Develop and execute strategic account plans for national and regional customers.
Establish executive-level relationships with key decision-makers across GPOs, IDNs, health systems, payors, specialty pharmacies, and other partners.
Identify opportunities to expand product access, utilization, and contract penetration.
Represent Cosette as the commercial contact for assigned accounts.
Engage in contract and business discussions with key institutional customers.
Assist with contract renewals, amendments, and business reviews.
Ensure successful implementation and pull-through of customer agreements.
Monitor customer performance and develop action plans to address risks and opportunities.
Partner with other Market Access functions and Contract Strategy teams to align customer needs with potential solutions.
Drive formulary access, account adoption, and utilization objectives.
Support launch readiness and commercialization efforts across institutional channels.
Provide customer insights to support pricing, reimbursement, and access strategies.
Lead internal IDN/systems account planning processes across Commercial, Market Access, Trade, Finance, Supply Chain, Marketing, Medical Affairs, and Legal.
Collaborate with Trade and Distribution teams to support tactical implementation and customer service excellence.
Escalate and resolve customer issues impacting access, supply, pricing, or tactical execution.
Provide leadership and direction to the Director, Contract Strategy & Offer Development.

Bachelor's degree required.
MBA, PharmD, or advanced degree preferred.
15+ years of pharmaceutical, biotechnology, healthcare, or market access experience.
7+ years of experience managing national accounts, GPOs, IDNs, payors, or institutional customers.
Proven success negotiating complex healthcare agreements and implementing tactics.
Strong understanding of market access, reimbursement, institutional channels, and healthcare economics.

Senior National Accounts Director

Key skills