National Account Manager - Medicaid/Medicare

Tandem Diabetes Care

6d•$174,000 - $221,000•Remote

About The Position

This National Account Manager will have a strong focus on Medicaid and Medicare Advantage (Part C). Other responsibilities will include managing strategic relationships in the Durable Medical Equipment (DME) and Pharmacy Distribution channels including Pharmacy Benefit Managers (PBMs), specialty and retail pharmacy networks, Health Plans, and related access stakeholders. This individual will lead contract negotiations, manage access strategies, and drive execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. The role requires cross-functional collaboration, value-based selling, and field sales partnership to ensure broad patient access and business growth.

Requirements

Bachelor degree, preferably in a life science, business or marketing or a combination of equivalent education and applicable job experience.
12+ years of experience in Market Access, National Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries.
Demonstrated success negotiating contracts with PBMs, health plans, Medicaid Accounts, and Medicare Advantage (Part C) MCOs.
Deep understanding of the pharmacy benefit landscape, PBM contracting, pharmacy reimbursement, Medicaid, Medicare, specialty distribution, and DME contracting.
Strong analytical acumen with the ability to leverage data sets and turn them into actionable account strategies.
Proven negotiation and influencing skills with C-suite and senior executives within commercial payers, Medicaid, Medicare, and Large Employers.
Experience in patient access programs, co-pay assistance models, and limited distribution networks.
Skilled communicator with the ability to translate formulary placement and utilization management criteria into field-ready messaging.
Comfortable navigating ambiguity in a high-growth, evolving access model environment.
Ability to travel up to 50% as required and work from a home office; must maintain valid driver’s license and required auto insurance as well as good driving record, per company policy.
Ability to travel by car or airplane up to 50% of the time.

Nice To Haves

Prior experience working in a company with a strong pharmacy-first or limited distribution model preferred.
Familiarity with digital health and connected medical technologies preferred.

Responsibilities

Leads contract negotiation and execution with PBMs, Health Plans, Medicaid Plans, Medicare Advantage MCOs, and Large Employers
Delivers tailored value propositions using financial modeling, claims analytics, medical information, and health economic data.
Secures pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned to product lifecycle and channel strategy.
Maintains Durable Medical Equipment relationships and contracts.
Partners with internal legal, pricing, and finance teams to structure pharmacy agreements that balance growth and profitability.
Drives execution of pharmacy access strategies through collaboration with field sales, inside sales, marketing, and market access teams.
Translates formulary placement into actionable tools and messaging for field sales to optimize pull-through.
Develops and executes training, playbooks, and co-branded resources in partnership with marketing and sales training.
Serves as lead point of contact for assigned accounts, ensuring operational execution, service level adherence, and issue resolution.
Builds and maintains senior-level relationships within PBMs, Health Plans, Medicaid Accounts, Medicare Advantage MCOs, Large Employers and Payer Organizations to influence formulary and utilization management policy.
Represents the organization in business reviews, renegotiation cycles, and quarterly performance meetings with assigned accounts.
Collaborates with patient services, reimbursement, and distribution teams to optimize pharmacy fulfillment through limited distribution channels.
Monitors market trends, competitor access, and policy shifts that impact pharmacy distribution and reimbursement and Durable Medical Equipment contrats.
Informs Market Access Strategy with insights into payer mix, pharmacy benefit adoption, step-edits, and tiering.
Provides strategic input into brand planning and pricing.
Supports the evolution of hybrid (medical + pharmacy) access models as the landscape shifts toward simpler, scalable solutions.
Collaborates with Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, and Medical Affairs to align and implement pharmacy strategy.
Partners with sales leadership to ensure timely and coordinated pull-through across geographies.
Serves as subject matter expert in internal working groups and field-facing strategy sessions.