Senior Director, National Accounts

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

📋 Description

• Create and execute a detailed national accounts strategy to facilitate launch readiness and ensure long-term commercial success.

• Build and maintain executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, and specialty pharmacies.

• Identify, assess, and secure formulary access opportunities that align with corporate goals.

• Act as the primary commercial lead for assigned national accounts, developing account-specific business plans and performance targets.

• Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans.

• Collaborate with Pricing, Market Access, Finance, Legal, and Compliance teams to formulate contract strategies and assess financial implications.

• Monitor payer coverage policies, competitive dynamics, and market trends to proactively adjust account strategies.

• Support pull-through initiatives to maximize access and utilization within contracted entities.

• Oversee commercial contracting and relationship management with specialty distributors, wholesalers, specialty pharmacies, and related channel partners.

• Aid in the design, implementation, and optimization of the company's distribution network and channel strategy.

• Partner with Supply Chain, Operations, and Finance to ensure contract performance and product availability.

• Track channel metrics, inventory management, and distribution performance.

• Contribute significantly to launch planning and commercialization efforts.

• Provide account insights to assist in forecasting, pricing strategy, patient access programs, and brand planning.

• Work closely with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams.

• Develop processes, tools, and analytics to enhance national account management in a growing organization.

• Cultivate a culture of accountability, collaboration, customer focus, and excellence.

⛳️ Requirements

• Bachelor's degree required; advanced degree (MBA, MPH, PharmD, or related field) preferred.

• 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations.

• At least 5+ years of direct national account management experience with responsibility for PBMs, payers, GPOs, IDNs, or major healthcare customers.

• Proven success in negotiating complex payer, PBM, GPO, and/or distribution agreements.

• Experience in supporting pharmaceutical product launches and commercialization efforts.

• Strong understanding of market access, reimbursement, specialty pharmacy, distribution, and healthcare contracting dynamics.

• Demonstrated ability to influence senior executives and manage complex stakeholder relationships.

• Strong financial acumen and capabilities in contract evaluation.

• Experience in a small or emerging biotechnology company environment preferred.

• Experience launching specialty, rare disease, oncology, or other high-value therapeutic products preferred.

• Existing relationships with major PBMs, national payers, GPOs, wholesalers, and specialty pharmacy organizations preferred.

• Experience in building infrastructure and processes within a growing commercial organization preferred.

• Approximately 40–60% travel required, including customer meetings, industry conferences, and internal planning sessions.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development