Executive Director, National Accounts - Multispecialty Distribution & Access Team (MDAT)

Roche • South San Francisco, CA

1d • $228,100 - $423,700 • Onsite

About The Position

The Executive Director, National Accounts provides high-level strategic leadership across Genentech’s portfolio to ensure seamless product availability, close care gaps, enable product demand, and help patients start and stay on therapy. This leader operates in close partnership with national customers that deliver care or partner with care providers to ensure optimal patient outcomes. As the Executive Director, National Accounts, you will lead a team responsible for managing the nation’s largest distributors, group purchasing organizations (GPOs), management services organizations (MSOs), practice supergroups, and other key national accounts such as specialty pharmacies, ambulatory infusion centers (AICs), infusion management companies (IMCs), and provider pathway organizations. Operating at an enterprise level, the Executive Director drives business performance, organizational impact, customer and patient outcomes, and nurtures team health. This role exemplifies core leadership pillars including Strategic & Empowering Leadership, Cultural Alignment & Cross-Team Collaboration, Managerial Courage & Advocacy.

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.
• This is a field-based position and overnight travel is required.
• This position requires significant driving of either a company provided or personal vehicle as well as prolonged periods of sitting, both of which are part of the essential duties and responsibilities of the role.

Nice To Haves

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

Responsibilities

• Enable and champion a team of highly experienced National Account Executives, focusing on removing operational barriers, providing high-level thought partnership, and encouraging autonomous, strategic execution.
• Communicate a compelling functional vision that engages the team to deliver against the function and Chapter North Star.
• Apply deep leadership experience, organizational savvy, and strategic agility to navigate complex, potentially above-country models.
• Drive an intentional focus on breaking down organizational silos to build a unified, collaborative culture.
• Model cross-functional collaboration and strategic alignment across peer leadership networks.
• Establish structured mechanisms for collective knowledge sharing and cross-team mentorship across Customer Engagement.
• Demonstrate the confidence to navigate complex stakeholder dynamics, deliver clear and direct feedback, hold challenging conversations, and transparently communicate decisions regarding rewards and growth opportunities.
• Actively advocate for team priorities and account strategies.
• Respectfully challenge existing mindsets and team ways of working to drive superior business and individual outcomes.
• Deliver sustainable patient access (including formulary access, provider choice, and physical availability) while maintaining financial stewardship and product profitability consistent with therapeutic area goals.
• 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.
• Evaluate complex trade-off decisions across therapeutic areas, ecosystems, regions, and national priorities in alignment with portfolio prioritization and the One Pharma Strategy.
• Effectively communicate the clinical and value propositions of Genentech products (using on-label clinical data) to optimally position the portfolio for appropriate customer access.
• 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 (headcount, operational spend, data insights) to drive maximum impact and inform strategic investment decisions.
• Establish and leverage executive relationships with customer leadership on market-shaping topics, such as policy, market dynamics, and care delivery innovation.
• 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.
• Ensure team members compete at an elite level and consistently drive commercial results for the benefit of patients and key stakeholders.
• Actively adapt to evolving marketplace dynamics and shape the Customer Engagement (CE) organization in alignment with broader CMG outcomes.
• 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).
• Cultivate senior leadership relationships across Genentech and advocate for national team priorities when partnering with Squads and enterprise leaders.
• 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 in close partnership with People & Culture (P&C).
• Build and nurture an inclusive environment rooted in trust, belonging, and psychological safety.
• Develop national team talent and build a robust talent pipeline through structured mentorship, coaching, and career guidance.
• Lead regular, high-impact check-ins that encompass tactical coaching, meaningful recognition, and tailored professional development plans.
• Drive talent attraction, retention, and career progression—ensuring team members feel valued, included, and empowered to succeed.

Benefits

• Eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role.
• Qualifies for the benefits detailed at the link provided below.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive