Regional Account Manager - Great Lakes
About The Position
The Regional Account Manager – Market Access establishes and manages strategic relationships with regional health plans, health systems, pharmacy benefit managers (PBMs), state and Medicaid plans, and other stakeholders influencing the assigned geography. The role leads contract negotiations, manages access strategy, and drives execution focused on pharmacy benefit access, pull-through, and data-driven performance. It collaborates across functions and supports value-based discussions and field enablement to broaden patient access and grow the business. Responsibilities span access strategy and contracting, pull-through and execution, relationship management, market intelligence and strategy, and cross-functional leadership. The role negotiates regional and downstream agreements; develops value propositions using financial modeling, claims analytics, and health economic data; secures formulary coverage and reimbursement pathways; supports account operations and resolves issues; and informs strategy with market, payer, pharmacy, and policy insights. It partners with sales, legal, pricing, finance, trade and distribution, reimbursement, patient support, and medical affairs teams. This is a fully remote position for candidates in the Great Lakes area, ideally living near Detroit, Chicago, Indianapolis, Milwaukee, or Cleveland. Equipment is provided and training is virtual. The role requires travel up to 50%, work from a home office, a valid driver’s license, required auto insurance, and a good driving record.
Requirements
- Bachelor’s degree, preferably in life science, business, or marketing, or equivalent education and applicable job experience.
- At least 8 years of experience in Market Access, Regional Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries.
- Demonstrated success negotiating contracts with PBMs, health plans, or specialty pharmacy networks.
- Deep understanding of the pharmacy benefit landscape, PBM contracting, pharmacy reimbursement, and specialty distribution.
- Strong analytical acumen and ability to use data sets to develop actionable account strategies.
- Proven negotiation and influencing skills with C-suite and senior executives within payer and pharmacy organizations.
- Experience in hub services, patient access programs, and co-pay assistance models.
- 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, per company policy.
- Authorization to work for any employer in the United States; sponsorship of employment visas is not available.
Nice To Haves
- Prior experience working in a company with a strong pharmacy-first or hybrid distribution model.
Responsibilities
- Lead contract negotiation and execution with regional and downstream PBMs, health plans, employers, and specialty or retail pharmacy networks.
- Develop tailored value propositions using financial modeling, claims analytics, and health economic data.
- Secure pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned with product lifecycle and channel strategy.
- Partner with legal, pricing, and finance teams to structure pharmacy agreements that balance growth and profitability.
- Drive execution of pharmacy access strategies across field sales, inside sales, and market access teams.
- Translate contract terms into actionable tools and messaging for the field to optimize pull-through.
- Serve as lead point of contact for assigned accounts, ensuring operational execution, service-level adherence, and issue resolution.
- Build and maintain senior-level relationships within PBMs, specialty pharmacies, employers, and payer organizations to influence formulary and utilization management policy.
- Represent the organization in business reviews, renegotiation cycles, and quarterly performance meetings with assigned accounts.
- Collaborate with patient services, reimbursement, and distribution teams to optimize pharmacy hub and specialty fulfillment partnerships.
- Monitor market trends, competitor access, and policy shifts affecting pharmacy distribution and reimbursement.
- Inform access strategy with insights into payer mix, pharmacy benefit adoption, biosimilar dynamics, step-edits, and tiering.
- Provide strategic input into brand planning, pricing, and evidence-generation needs.
- Support the evolution of hybrid medical and pharmacy access models.
- Collaborate with Trade & Distribution, Reimbursement, Patient Support, Legal, and Medical Affairs to align on pharmacy strategy.
- Partner with sales leadership to ensure timely and coordinated pull-through across geographies.
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, with accrual starting on day one.
- 401(k) plan with company match.
- Employee Stock Purchase plan.
- Competitive compensation package including incentive compensation and bonus.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
