National Account Director - West Mountain
About The Position
The National Account Director (NAD) will serve as a strategic leader within the Market Access organization, responsible for driving awareness and regional strategies for late-stage investigational products and future label expansions across the acute care and health system environment. This role will serve as a critical interface between the company and customer organizations to optimize patient access, reimbursement, financial adoption, and operational integration for the company’s portfolio. The ideal candidate possesses deep expertise in Pre-Approval Information Exchange (PIE), budget impact and pro forma modeling, reimbursement strategy, healthcare economics, revenue cycle operations, HUB services, and institutional account management. This individual must be highly strategic, analytically savy, and capable of building trusted executive-level relationships across clinical, financial, operational, pharmacy, and administrative stakeholders. This role requires a sophisticated understanding of the evolving healthcare landscape, including hospital economics, payer dynamics, specialty distribution, and site-of-care decision-making. This role will report directly to the Sr. National Account Director.
Requirements
- Strong understanding of payer and provider economics within both inpatient and outpatient settings.
- Proven ability to engage and influence executive-level stakeholders.
- Strong analytical, financial modeling, and presentation skills.
- Excellent cross-functional leadership and collaboration capabilities.
- Bachelor’s degree required
- Minimum 8–12 years of experience in pharmaceutical, biotech, specialty pharmacy, healthcare consulting, or market access environments.
- Significant experience working with: IDNs, Academic medical centers, Organized health systems, Institutional customers
- Willingness to travel as needed (up to 50%), including overnight(s) for customer meetings, in office (NJ and Chicago) and assigned conferences
- Ability to travel nationally as required.
Nice To Haves
- advanced degree (MBA, MPH, PharmD, MS, or related discipline) preferred.
Responsibilities
- Serve as the primary corporate account lead for targeted organized customers and decision-makers for priority IDNs
- Develop and execute national account strategies across IDNs, academic medical centers, large health systems, and individual cancer centers.
- Engage with pharmacy leadership, supply chain, finance, population health, quality, and clinical stakeholders to support access objectives.
- Lead strategic engagement plans focused on improving formulary access, operational readiness, reimbursement optimization, and financial adoption.
- Support development and execution of health system and organized customer contracting strategies.
- Collaborate with Pricing, Trade, and Contracting teams to evaluate customer opportunities and optimize access positioning.
- Provide strategic input on payer and provider dynamics impacting product adoption and utilization.
- Identify barriers to product adoption and develop customized solutions aligned with customer operational and financial objectives.
- Collaborate cross-functionally with Market Access, Sales, Medical Affairs, Trade, HEOR, Compliance, Legal, Finance, and Patient Services teams to ensure coordinated customer engagement.
- Lead compliant PIE engagements with health systems, IDNs, and organized customers to support awareness and planning for upcoming launches or label expansions.
- Deliver clinical, economic, and operational value messaging within FDA and compliance guidelines.
- Educate stakeholders on anticipated product impact, reimbursement pathways, coding considerations, and implementation planning.
- Partner with internal stakeholders to ensure PIE materials and communication strategies are accurate, compelling, and compliant.
- Develop and present sophisticated budget impact analyses, pro forma models, and economic value assessments tailored to institutional customers.
- Quantify financial implications associated with acquisition cost, reimbursement, site-of-care economics, infection reduction, readmission reduction, operational efficiencies, and patient outcomes.
- Maintain deep expertise in hospital and health system revenue cycle operations, including: Coding and billing pathways, DRG/APC reimbursement, NTAP/pass-through payment mechanisms, Buy-and-bill economics, Specialty pharmacy and medical benefit reimbursement, Charge capture and claims adjudication
- Serve as a consultative resource to customers on reimbursement optimization and operational implementation.
- Identify reimbursement risks and proactively develop mitigation strategies.
- Partner closely with HUB services and patient support teams to optimize patient onboarding, benefit verification, prior authorization support, financial assistance, and therapy access.
- Ensure institutional stakeholders understand available support services and operational workflows.
- Provide customer feedback to enhance HUB program effectiveness and customer experience.
- Develop comprehensive national account plans including stakeholder mapping, opportunity identification, financial analyses, and access strategies.
- Drive execution against account objectives, performance metrics, and pull-through initiatives.
- Monitor market dynamics, competitive landscape, policy changes, and reimbursement trends impacting institutional customers.
- Maintain accurate account documentation, forecasting, and reporting.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
