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

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 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. To achieve these goals, the Executive Director exemplifies the following core leadership pillars:

Strategic & Empowering Leadership
Empowering Seasoned Talent: Enable and champion a team of highly experienced National Account Executives. Focus on removing operational barriers, providing high-level thought partnership, and encouraging autonomous, strategic execution.
Inspiring Vision & Growth: Communicate a compelling functional vision that engages the team to deliver against the function and Chapter North Star. Inspire and challenge team members to elevate their thinking, break away from the status quo, and pursue innovative commercial opportunities.
Broad Context & Enterprise Thinking: Apply deep leadership experience, organizational savvy, and strategic agility to navigate complex, potentially above-country models. Make decisions that optimize performance across broader enterprise interdependencies and multi-team dynamics.
Cultural Alignment & Cross-Team Collaboration
Silo-Busting & Network Enablement: Drive 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 the entire system benefits from elevated performance.
Unified Leadership Modeling: Model cross-functional collaboration and strategic alignment across peer leadership networks, setting a clear example of unified execution to foster seamless collaboration and team harmony.
Systemic Insights & Coaching: Establish structured mechanisms for collective knowledge sharing and cross-team mentorship across Customer Engagement, providing updates with systemic insights that support ongoing organizational learning.
Managerial Courage & Advocacy
Direct & Transparent Communication: 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.
Internal Advocacy & Respectful Pushback: Actively advocate for team priorities and account strategies. Demonstrate the courage to respectfully push back with senior leadership, especially during critical launches or high-pressure commercial environments.
Constructive Challenge & Strategic Influence: Respectfully challenge existing mindsets and team ways of working to drive superior business and individual outcomes. Capitalize on prior cross-functional exposure to unlock new internal relationships and mobilize networks without relying on direct authority.

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.
• 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.
• As a result, Genentech, Inc. (Company) from time to time will check your motor vehicle record for purposes of determining your eligibility for driving a Company vehicle or driving any vehicle on Company business.

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 ensure seamless product availability, close care gaps, enable product demand, and help patients start and stay on therapy.
• Operate in close partnership with national customers that deliver care or partner with care providers to ensure optimal patient outcomes.
• 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.
• Drive business performance, organizational impact, customer and patient outcomes, and nurture team health.
• 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.
• Inspire and challenge team members to elevate their thinking, break away from the status quo, and pursue innovative commercial opportunities.
• Apply deep leadership experience, organizational savvy, and strategic agility to navigate complex, potentially above-country models.
• Make decisions that optimize performance across broader enterprise interdependencies and multi-team dynamics.
• 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.
• Demonstrate the courage to respectfully push back with senior leadership, especially during critical launches or high-pressure commercial environments.
• Respectfully challenge existing mindsets and team ways of working to drive superior business and individual outcomes.
• Capitalize on prior cross-functional exposure to unlock new internal relationships and mobilize networks without relying on direct authority.
• 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