Executive Director, National Accounts - Commercial Health Systems

Roche•South San Francisco, CA

1d•$228,100 - $423,700•Remote

About The Position

Patients are counting on us. The Executive Director, National Accounts provides high-level strategic leadership across Genentech’s portfolio to close care gaps, enable product demand, and help patients start and stay on therapy. Operating in close partnership with major national care delivery organizations, this leader aligns enterprise capabilities to support the Quadruple Aim—improving patient outcomes, streamlining care delivery, supporting clinical teams, and driving health system efficiency. As the Executive Director, National Accounts – Commercial Health Systems, you will lead a team responsible for managing the nation’s largest commercial health systems, group purchasing organizations, and affiliated professional societies (e.g., HCA, CommonSpirit, Advocate, Vizient, The Resource Group, ACHE). This is a high-impact commercial leadership role. Operating in an environment where growth is driven through strategic alignment , your team’s mandate is to secure mindshare and drive enterprise-level alignment with health system C-suites through non-contractual value creation—co-creating outcomes frameworks, optimizing operational pathways, and deploying population health initiatives across Genentech’s high-value portfolio (Oncology, Neurology, Ophthalmology, Immunology, and Cardiovascular-Renal-Metabolism). Operating at an enterprise level, the Executive Director drives business performance, organizational impact, customer and patient outcomes, and nurtures team health. To achieve these ambitious goals, the Executive Director will exemplify the following core capabilities and leadership approach: Strategic Consultative Mindset over Transactional Dealmaking: Views health systems through a management consulting lens rather than a vendor lens. Brings deep fluency in health system economics, operating margins, readmission penalties, HEDIS/Star quality metrics, and population health priorities, enabling them to coach the team on how to map biopharma capabilities (e.g., MS care path optimization) directly to C-suite operational goals. Mastery of Matrix Governance & Lateral Influence: Demonstrates a proven track record of leading cross-functional field teams without direct hierarchical authority—establishing clear governance rhythms, shared incentives, and peer accountability. Enterprise Portfolio Orchestration: Possesses the executive presence and strategic depth to elevate conversations beyond brand-level product pitches, coaching the team to orchestrate a multi-specialty portfolio across five complex therapeutic areas into a unified, high-value enterprise partnership with health system leadership. Bridge Between Strategy & Operational Execution: Recognizes the critical gap between C-suite intent and local facility workflows (EHR integration, clinical pathway compliance, local pharmacy governance), driving co-created account plans with measurable milestones that translate national alignment into sustainable facility-level pull-through. Drives an intentional focus on breaking down organizational silos to build a unified, collaborative culture where best practices are scaled, learning is accelerated, dots are connected across the healthcare ecosystem, and structured mechanisms exist for cross-functional knowledge sharing. Demonstrates the confidence to navigate complex stakeholder dynamics, hold challenging conversations, deliver direct feedback, and advocate for team priorities. Possesses the courage to respectfully push back with senior leadership, challenge existing team mindsets, and mobilize internal networks to drive superior business and individual outcomes. National Leader Role Standards Deliver Business Performance and Organizational Impact Drive Patient Access: Deliver sustainable patient access (including formulary access, provider choice, and physical availability) while maintaining financial stewardship and product profitability consistent with therapeutic area goals. Cross-Functional Alignment: Build strategic relationships and lead national-level initiatives in partnership across Commercial, Medical, and Government (CMG) and other key functional partners to align national account access—compliantly driving push-through and pull-through access strategies. Portfolio & Enterprise Mindset: Evaluate complex trade-off decisions across therapeutic areas, ecosystems, regions, and national priorities in alignment with portfolio prioritization and the One Pharma Strategy. Value Proposition Delivery: Effectively communicate the clinical and value propositions of Genentech products (using on-label clinical data) to optimally position the portfolio for appropriate customer access. Executive Presence & Strategy Shaping: Influence leaders across CMG to shape strategies that thoughtfully account for customer business models, strategic priorities, and the overall customer experience. Outcome-Focused Resourcing: Evaluate, deploy, and align resources (headcount, operational spend, data insights) to drive maximum impact and inform strategic investment decisions. Deliver Customer and Patient Impact Market-Shaping Partnerships: Establish and leverage executive relationships with customer leadership on market-shaping topics, such as policy, market dynamics, and care delivery innovation. Digital & AI Integration: Lead and hold the team accountable for compliantly leveraging approved products, data insights, and emerging technology (including AI) to optimize efficiency, streamline workflows, and deliver a seamless, personalized customer experience. High-Performance Execution: Ensure team members compete at an elite level and consistently drive commercial results for the benefit of patients and key stakeholders. Ecosystem Evolution: Actively adapt to evolving marketplace dynamics and shape the Customer Engagement (CE) organization in alignment with broader CMG outcomes. Nurture Team Health Feedback & Learning Culture: Foster a culture of transparency and continuous learning by sharing and seeking feedback on market insights, negotiation strategies, and business learnings with national ecosystem/Leadership Teams (e/LT). Cross-Organizational Representation: Cultivate senior leadership relationships across Genentech and advocate for national team priorities when partnering with Squads and enterprise leaders. Capability & Capability Building: Lead initiatives on behalf of the national team to enhance commercial capabilities, strengthen team culture, and amplify broader business impact. Accountability & Performance Management: Coach, hold self and team members accountable to standards, and actively manage performance gaps in close partnership with People & Culture (P&C). Psychological Safety: Build and nurture an inclusive environment rooted in trust, belonging, and psychological safety. Talent Development & Pipeline: Develop national team talent and build a robust talent pipeline through structured mentorship, coaching, and career guidance. Coaching & Recognition: Lead regular, high-impact check-ins that encompass tactical coaching, meaningful recognition, and tailored professional development plans. Talent Attraction & Retention: Drive talent attraction, retention, and career progression—ensuring team members feel valued, included, and empowered to succeed.

