Director – Payer National Accounts, West

Cristcot

Director/Senior Director responsible for national account management and stakeholder negotiations within healthcare. Leading commercial strategy for product launches and market access in biotechnology.

Posted 7/25/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in national account management, including developing and executing strategies for Payer GPOs, PBMs, and National Health Plans. Proven ability to negotiate complex agreements and build strong relationships with key healthcare stakeholders.

Highest-signal resume keywords

National Account ManagementPayer GPO NegotiationPharmacy Benefit Manager (PBM) ExperienceMarket Access StrategyFinancial Acumen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account-Specific Business PlansRebate ManagementFormulary AgreementsValue-Based AgreementsContract EvaluationForecastingPricing StrategyPatient Access ProgramsAnalytics DevelopmentCommercialization Efforts

Soft Skills

Interpersonal SkillsVerbal CommunicationWritten CommunicationInfluencing SkillsCustomer Relationship Management

Certifications & Qualifications

Bachelor's DegreeMBAMPHPharmD

Industry Keywords

Healthcare ContractingPharmaceutical IndustryBiotechnologySpecialty PharmaceuticalsGovernment PayersOncology ProductsRare Disease ProductsGastroenterology ProductsEmerging BiotechnologyDrug Delivery Devices

About the role

Key responsibilities & impact

The Director / Senior Director, Payer National Accounts will be a critical commercial leader responsible for developing and executing the company's national account strategy.
Lead relationships and negotiations with key healthcare stakeholders including Payer (GPOs), Pharmacy Benefit Managers (PBMs), and National Health Plans.
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.
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.
Monitor payer coverage policies, competitive dynamics, and market trends to proactively adjust account strategies.
Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning.
Develop processes, tools, and analytics to support national account management in a growing organization.

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; 505(b)(2) experience and/or drug delivery device experience preferred
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).
Broad and deep relationship customer-facing experience with one or more key national accounts (Ascent (Cigna/ESI), Zinc (CVS), Emisar (UHC).
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.
Experience in a small or emerging biotechnology company environment preferred.
Experience launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products preferred.
Existing relationships with major Payer GPOs, Pharmacy Benefit Manager (PBMs) and National Health Plans.
Experience building infrastructure and processes within a growing commercial organization preferred.

Benefits

Comp & perks

Approximately 40–60% travel, including customer meetings, industry conferences, and internal planning sessions.