Director, National Accounts

Cristcot

2d•Remote

About The Position

The National Account Director is responsible for developing and managing strategic relationships with the headquarters leadership of the nation’s largest gastroenterology super groups and management services organizations (MSOs). The position will serve as the company’s national enterprise lead for these high-priority accounts, engaging primarily with executive leadership, practice administrators, operational leaders, pharmacy and dispensing leadership, and other centralized decision-makers. The National Account Director will develop enterprise account strategies designed to improve patient access, support effective treatment pathways, address operational and reimbursement barriers, and facilitate appropriate adoption of company products across affiliated GI practices. This role is distinct from the field sales organization. The sales team will lead product promotion, provider engagement, and local market execution. The National Account Director will focus on headquarters-level relationships, centralized decisions, enterprise initiatives, and coordination between national account priorities and field implementation. The position will also support a limited number of group purchasing organization (GPO) and enterprise contracting activities, to support relationships with GI super groups. The National Account Director will work closely with Market Access, Sales, Trade and Distribution, Medical Affairs, Marketing, Patient Services, Legal, and Finance to ensure that national account strategies are aligned and executed effectively.

Requirements

Bachelor’s degree required
Minimum of 8–10 years of experience in pharmaceuticals, biotechnology, specialty pharmaceuticals, healthcare organizations, market access, or strategic account management.
Minimum of 5 years of experience managing national or enterprise-level provider organizations, specialty-practice groups, MSOs, GPOs, or other complex healthcare accounts.
Working knowledge of GPO agreements, provider contracting, pharmaceutical distribution, physician dispensing, reimbursement, and patient access.
Demonstrated success establishing executive-level relationships and influencing complex, matrixed healthcare organizations.
Ability to translate national account strategies into clear implementation plans for field and cross-functional teams.
Strong understanding of the respective roles of strategic accounts, market access, and field sales, with demonstrated success partnering across these functions.
Strong business and financial acumen, including the ability to evaluate account opportunities and contracting considerations.
Excellent interpersonal, presentation, negotiation, and written and verbal communication skills.
Demonstrated ability to lead cross-functional initiatives without direct authority.
Ability to manage a small number of complex, high-value national accounts with a high degree of independence and accountability.

Nice To Haves

Advanced degree in business, healthcare administration, life sciences, or a related discipline preferred.
Experience supporting a pharmaceutical product launch and early commercialization is strongly preferred.
Experience with specialty pharmaceutical products, 505(b)(2) products, and/or drug-delivery devices is preferred.
Direct experience working with gastroenterology super groups, physician-practice management organizations, or specialty-provider networks is strongly preferred.
Established relationships with large GI organizations and their executive or administrative leadership are highly desirable.
Experience working with Group Purchasing Organizations, distribution, or physician-dispensing organizations is preferred.

Responsibilities

Develop and execute national strategic account plans for the largest and most influential GI super groups and MSOs.
Establish and maintain relationships with executive leadership, practice administrators, operational leaders, pharmacy and dispensing leadership, and other headquarters-level decision-makers.
Serve as the primary company contact for enterprise-level engagement with assigned GI super groups.
Understand each organization’s structure, governance, business model, affiliated practices, dispensing capabilities, decision-making processes, and strategic priorities.
Identify opportunities to improve patient access, optimize treatment and referral pathways, and address enterprise-level operational barriers.
Develop account-specific objectives, stakeholder maps, engagement plans, and implementation strategies.
Coordinate corporate-level initiatives that may be deployed across multiple practices, markets, or regions within a GI super group.
Establish productive, long-term partnerships that align customer needs with the company’s patient access and business objectives.
Assess the access, reimbursement, distribution, dispensing, and patient-support needs of assigned GI super groups.
Evaluate how centralized and local decisions are made within each organization and identify the appropriate points of enterprise influence.
Engage customer leadership in discussions concerning patient access, practice economics, reimbursement considerations, dispensing models, specialty pharmacy pathways, and operational implementation.
Identify enterprise-level opportunities to improve the patient journey and reduce barriers to treatment initiation and continuity.
Partner with Market Access and Patient Services to address account-specific access and reimbursement challenges.
Develop appropriate value-based, economic, and operational resources in collaboration with internal stakeholders.
Monitor changes in GI practice consolidation, provider economics, reimbursement, dispensing models, and other market dynamics affecting GI super groups.
Provide customer insights and market intelligence to inform company strategy, resource allocation, and future program development.
Support a focused portfolio of GPO and enterprise contracting activities relevant to GI super groups.
Partner with Market Access, Trade and Distribution, Finance, and Legal in evaluating and implementing appropriate GPO or enterprise agreements.
Develop a clear understanding of GI super groups, including purchasing, distribution, dispensing, and contract-administration considerations.
Assist with contract evaluation, implementation, communication, and performance monitoring.
Coordinate with internal and customer stakeholders to support contract awareness and appropriate implementation across participating practices.
Monitor contract participation, operational issues, and account-level opportunities or risks.
Ensure all contracting activities are conducted in accordance with company policies and applicable legal, regulatory, and compliance requirements.
Partner closely with Sales leadership and field teams to align headquarters-level account strategy with regional and local execution.
Clearly communicate enterprise decisions, initiatives, access pathways, and contractual arrangements to the appropriate field stakeholders.
Provide the sales organization with relevant account insights, organizational maps, implementation guidance, and updates.
Coordinate with field leadership to support consistent execution across practices affiliated with national GI super groups.
Maintain clear role separation: the field sales organization is responsible for product promotion and local provider-level selling, while the National Account Director is responsible for enterprise relationships and headquarters-level strategy.
Collaborate with Medical Affairs to facilitate compliant scientific exchange and appropriate engagement with clinical leadership.
Partner with Marketing and Commercial Excellence to develop enterprise-appropriate resources, programs, and customer initiatives.
Coordinate with Patient Services and access and reimbursement teams to address systemic barriers affecting assigned organizations.
Work with Trade and Distribution to address product availability, distribution pathways, and operational requirements.
Lead internal account reviews and ensure cross-functional stakeholders remain aligned on priorities, responsibilities, and next steps.
Contribute to broader market access and commercial strategy based on insights obtained from national GI organizations.
Achieve assigned strategic account objectives and performance measures.
Establish measurable account goals related to executive engagement, patient access, enterprise initiative implementation, contract adoption, and issue resolution.
Maintain current and actionable account plans, stakeholder maps, opportunity assessments, and engagement documentation.
Monitor account developments and provide leadership with timely forecasts of opportunities, risks, organizational changes, and implementation needs.
Evaluate the effectiveness of enterprise programs and recommend adjustments when appropriate.
Demonstrate sound business and financial judgment when assessing strategic investments, customer initiatives, and contracting opportunities.
Operate in full compliance with company policies and all applicable legal and regulatory requirements.