Director Federal Regional Accounts

Bayer•Whippany, NJ

21h•Hybrid

About The Position

The Director, Federal Regional Accounts will lead customer engagement strategies and manage relationships with designated VISNs, select Military Treatment Facilities (MTFs), and other federal accounts to deliver profitable access, formulary inclusion, and guideline placement for Bayer brands. You will collaborate closely with field customer engagement Leadership, the National Director Federal Accounts, and market access teams to drive performance across VAMCs, MTFs, Indian Health Service clinics, and TRICARE through the Dynamic Shared Ownership (DSO) model in 90-day cycles. You will identify and pursue therapeutic Federal leaders at VISNs and MTFs, and serve as the regional pull-through lead working with Area General Managers(AGM’s) and selling squads to achieve measurable access and commercial outcomes.

Requirements

Bachelor’s degree; MBA preferred
10+ years of relevant pharmaceutical industry experience with responsibility for customer account strategy or market access
Minimum 3+ years of Managed Markets experience
Minimum 3+ years in a supervisory or influential leadership role
Demonstrated experience executing VISN, VAMC, and MTF access strategies, including familiarity with formulary process, VA PBM, and Defense Health Agency considerations
Strong commercial and strategic mindset with the ability to synthesize market, policy, and competitive data into actionable plans
Proven ability to lead cross-functional teams and influence senior internal and external stakeholders
Excellent verbal and written communication skills with exemplary follow-up and relationship management
Advanced problem-solving skills and the ability to manage multiple priorities and initiatives simultaneously

Nice To Haves

Experience with contract development, negotiations, and federal account commercialization
Deep understanding of VA/DHA policy, regional VISN dynamics, and enterprise-level customer behavior
Track record of creating innovative access solutions and building strong business cases
Experience working with HEOR, Medical Affairs, and Brand teams to align clinical and economic value propositions

Responsibilities

Lead development and execution of VISN, VAMC and MTF engagement plans, including formulary, guideline, and contracting initiatives to secure product access
Execute regional customer account strategies and implement the Customer Segment plan using market and customer intelligence to drive access and formulary outcomes
Drive innovative, long-term access solutions while delivering on short-term brand performance metrics
Coordinate cross-functionally with Brand leads, Sales Leadership, HEOR, Medical, and pull-through teams to align resources and tactical execution
Build and maintain strategic relationships with senior customer decision makers across Pharmacy, Medical, and policy stakeholders to influence coverage and guideline decisions
Design and co-lead Mission Teams and DSO squads to address critical access challenges and accelerate pull-through performance
Analyze market dynamics, competitive trends, and customer intelligence to prioritize opportunities and inform strategy
Manage resource allocation and collaborate with procurement, finance, and field teams to support project execution and asset creation
Represent Bayer at national forums and conferences to advocate for product access and strengthen customer partnerships
Monitor performance, provide regular updates to leadership, and adapt plans to achieve stretch goals and KPIs