Director National Accounts - Rare Disease & Specialty

Upsher-Smith Laboratories

About The Position

Upsher-Smith Laboratories (USL) is a specialty pharmaceutical company advancing innovative therapies for rare diseases with profound unmet needs. Our current focus areas include Infantile Spasms (IS), a rare, life-threatening pediatric epilepsy, and Duchenne Muscular Dystrophy (DMD), a severe progressive neuromuscular disorder. We are committed to delivering meaningful treatment options that reduce disease burden and improve outcomes for patients and families affected by rare diseases. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions. The Director, National Accounts (Market Access) is a strategic leadership role responsible for shaping and executing USL’s rare disease national payer strategy across commercial plans, PBMs, Medicare/Medicaid organizations, and large integrated delivery networks (IDNs). Reporting to the Head of Market Access, the Director will serve as the enterprise lead for assigned USL priority accounts, assisting in the development of and implementation of Payer reimbursement strategy, coverage optimization, value communication, and cross-functional alignment for our emerging rare-disease portfolio. This leader will represent USL as a strategic partner to national payers and key channel stakeholders, ensuring that our therapies are supported by access protocols that reflect the clinical, economic, and human urgency of rare diseases. The Director must be comfortable operating in an entrepreneurial environment, capable of influencing across functions, and skilled at building high-value, trust-based relationships in a competitive and rapidly evolving market.

Requirements

Bachelor's degree required; advanced degree (MBA, MS, MPH) preferred.
10+ years of progressive responsibility in biotech or pharmaceuticals, with deep experience in Managed Care, National Accounts, Trade, Access & Reimbursement, and/or Specialty Distribution.
Demonstrated success securing access for rare, orphan, or specialty products, particularly within national payer and PBM ecosystems.
Established relationships with major national payers, PBMs, and specialty channel stakeholders.
Proven track record building and executing complex access strategies and achieving measurable reimbursement wins.
Strong proficiency in MS Office and business analytics tools.
Ability to travel domestically as needed, 15%.
Exceptionally strong strategic planning, business acumen, and problem-solving capabilities.
Advanced negotiation skills, with ability to influence senior-level decision makers across diverse payer organizations.
Adept at leading within a matrix environment and driving accountability across cross-functional partners.
Comfortable operating in a high-growth, entrepreneurial environment with competing priorities.
Excellent communication skills, written, verbal, and executive-level presentations.

Responsibilities

Strategic Market Access Leadership Translate USL’s rare-disease access strategy into targeted, data-driven national account plans that shape policy, reimbursement, and formulary positioning across priority payers and PBMs.
Anticipate and model evolving market trends, including benefit design shifts, specialty drug cost management, and rare-disease utilization dynamics, to guide long-term strategic decision making.
Serve as the internal subject-matter expert on national payer strategy, channel economics, reimbursement models, and rare-disease policy.
National Account Management & Contracting Strategy Lead all strategic engagement with assigned national payers, PBMs, and large health-system/IDN accounts; cultivate relationships across pharmacy, medical, care management, trade, and health economics functions.
Negotiate access, formulary placement, value-based discussions, and reimbursement policies that maximize appropriate patient access for the current in-line portfolio as well as portfolio expansion efforts.
Identify account-specific access barriers and execute targeted solutions leveraging clinical, HEOR, contracting, and policy resources.
Oversee development of payer-focused value propositions, contracting frameworks, and clinical/economic materials for the rare-disease portfolio.
Cross-Functional Commercial Leadership Lead cross-functional account teams (KAMs, MSLs, Trade, Patient Services, HEOR, Sales, Marketing, Advocacy) to ensure fully integrated execution of access strategies.
Translate payer insights into strategic recommendations for pipeline, launch, marketing, forecasting, and brand strategy.
Ensure seamless communication with Specialty Pharmacies, HUB/Patient Services, and distribution partners to support patient onboarding, adherence, and fulfillment in limited distribution networks.
Insight Generation & Market Influence Drive deep insight generation across payer trends, drug policy, rare-disease reimbursement, and competitive landscapes; synthesize insights for senior leadership and brand teams.
Represent USL at national payer meetings, trade associations, and rare-disease industry forums to elevate the company’s visibility and influence.
Proactively identify new opportunities for strategic partnerships, innovative reimbursement models, and access-enhancing programs.
Compliance & Governance Ensure all payer engagements, contracting activities, and educational programs comply with all applicable laws, regulations, and internal compliance standards.