National Account Director – Lead

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

📋 Description

• Oversee the daily performance and growth of the National Account Director team by providing coaching, conducting field observations, offering feedback, facilitating skill development, planning for succession, and establishing clear execution standards.

• Convert U.S. Market Access goals into a practical national payer strategy.

• Enhance account segmentation, prioritization, assignment, resource deployment, and coverage across Commercial, Medicaid, Self-Funded Employers, and other pertinent payer channels.

• Create and implement strategic account planning that includes objectives, stakeholder maps, policy/access goals, tactics, milestones, risks, and subsequent actions.

• Personally manage select high-priority accounts while acting as an escalation and relationship resource for the NAD team.

• Build the NAD’s capability to conduct consultative payer engagements utilizing approved value propositions and payer materials.

• Direct payer access and policy shaping strategies for both medical and pharmacy-benefit products.

• Prepare and adapt the NAD organization for portfolio changes and new product launches.

• Identify and translate payer evidence requirements and customer insights into actionable recommendations for HEOR/RWE, value messaging, market research, analytics, evidence generation, and access strategy.

• Set NAD KPIs and leading indicators; utilize performance data and account-plan progress to coach the team, reallocate resources, and report execution status to leadership.

• Collaborate with Medical, Patient Services, Marketing, HEOR, Analytics, Trade/Distribution, Legal/Compliance, sales/Key Account Management, Finance, and other departments.

• Oversee account management agencies, vendors, external partners, and investments in payer conferences.

• Ensure operational continuity and foster a high-accountability, collaborative team culture through meticulous documentation of strategies, relationships, workstreams, decisions, risks, and next actions.

⛳️ Requirements

• Extensive knowledge of the U.S. coverage and reimbursement landscape across Commercial, Medicare, Medicaid, and other payer channels.

• Proven track record of successfully leading and coaching payer account teams in consultative customer engagement and strategic account execution.

• Experience in rare diseases and expertise in medical benefits, including infused/injectable therapies, is required.

• Experience with cell and/or gene therapy products is strongly preferred.

• Background in developing national payer strategies, account coverage models, segmentation, prioritization, and resource allocation within complex payer organizations is required.

• Demonstrated experience in payer launch readiness, including the transition of teams from existing market products to successful new product launches.

• Strong comprehension of medical policy, prior authorization, utilization management, formulary/access dynamics, payer evidence requirements, and access-related cross-functional strategies.

• Excellent analytical, organizational, communication, presentation, and leadership abilities.

• This field-based leadership position requires travel for office visits, customer interactions, field coaching, company meetings, conferences, and industry events.

• A minimum of 3–5 years of proven experience leading national payer strategy for medical benefit therapies is required.

• Experience in account execution through at least one product launch or significant access transition is strongly preferred.

• A Bachelor's degree is required.

• A Master's degree in business or a related field is preferred.

• 15+ years of experience in the pharmaceutical/biotechnology industry.

• 10+ years in brand/market access marketing and market access account management and leadership.

• Familiarity with payer contracting strategies is preferred.

🏝️ Benefits

• Medical, Dental & Vision Insurance.

• Basic and Voluntary Life and AD&D Insurance.

• Short- and Long-Term Disability Insurance.

• Flexible Spending Account.

• Health Savings Account.

• Employee Assistance Programs.

• Discretionary Bonus Programs.

• Long-term Incentive Plan.

• Retirement Savings 401k with company match.

• Generous Paid Time Off, Sick Time & Paid Holidays.

• Career Development, Progression, and Training.

• Flexible Work Arrangement Programs.

• Paid Parental Leave.

• Year-End Paid Holiday Shutdown.