National Account Manager - Federal Payors
About The Position
The National Account Manager will focus on the VA, DOD, TRICARE, and IHS, while managing strategic relationships across Durable Medical Equipment (DME) and pharmacy distribution channels, including PBMs, specialty and retail pharmacy networks, health plans, and related access stakeholders. The role leads contract negotiations, manages access strategies, and drives execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. It requires cross-functional collaboration, value-based selling, and partnership with field sales to support patient access and business growth. The position leads account contracting and access strategy; develops tailored value propositions using financial modeling, claims analytics, medical information, and health economic data; and secures formulary coverage, distribution agreements, and reimbursement pathways. It also drives execution of access strategies, develops field tools and training, serves as the lead contact for assigned accounts, maintains senior-level relationships, and monitors market and policy changes. The role collaborates across Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, Medical Affairs, and Sales to implement pharmacy strategy and support pull-through. This is a fully remote position open to candidates in the United States, with travel up to 50% as required. Equipment is provided and training is virtual.
Requirements
- Bachelor's degree, preferably in life science, business, or marketing, or equivalent education and applicable job experience.
- 10 or more years of experience in Market Access, National Accounts, or Managed Markets in the pharmaceutical, biotech, or medical device industries.
- Demonstrated success negotiating pharmacy or formulary contracts.
- Deep understanding of the pharmacy benefit landscape, pharmacy reimbursement, VA, DOD, TRICARE, IHS, PBM, and DME contracting.
- Strong analytical skills, including the ability to use data sets to develop actionable account strategies.
- Proven negotiation and influencing skills with C-suite and senior executives.
- Experience in patient access programs, co-pay assistance models, and limited distribution networks.
- Ability to translate formulary placement and utilization management criteria into field-ready messaging.
- Comfort navigating ambiguity in a high-growth, evolving access-model environment.
- Ability to travel up to 50% as required and work from a home office.
- Valid driver's license, required auto insurance, and a good driving record in accordance with company policy.
- Must be authorized to work for any employer in the United States; visa sponsorship is not available.
Nice To Haves
- Prior experience working in a company with a strong pharmacy-first or limited distribution model.
- Familiarity with digital health and connected medical technologies.
Responsibilities
- Lead contract negotiation and execution with the VA, DOD, TRICARE, IHS, PBMs, and health plans.
- Deliver tailored value propositions using financial modeling, claims analytics, medical information, and health economic data.
- Secure pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned with product lifecycle and channel strategy.
- Maintain DME relationships and contracts.
- Partner with Legal, Pricing, and Finance to structure pharmacy agreements that balance growth and profitability.
- Drive execution of pharmacy access strategies in collaboration with field sales, inside sales, Marketing, and Market Access teams.
- Translate formulary placement into actionable tools and messaging for field sales to optimize pull-through.
- Develop training, playbooks, and co-branded resources with Marketing and Sales Training.
- Serve as lead point of contact for assigned accounts, ensuring operational execution, service-level adherence, and issue resolution.
- Build and maintain senior-level relationships across the VA, DOD, TRICARE, IHS, PBMs, health plans, and payer organizations to influence formulary and utilization management policy.
- Represent the organization in business reviews, renegotiation cycles, and quarterly performance meetings.
- Collaborate with patient services, reimbursement, and distribution teams to optimize pharmacy fulfillment through limited distribution channels.
- Monitor market trends, competitor access, and policy shifts affecting pharmacy distribution, reimbursement, and DME contracts.
- Provide insights into payer mix, pharmacy benefit adoption, step-edits, and tiering to inform Market Access Strategy.
- Provide strategic input into brand planning and pricing.
- Support the evolution of hybrid medical and pharmacy access models.
- Collaborate with Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, and Medical Affairs to align and implement pharmacy strategy.
- Partner with sales leadership to coordinate pull-through across geographies.
- Serve as a subject matter expert in internal working groups and field-facing strategy sessions.
Benefits
- Medical, dental, and vision coverage available on the first day.
- Health savings accounts and flexible spending accounts.
- 11 paid holidays per year.
- A minimum of 20 days of paid time off, accruing from day one.
- 401(k) plan with company match.
- Employee Stock Purchase Plan.
- Bonus and incentive compensation.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
