Director National Accounts-GPO/Market Access

IQVIA•Parsippany, IL

About The Position

The Director, National Accounts is a commercial leader responsible for developing and executing the company’s national account strategy before and after the launch of its first commercial product. The role leads relationships and negotiations with healthcare stakeholders, including payer GPOs, PBMs, and national health plans across Commercial, Medicare, and Medicaid. As part of the Market Access leadership team, this visible position helps shape pricing, contracting, reimbursement, and access strategies to support product adoption and patient access in a fast-paced, entrepreneurial biotech environment. The Director collaborates internally with Sales, Marketing, Finance, Medical, Legal, and other teams, and builds and maintains relationships with payer GPOs, PBMs, national and regional payers, and specialty pharmacies. The role contributes to launch readiness, commercialization, account planning, and broader commercial strategy, while developing tools and processes to support national account management in a growing organization. The annualized potential base pay range is $126,100 to $351,400; actual pay may vary based on qualifications, location, and schedule. Incentive compensation and health and welfare benefits may also be offered, depending on the position.

Requirements

Bachelor’s degree required.
At least 10 years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations.
At least 5 years of direct national account management experience with responsibility for payer GPOs, PBMs, and national health plans, including government payers such as VA, DoD, and Medicaid.
Outstanding customer relationship, interpersonal, verbal, and written communication skills, with the ability to work effectively 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.
Ability to influence senior executives and manage complex stakeholder relationships.
Strong financial acumen and contract evaluation capabilities.

Nice To Haves

Advanced degree such as an MBA, MPH, PharmD, or related field.
Biosimilar and/or monoclonal antibody experience.
Broad, deep customer-facing relationship experience with one or more key national accounts, including Ascent (Cigna/ESI), Zinc (CVS), or Emisar (UHC).
Experience in a small or emerging biotechnology company.
Experience launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products.
Existing relationships with major payer GPOs, PBMs, and national health plans.
Experience building infrastructure and processes within a growing commercial organization.

Responsibilities

Develop and implement a national accounts strategy to support launch readiness and long-term commercial success.
Establish and manage executive-level relationships with PBMs, GPOs, national and regional payers, and specialty pharmacies.
Identify, prioritize, and secure formulary access opportunities aligned with corporate objectives.
Lead assigned national accounts, including account-specific business plans and performance objectives.
Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans.
Partner with Pricing, Market Access, Finance, Legal, and Compliance to develop contract strategies and evaluate financial implications.
Monitor payer coverage policies, competition, and market trends, and adjust account strategies accordingly.
Support pull-through initiatives to maximize access and utilization within contracted organizations.
Contribute to launch planning and commercialization efforts, providing account insights for forecasting, pricing strategy, patient access programs, and brand planning.
Collaborate with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and executive leadership.
Develop processes, tools, and analytics for national account management in a growing organization.
Foster accountability, collaboration, customer focus, and excellence, and contribute to commercial strategy and organizational development.
Demonstrate the value of the company’s products, services, and organization.
Manage executive-to-executive meetings and facilitate communication with field personnel and leadership about customer strategies and market trends.
Develop account plans and overall account strategies encompassing relevant stakeholders and customer needs.
Participate in business reviews as a subject matter expert for assigned accounts.
Represent the company at key national conferences and congresses.