Requirements

Bachelor’s Degree required.
Minimum of 15 years of commercial experience in life sciences (pharma/biotech) or related industries, with demonstrable evidence of delivering high-impact results.
Proven track record of developing and executing strategic plans across complex healthcare environments, including managed care, contracting strategy, administration, and pull-through execution.
Demonstrated ability to lead complex, cross-functional account teams under ambiguity without a set playbook, aligning matrixed teams around shared goals.
Outstanding executive presence and communication skills, with a proven ability to lead, influence, and drive consensus in a matrixed environment regardless of direct reporting lines.
Proven track record of forging successful, high-value partnerships with external customer executives and internal cross-functional peers.
Proven commitment to ongoing personal development and developing others—enabling team members to achieve their full potential, deliver ambitious goals, and execute with excellence.
Deep understanding of external laws, industry compliance codes, and company policies governing the healthcare and pharmaceutical landscape.
Field-based position requiring overnight travel.
Significant driving of either a company provided or personal vehicle and prolonged periods of sitting are required.
Must be eligible for driving a Company vehicle or driving any vehicle on Company business, as determined by a motor vehicle record check.

Nice To Haves

Strong business acumen developed through a combination of extensive industry experience, an MBA, or a related postgraduate degree preferred.

Responsibilities

Provide high-level strategic leadership across Genentech’s portfolio to close care gaps, enable product demand, and help patients start and stay on therapy.
Operate in close partnership with major national care delivery organizations, aligning enterprise capabilities to support the Quadruple Aim.
Lead a team responsible for managing the nation’s largest commercial health systems, group purchasing organizations, and affiliated professional societies.
Secure mindshare and drive enterprise-level alignment with health system C-suites through non-contractual value creation.
Co-create outcomes frameworks, optimize operational pathways, and deploy population health initiatives across Genentech’s high-value portfolio.
Drive business performance, organizational impact, customer and patient outcomes, and nurture team health.
View health systems through a management consulting lens rather than a vendor lens.
Coach the team on how to map biopharma capabilities to C-suite operational goals.
Lead cross-functional field teams without direct hierarchical authority.
Establish clear governance rhythms, shared incentives, and peer accountability.
Elevate conversations beyond brand-level product pitches, coaching the team to orchestrate a multi-specialty portfolio into a unified, high-value enterprise partnership.
Recognize the critical gap between C-suite intent and local facility workflows, driving co-created account plans with measurable milestones.
Break down organizational silos to build a unified, collaborative culture.
Navigate complex stakeholder dynamics, hold challenging conversations, deliver direct feedback, and advocate for team priorities.
Respectfully push back with senior leadership, challenge existing team mindsets, and mobilize internal networks.
Deliver sustainable patient access while maintaining financial stewardship and product profitability.
Build strategic relationships and lead national-level initiatives in partnership across Commercial, Medical, and Government (CMG) and other key functional partners.
Evaluate complex trade-off decisions across therapeutic areas, ecosystems, regions, and national priorities.
Effectively communicate the clinical and value propositions of Genentech products.
Influence leaders across CMG to shape strategies that thoughtfully account for customer business models, strategic priorities, and the overall customer experience.
Evaluate, deploy, and align resources to drive maximum impact and inform strategic investment decisions.
Establish and leverage executive relationships with customer leadership on market-shaping topics.
Lead and hold the team accountable for compliantly leveraging approved products, data insights, and emerging technology to optimize efficiency, streamline workflows, and deliver a seamless, personalized customer experience.
Ensure team members compete at an elite level and consistently drive commercial results.
Actively adapt to evolving marketplace dynamics and shape the Customer Engagement (CE) organization.
Foster a culture of transparency and continuous learning.
Cultivate senior leadership relationships across Genentech and advocate for national team priorities.
Lead initiatives on behalf of the national team to enhance commercial capabilities, strengthen team culture, and amplify broader business impact.
Coach, hold self and team members accountable to standards, and actively manage performance gaps.
Build and nurture an inclusive environment rooted in trust, belonging, and psychological safety.
Develop national team talent and build a robust talent pipeline.
Lead regular, high-impact check-ins that encompass tactical coaching, meaningful recognition, and tailored professional development plans.
Drive talent attraction, retention, and career progression.