Regional Account Director – West

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Develop and implement strategic account plans for designated GPO, PBM downstream, payer, and associated customers.

• Oversee account priorities and customer engagement initiatives that support access, coverage, pull-through, revenue, and patient/provider access.

• Cultivate and sustain relationships at operational, strategic, and executive levels within payer organizations.

• Identify key stakeholders, decision pathways, and opportunities to impact access outcomes.

• Collaborate with Sales, Sales Leadership, Contracting, Marketing, Market Access, and other cross-functional teams.

• Recognize payer pull-through opportunities and synchronize regional execution plans with overarching business priorities.

• Evaluate account-specific opportunities and challenges related to coverage, adoption, cycle-time reduction, and market access performance.

• Convert market dynamics into actionable account strategies.

• Convey Market Access, diabetes care, payer decision-making, and customer engagement concepts to stakeholders.

• Gather and communicate insights from customers, payers, and the market to internal teams.

• Represent Insulet in customer meetings and cross-functional forums.

• Provide account-level insights for business planning, field execution, and payer strategy.

• Maintain precise account plans, customer records, activity updates, and business reviews.

• Perform additional duties as necessary.

⛳️ Requirements

• Bachelor's degree.

• Over 8 years of experience in pharmaceuticals, biotechnology, medical devices, Market Access, managed markets, payer strategy, account management, or a similar healthcare commercial role.

• Demonstrated capability to develop and execute strategic account plans in a field-based Market Access or payer account management setting.

• Strong history of engaging targeted payer clients at various levels and enhancing access and formulary outcomes.

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

• Ability to influence without direct authority, align stakeholders, and collaborate across functions.

• Exceptional customer engagement, negotiation, presentation, and relationship management skills.

• Capability to prioritize competing account needs and drive results.

• Proficient verbal and written communication abilities.

• Skill in analyzing account and market data and converting insights into actionable account strategies.

• Strong organizational judgment, planning skills, and the ability to manage priorities across a geographically dispersed account portfolio.

• Competence in maintaining accurate records, account plans, customer updates, and business reviews.

• Advanced computer skills and experience with MS Office Suite (Word, Excel, PowerPoint).

• Proven experience managing payer, PBM, health plan, GPO, or other healthcare accounts and executing customer-specific access, coverage, and reimbursement strategies.

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

• Established ability to develop and strengthen senior-level relationships within payer, PBM, managed care, and Market Access organizations.

• Proven track record of influencing payer access, coverage, reimbursement, and formulary decisions.

• Travel within the assigned territory is required.

🏝️ Benefits

• Travel up to 40% as needed.

• Field-based working arrangements.

• Equal employment opportunity consideration.