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About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
national account managementnegotiationcontract evaluationmarket accessreimbursementdistribution agreementsformulary accessfinancial acumenanalyticscommercialization
Soft Skills
relationship managementinfluencecollaborationcustomer focusaccountabilityleadershipcommunicationstrategic thinkingproblem-solvingadaptability
Certifications
Bachelor's degreeMBAMPHPharmD