Senior Director, National Accounts

Role Overview

• Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.
• Establish and manage executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, specialty pharmacies.
• Identify, prioritize, and secure formulary access opportunities that align with corporate objectives.
• Serve as the primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives.
• 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 develop contract strategies and evaluate 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 organizations.
• Lead commercial contracting and relationship management with specialty distributors, wholesalers, specialty pharmacies, and related channel partners.
• Support 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.
• Monitor channel metrics, inventory management, and distribution performance.
• Serve as a key contributor to launch planning and commercialization efforts.
• Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning.
• Collaborate closely with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams.
• Develop processes, tools, and analytics to support national account management in a growing organization.
• Foster 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.
• Minimum 5+ years of direct national account management experience with responsibility for PBMs, payers, GPOs, IDNs, or major healthcare customers.
• Demonstrated success negotiating complex payer, PBM, GPO, and/or distribution agreements.
• Experience supporting pharmaceutical product launches and commercialization efforts.
• Strong understanding of market access, reimbursement, specialty pharmacy, distribution, and healthcare contracting dynamics.
• Proven ability to influence senior executives and manage complex stakeholder relationships.
• Strong financial acumen and contract evaluation capabilities.
• 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 building infrastructure and processes within a growing commercial organization preferred.
• Approximately 40–60% travel, including customer meetings, industry conferences, and internal planning sessions.

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development