Executive Director, Account Management
About The Position
The Executive Director, Account Management will serve as the national leader of the Ophthalmology Account Management Team, leading and managing a field team of Account Directors built around two late-stage pipeline assets. The role will help establish the company's presence in the evolving ophthalmology market, develop strategic partnerships, and coordinate cross-functional engagement. It oversees account managers responsible for consolidated Retina practices, managed-service organizations, and PE-backed networks, and supports healthcare partners and providers in improving patient outcomes. The position reports to the US Franchise Leader of Ophthalmology and participates in the Franchise Leadership Team. The role provides strategic direction and operational oversight for account engagement, customer relationships, team development, and launch planning. It represents the ophthalmology franchise to customers and internal stakeholders while ensuring engagements comply with applicable laws, regulations, and company policies. The position is remote, based primarily in North Wales, Pennsylvania, 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/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, if applicable.
- Excellent interpersonal and communication skills, including the ability to interact with people from varied cultures.
- Ability to travel 50%.
- Valid driving license.
- Ability to uphold applicable laws, regulations, and company policies in customer engagements.
Nice To Haves
- MBA or advanced degree.
- Knowledge of and relationships with executive-level decision makers in retina and other market GPOs and institutional trade partners.
- Previous experience launching new specialty pharmaceutical or biologics products.
- Cross-functional experience spanning 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 corporate accounts and Key Account Managers assigned to districts.
- Participate in the US Ophthalmology Leadership Team and 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 organized customer accounts, maintaining selective high-level engagement with C-suite and clinical leadership while empowering account teams to own ongoing operational relationships.
- Coach and mentor the field team and establish a culture of accountability and continuous professional development.
- Coordinate cross-functional execution across SAMs, BEMs, Field Sales, Field Reimbursement, and Medical to meet customer needs and ensure compliant pull-through across customer networks.
- Provide strategic oversight of customer engagement plans, optimize resource allocation, and champion collaboration with other field-facing teams.
- Anticipate healthcare market trends, synthesize data, and use insights to shape strategic plans.
- Understand customer business priorities, healthcare business models, and financial metrics to identify opportunities that improve patient outcomes and product access.
- Navigate clinical and business decision-making networks and build trusted, long-term customer relationships.
- Develop tailored strategies and account plans addressing customer challenges and long-term growth objectives.
- Lead complex cross-functional initiatives and high-level customer engagements, aligning teams and building mutual commitments.
- Mobilize resources and use data and customer insights to execute plans and deliver effective presentations.
- Create and lead an inclusive environment that values broad perspectives and expertise.
- Represent the ophthalmology franchise ethically and professionally, in compliance with applicable laws, regulations, and company policies.
- Lead assigned Strategic Account Managers and mentor peers in business relationship and customer-network best practices.
Benefits
- Medical insurance and other insurance benefits for employees and family.
- Dental insurance.
- Vision insurance.
- Retirement benefits, including 401(k).
- Paid holidays.
- Vacation.
- Compassionate and sick days.
- Annual bonus and long-term incentive, if applicable.
- Domestic relocation.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Executive
