Executive Director, Account Management
About The Position
The Executive Director, Account Management will establish and lead the national Ophthalmology Account Management Team as the company prepares for a launch in ophthalmology. The role leads a field team of Account Directors focused on two late-stage pipeline assets and oversees account managers responsible for key consolidated Retina practices, large managed-service organizations, and PE-backed networks. The position will help shape the company’s approach to the ophthalmology market, build strategic partnerships, coordinate cross-functional customer engagement, and support healthcare partners and providers in improving patient outcomes. The role reports to the US Franchise Leader of Ophthalmology and participates on the Franchise Leadership Team. The position is remote and requires 50% travel.
Requirements
- Bachelor's degree required.
- 12 or more years of progressive pharmaceutical, biotech, or related industry experience.
- 7 or more years of experience managing direct reports.
- 5 or more years of demonstrated strategic or key account management experience with enterprise-level customer engagement.
- Proven ability to develop and implement strategy in complex healthcare environments, influence without authority, and mobilize cross-functional colleagues.
- Strong understanding of buy-and-bill economics, specialty drug distribution, GPO contracting structures, and reimbursement dynamics.
- Demonstrated financial acumen and ability to communicate value propositions and negotiate, when applicable.
- Excellent interpersonal and communication skills, including the ability to work with people from varied cultures.
- Ability to travel 50%.
- Ability to represent the ophthalmology franchise ethically and professionally, in compliance with applicable laws, regulations, and company policies.
Nice To Haves
- MBA or advanced degree.
- Knowledge of and relationships with executive-level decision makers at retina and other market GPOs and institutional trade partners.
- Previous experience launching new specialty pharmaceutical or biologic products.
- Cross-functional experience in account management, marketing, market access, and/or operations.
- Strong understanding of the healthcare ecosystem.
- Experience with channel accounts, including distributors, GPOs, PE-backed entities, and specialty pharmacies.
Responsibilities
- Establish, recruit, and oversee the Ophthalmology Account Management Team, including National Account Directors for key corporate accounts and Key Account Managers assigned to districts.
- Participate in the US Ophthalmology Leadership Team and help shape the franchise’s strategic direction, capabilities, and performance.
- Serve as the internal expert on key ophthalmology engagements, advising senior leadership and representing account segments in business-planning forums.
- Provide strategic oversight and executive sponsorship for key organized customer accounts, while enabling account managers to own ongoing operational relationships.
- Coach and mentor a high-performing field team and foster accountability and continuous professional development.
- Coordinate cross-functional execution across SAMs, BEMs, Field Sales, Field Reimbursement, and Medical to meet customer needs and ensure compliance with company policy.
- Oversee customer engagement plans, optimize resource allocation, and promote collaboration with other field-facing teams.
- Develop and execute account strategies that mobilize cross-functional teams and advance customer and organizational goals.
- Build and maintain trusted customer relationships, navigate clinical and business decision-making networks, and lead complex customer engagements.
- Create and lead an inclusive environment that values diverse perspectives and expertise.
Benefits
- Medical, dental, vision, healthcare, and other insurance benefits for employees and families.
- Retirement benefits, including 401(k).
- Paid holidays, vacation, compassionate days, and sick days.
- Eligible for an annual bonus and long-term incentive, if applicable.
- Domestic relocation.
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What This Job Offers
Job Type
Full-time
Career Level
Director
