National Account Director, Payer Team

Ipsen•Berkeley Heights, MA

2d•$190,500 - $280,000•Remote

About The Position

The National Account Director is responsible for leading strategic engagement and business development with key national payer/PBM/GPO accounts to ensure optimal access and reimbursement for Ipsen’s portfolio. The candidate is accountable for securing profitable access, in alignment with each brand’s access strategy, and serves as the primary face for their accounts. This role plays a critical part in shaping Ipsen’s market access strategy, driving long-term partnerships, and influencing payer decision-making to support patient access and commercial success. The National Account Director collaborates cross-functionally with Value & Access, Sales, Marketing, Medical Affairs, and HEOR teams to deliver integrated solutions tailored to payer needs. The role is pivotal in translating Ipsen’s value proposition into actionable strategies that align with payer priorities and healthcare system dynamics. The candidate is responsible for providing key customer insights, developments and contract performance to various internal leadership on an ongoing basis.

Requirements

12+ years of industry experience with at least 5+ years in payer national account management.
Proven experience in national account management within the pharmaceutical or biotech industry.
Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
Exceptional business and clinical acumen.
Strong presentation skills: ability to clearly convey his/her ideas to key internal organizational stakeholders as well as specific decision makers in assigned accounts.
Experience leading cross-functional initiatives and managing complex stakeholder relationships.
Ability to interpret healthcare data and apply insights to inform strategy.
BA/BS in Business, Life Sciences, Health Economics, or related field.
English (fluent)

Nice To Haves

Experience in rare disease, oncology, or specialty pharmaceuticals.
Familiarity with value-based contracting and innovative access models
Established relationships with Zinc and CVS Caremark
Advanced degree (MBA, MPH, PharmD) is a plus.

Responsibilities

Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization’s therapeutic areas.
Build and maintain deep, trusted relationships with key payer decision-makers and leadership (e.g. CEO, CFO, Industry Relations, Medical Directors, etc)
Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
Execution of strategic contracts aligned with brand and access goals.
Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes and anticipate shifts.
Collaborate with internal stakeholders to align on pricing, contracting, and value-based initiatives.
Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
Utilize data-driven insights to support value propositions and demonstrate product differentiation.
Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull-through resource development.
Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer-facing materials such as value proposition decks, PIE decks, and pull-through resources.