National Accounts Director

Position Summary

Reporting to the VP, Market Access, the National Accounts Director (NAD) will be a field-based role and contribute directly to a “best in class” Market Access team focused on establishing customer relationships to secure broad coverage of company products, supporting drug accessibility and affordability on behalf of providers and their patients.

The NAD is the primary face to our access customers, and as such is responsible for promoting a positive corporate image on behalf of the organization. The principal goal of the position is to establish, maintain and expand productive relationships with prioritized access customers to secure targeted formulary positions with both commercial and government payors for our lead product Seladelpar and any subsequent company assets. Targeted accounts will be geographic and/or payer-specific and will range from key regional and state-based organizations to include National PBMs and other payor organizations.

 The NAD will drive the successful implementation of market access strategic and tactical plans in alignment with corporate and commercial goals. The NAD will vertically engage targeted accounts, gaining meaningful access to all levels of formulary decision makers and influencers to advance the access position of company promoted medications. The role will be responsible for proactively identifying coverage opportunities, working appropriately and collaboratively with Policy, Advocacy, Field Medical, HEOR, Reimbursement Specialist, Marketing and Sales functions to overcome access challenges.

Responsibilities

• Attain desired formulary position within targeted access accounts in a timely manner
• Develop and execute strategically aligned account plans
• Engage and network with key internal and external customers to identify and address specific needs and opportunities
• Collaborate across functional, geographic, and company boundaries to meet mutual business goals and objectives
• Manage and coordinate cross-functional and cross-disciplinary activity that addresses customer needs or supports the attainment of coverage goals within prioritized accounts
• Develop and maintain relationships with customers to attain near-term and ensure long-term success.
• Maintain appropriate stewardship of all assigned customer relationships, ensuring timely responses to pricing requests and/or submissions of critical review inputs.
• Maintain, and act effectively with a broad and deep understanding of market and account-level information relevant to formulary decision making, including, but not limited to policies, formulary processes, competitive formulary activity and status, decision timeframes, key decision makers, decision influencers and organizational priorities.
• Anticipate market dynamics and analyze market data to proactively identify and address channel and customer-level opportunities and threats related to drug access
• Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders
• Demonstrate the ability to identify and initiate market access opportunities
• Ensure critical customer and business insights are communicated / presented to support enhanced strategic and tactical plan evolution and implementation

Required Qualifications

• Minimum of 5 years in customer-facing Market Access field-based account roles
• Minimum of 7 years in Managed Markets / Market Access
• Previous market access account responsibility for pharmaceutical launch required.
• Demonstrable ability to establish strong customer / partner relationships.
• Proven track record for engaging targeted payor clients at all relevant levels of the organization leading to successful attainment of desired formulary position.
• Deep understanding of customer-specific review, approval and reimbursement processes.
• Strong analytic acumen, displaying the ability to assess and identify business opportunities and challenges.
• Strategic mindset, prioritizing and aligning daily activity to overarching objectives.
• Awareness and understanding of business implications stemming from relevant national, state and organizational laws, regulations and policies.
• Experience with PBMs, national health plans representing commercial and government members.
• Strong negotiation skills a must, as is maintaining a business approach that is equally focused on supporting the organization and the patients we are dedicated to support.
• Excellent verbal and written skills, allowing for an open and effective dialogue throughout the company.
• Ideal candidate will be outcomes – oriented, possess a high level of personal responsibility and maintain an executive presence.
• Attention to detail and quality are critical to success.
• Highly accountable for the results and outcomes of their responsibilities and understands the impact of their efforts, results, and attitudes on others.
• Uses teamwork to work cooperatively toward the most effective solutions, championing the best ideas of team members, and assisting where help is needed yet is capable of highly independent work when efficiency is required.
• Results-oriented individual who is highly motivated, decisive, flexible in thought, and has the creativity to excel in and contribute to a rapidly growing company.
• Forward thinking mindset with the ability to manage multiple projects, and identify and resolve issues.