Executive Director, Managed Markets - National and Key Accounts (Remote)

Celldex is a biotechnology company developing antibody-based therapies for allergic, inflammatory, and autoimmune disorders. The Executive Director, Managed Markets - National and Key Accounts will lead the national and regional payer account organization, drive market access and contracting strategies for barzolvolimab, and ensure launch readiness and post-launch execution. The role also involves building a high-performing team, managing strategic customer relationships, and advising senior leadership on access opportunities and risks.

Responsibilities:

• Lead, coach, and hold accountable the National Account Manager and Regional Account Manager teams responsible for payer access and account execution for barzolvolimab
• Develop and execute the national and regional account strategy plan in alignment with Celldex's overall market access, pricing, contracting, distribution, and commercial strategies
• Establish account segmentation, prioritization, call planning, objectives, milestones, performance standards, and operating rhythms across the payer account organization
• Ensure account strategies align with Celldex's overall commercial, market access, and corporate objectives
• Direct engagement with national and regional health plans, PBMs, specialty pharmacies, integrated delivery networks, government accounts, and other strategic customers, as appropriate
• Lead and support complex product access and contract negotiations, including medical-benefit and buy-and-bill arrangements, while protecting long-term product value and adhering to approved governance
• Ensure the team communicates a compelling, compliant clinical and economic value proposition to payer and population-health decision-makers
• Anticipate payer policy, utilization-management, reimbursement, and competitive barriers; develop account-specific strategies to improve timely and appropriate patient access
• Partner closely with Market Access Strategy, Pricing and Contracting, Trade and Distribution, HEOR, Medical Affairs, Marketing, Sales, Finance, Legal, Compliance, and Patient Services
• Provide high-quality account intelligence, access forecasts, policy updates, contracting insights, and risk assessments to senior leadership and cross-functional launch teams
• Build launch-readiness capabilities, tools, dashboards, and key performance indicators; monitor execution and take corrective action when performance is below expectations
• Recruit, onboard, develop, retain, and succession-plan a diverse team of market access professionals; foster a culture of ownership, transparency, collaboration, and continuous improvement
• Manage the function's budget and external resources responsibly and ensure all activities comply with company policies and applicable laws and regulations

Requirements:

• • Bachelor's degree required; advanced degree in business, healthcare, pharmacy, public health, or a related discipline preferred
• • Minimum of 15 years of pharmaceutical, biotechnology, managed markets, healthcare account management, or related commercial experience
• • Minimum of 8-10 years of progressive leadership experience, including responsibility for leading national account management, market access, or customer-facing organizations
• • Demonstrated success leading Payer Account Directors, National Account Managers, Regional Account Managers, or comparable customer-facing market access teams
• • Substantial experience negotiating product access and contracts involving medical-benefit, specialty, infused/injected, or buy-and-bill products
• • Deep understanding of payer decision-making, formulary and medical-policy processes, utilization management, specialty pharmacy, reimbursement, distribution, and provider economics
• • Proven ability to lead teams through pre-launch planning, launch execution, and evolving market conditions with clear goals and measurable accountability
• • Strong executive presence, negotiation skills, business judgment, financial acumen, and ability to communicate complex issues clearly to senior leaders and customers
• • Exceptional leadership, coaching, organizational development, and talent management capabilities
• • Track record of effective cross-functional leadership in a matrixed, fast-paced, entrepreneurial environment
• • Ability to travel up to 60%, including overnight travel, based on business needs
• • Enterprise leadership: Connects account decisions to Celldex's broader clinical, commercial, financial, and patient-access objectives
• • Performance leadership: Sets unambiguous expectations, uses data to assess performance, gives direct feedback, and follows through on commitments
• • Strategic negotiation: Balances access, value, affordability, customer priorities, and long-term product economics
• • Team development: Builds capability, empowers sound decision-making, and creates strong succession and talent pipelines
• • Collaboration and influence: Aligns stakeholders without relying solely on authority and constructively challenges assumptions
• • Strong executive presence with demonstrated ability to communicate complex business issues, customer insights, organizational needs, and strategic recommendations to executive leadership teams
• • advanced degree in business, healthcare, pharmacy, public health, or a related discipline preferred
• • Experience in immunology, allergy, dermatology, rare disease, or other specialty markets with complex payer and provider access dynamics
• • Experience building or expanding a payer account organization for a first or early commercial launch
• • Knowledge of government pricing, contracting governance, gross-to-net considerations, and the compliance requirements applicable to payer engagement
• • Established credibility and relationships with senior payer, PBM, and organized-customer decision-makers