community, and IDN business to develop access strategies.

• Convert oncology market trends, clinical differentiation, reimbursement, and pathway dynamics into account priorities.

• Establish executive relationships with health plans, PBMs, oncology clients, health systems, and clinical pathway organizations.

• Navigate formularies, preferred drug lists, utilization management, coverage, and reimbursement policies effectively.

• Identify payer decision-making authority and coordinate internal account teams to overcome access obstacles.

• Direct payer, PBM, and community account strategy and negotiations within the approved authority.

• Collaborate with Market Access, Finance, Legal, Compliance, Medical Affairs, and HEOR on contracts, evidence, and value narratives.

• Implement approved agreements and oversee their execution, monitoring, and renewals.

• Transform local access landscapes into cohesive field pull-through strategies.

• Act as the primary resource for field sales regarding payer and corporate accounts.

• Lead cross-functional account teams and provide mentorship to colleagues without direct reporting authority.

• Oversee payer and institutional account launch readiness and manage field execution.

• Develop compliant educational programs while ensuring a clear distinction between commercial and medical activities.

• Customize rare disease and rare oncology launch strategies to align with clinical differentiation and account requirements.

⛳️ Requirements

• Extensive experience in biopharmaceutical market access or commercial management of national or major regional payer accounts and national oncology GPOs.

• Proficiency across commercial, Medicare Part D, Medicaid FFS, MCO markets, as well as community and IDN purchasing structures.

• Proven success in account planning, building senior stakeholder relationships, and achieving favorable coverage, formulary, or pathway outcomes alongside field pull-through.

• Experience in leading negotiations with payers, PBMs, and oncology entities, along with assessing pricing and contracting implications in partnership with Finance and Legal.

• Competence in communicating clinical and HEOR evidence supported by Medical Affairs and developing educational programs through appropriate channels.

• Demonstrated ability to thrive in a highly matrixed environment, influencing cross-functional strategy and coaching or mentoring peers.

• Previous product launch experience is essential, encompassing account readiness and coordinated field execution.

• Preference for candidates with experience in rare diseases or rare oncology.

• Capability to engage with customers on a national scale; willingness to travel up to 50%.

• In-depth understanding of payer and PBM business models, revenue streams and incentives, insurance-related coverage, and community and IDN purchasing.

• Familiarity with formulary and PDL development, utilization management, reimbursement policies, and provider formulary and clinical pathway decisions.

• Strong financial and contracting acumen related to rebates, pricing, 340B, Medicaid Best Price, and key account economics.

• Comprehensive knowledge of oncology therapeutic areas, including access dynamics for biologics and biosimilars.

• Ability to convert clinical and HEOR evidence into account-specific value narratives and to pinpoint evidence gaps.

• Strong executive presence, judgment, negotiation skills, stakeholder mapping, and relationship management capabilities.

• Expertise in cross-functional leadership, influence, consensus building, mentoring, and collaboration.

• Excellent analytical, organizational, strategic planning, and problem-solving abilities.

• Commitment to accountability and effective prioritization in a fast-paced biotech environment.

🏝️ Benefits

• Comprehensive health insurance plans.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and advancement.

• Flexible work arrangements and a supportive work environment.

• Retirement savings plan with company match.