Description
The Director, National Accounts, will be a critical commercial leader responsible for developing and executing the company's national account strategy in preparation for and following the launch of the organization's first commercial product.
This individual will lead relationships and negotiations with key healthcare stakeholders including Payer (GPOs), Pharmacy Benefit Managers (PBMs), and National Health Plans across the Commercial, Medicare, and Medicaid books of business.
As a member of the Market Access leadership team, the Director, National Accounts will play a highly visible role in shaping pricing, contracting, reimbursement, and access strategies that support successful product adoption and patient access.
Responsibilities
- 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.
- 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.
- Contribute to broader commercial strategy and organizational development initiatives.
- Demonstrate the value of our products, services and the IQVIA organization.
Requirements
- Bachelor's degree required.
- 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 Payer GPOs, PBMs, National Health Plans (to include government payers VA, DoD, and Medicaid).
Preferred Qualifications
- Advanced degree (MBA, MPH, PharmD, or related field) preferred.
- Biosimilar and/or monoclonal antibody experience preferred.
- Broad and deep relationship customer-facing experience with one or more key national accounts.
- Outstanding customer relationships, interpersonal, and verbal / written communication skills, with established ability to effectively work with diverse audiences and influence cross-functionally.
- Demonstrated success negotiating complex Payer GPO, PBM, and National Health Plan agreements.
- Experience supporting pharmaceutical product launches and commercialization efforts.
- Strong understanding of market access, payer, reimbursement, and healthcare contracting dynamics.
- Proven ability to influence senior executives and manage complex stakeholder relationships.
- Strong financial acumen and contract evaluation capabilities.