National Account Director – Federal Accounts

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

📋 Description

• Manage the entire relationship with federal accounts for Summit.

• Ensure federal contracting readiness, obtain formulary and pathway access, and develop account structures for the oncology portfolio during the launch phase and beyond.

• Cultivate and maintain senior-level relationships across VA PBM Services, the National Oncology Program Office, VA Central Office clinical leadership, the Medical Advisory Panel, and the VISN Pharmacist Executives Council.

• Direct national formulary strategy, which includes the creation of the value dossier and evidence package for VA National Formulary review, criteria-for-use development, and prior authorization drug request pathways.

• Analyze and prioritize VISN and facility environments, focusing on high-volume oncology centers, VA Cancer Care Navigation and TeleOncology programs, and treatment decision sites.

• Navigate referral dynamics under the MISSION Act within VA Community Care.

• Represent Summit in interactions with veteran service organizations and federal oncology professional associations as appropriate.

• Manage relationships with the Defense Health Agency Pharmacy Operations Division, the DoD Pharmacy and Therapeutics Committee, and the TRICARE pharmacy benefit.

• Create account plans for major Military Treatment Facilities that provide oncology services.

• Navigate the pathways for TRICARE medical benefit coverage, coordination of TRICARE For Life with Medicare, and referrals within MTF/purchased care networks.

• Collaborate with Uniformed Services University and DoD clinical research stakeholders when suitable.

• Work with Medical Affairs to address federal-specific evidence needs, including health economics and outcomes research.

• Develop and uphold the federal account plan, opportunity pipeline, and business review schedule for senior leadership.

• Execute all activities in alignment with the Anti-Kickback Statute, False Claims Act, FDA promotional regulations, PhRMA Code, FAR, VAAR, and Summit's compliance policies.

• Undertake all other assigned duties.

⛳️ Requirements

• A Bachelor's degree is required; an MBA, PharmD, or other advanced degree is preferred.

• A minimum of 10+ years in biopharmaceutical commercial experience, with at least 5+ years focused on federal/government accounts.

• Proven experience managing an FSS contract, including NAC negotiation and modification, with a solid understanding of Federal Ceiling Price and Big Four pricing mechanics.

• Established, documented relationships within VA PBM Services, VISN leadership, and/or DHA pharmacy operations.

• A track record of securing national formulary or criteria-for-use decisions within the VA and/or the DoD Uniform Formulary.

• Experience in launching a specialty or oncology product within the federal market.

• Familiarity with buy-and-bill dynamics, Medicare Part B interactions with federal beneficiaries, and specialty distribution is essential.

• Capability to obtain and retain access credentials necessary for entry into federal facilities.

• Experience in oncology or immuno-oncology is preferred.

• Prior experience with biologic launches, including permanent J-code acquisition and the implications of the transitional Q-code period, is preferred.

• Prior military service or direct experience within VHA or the Military Health System is preferred.

• Experience in building a federal function from the ground up at a pre-commercial or newly commercial entity is preferred.

• Knowledge of the VA National Oncology Program's precision oncology and clinical pathway initiatives is preferred.

• Must adhere to federal pharmaceutical compliance requirements and Summit policies.

🏝️ Benefits

• Potential bonus.

• Stock options.

• Benefits and/or other applicable variable compensation.

• Equal Opportunity Employer.