Cristcot logo
Cristcot

The work that we do today will impact the lives, of people we do not know, in a humanistic way.

Senior Director, National Accounts

Location

United States

Posted

9 days ago

Salary

0

Seniority

Senior

Bachelor Degree10 yrs expEnglish

Job Description

Senior Director, National Accounts

Cristcot

• 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.

Job Requirements

  • 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

  • Health insurance
  • Retirement plans
  • Paid time off
  • Flexible work arrangements
  • Professional development

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