Senior Director, National Accounts

Satsuma Pharmaceuticals

8d•$245,000 - $305,000

About The Position

The Senior Director, National Accounts will lead Satsuma Pharmaceuticals’ strategic engagement with key national health plans, PBMs, and other priority accounts to support optimal access, coverage, and reimbursement for Satsuma’s migraine therapies. This role will develop and execute account strategies, build senior-level payer relationships, and collaborate cross-functionally to communicate the clinical and economic value of Satsuma’s products and achieve market access objectives. The successful candidate develops and provides national account strategy, vision, and direction across the organization, implementing company-wide payer policies and practices and providing input to executive management, with decisions carrying long-term impact on the company's market access strategy and commercial success.

Requirements

Bachelor’s degree in Business, Healthcare Administration, Life Sciences, or a related field; advanced degree preferred.
Demonstrated ability to develop and articulate company-wide national account strategy, vision, and direction, with the ability to anticipate emerging payer and access risks and their impact on business success.
12+ years of experience in market access, national accounts, payer strategy, contracting, or reimbursement within the pharmaceutical, biotechnology, or healthcare industry.
8+ years of leadership experience
Proven track record of developing and executing national payer account strategies and achieving market access objectives.
Deep understanding of the U.S. payer, PBM, reimbursement, and formulary landscape.
Demonstrated experience building relationships and negotiating with senior-level payer stakeholders.
Strong strategic, analytical, negotiation, communication, and relationship-building skills.
Ability to collaborate effectively across functions and influence without direct authority.
Proven experience negotiating and influencing at the executive level, partnering with leadership to align national account strategy with organizational goals.
Experience supporting the commercialization of pharmaceutical products strongly preferred.
Willingness to travel as needed to support customer engagements and business objectives.
An equivalent combination of education, training, and relevant experience may substitute for stated qualifications.

Nice To Haves

Advanced degree preferred.
Experience supporting the commercialization of pharmaceutical products strongly preferred.

Responsibilities

Develop and execute strategic account plans for priority national health plans, PBMs, and other key payer organizations.
Anticipate factors that could influence the company's national account strategy and market position, providing strategic direction across functional areas to support long-term access and business success.
Lead, mentor, and manage a team of National Account Directors to ensure consistent execution of payer strategies across all regions.
Provide coaching and development opportunities to team members, fostering a high-performance culture.
Ensure the team is equipped with the necessary tools, training, and resources to successfully engage with payers.
Lead payer engagements, including business reviews, value discussions, contracting strategy, negotiations, and ongoing account management.
Communicate Satsuma Pharmaceuticals’ clinical, economic, and patient value proposition to payer decision-makers.
Partner with the Market Access, HEOR, Medical Affairs, Commercial, Finance, Legal, and Regulatory teams to align account strategies and execution.
Monitor payer policies, formulary decisions, reimbursement trends, competitive dynamics, and changes in the healthcare landscape.
Identify access opportunities, risks, and barriers and develop strategies to address them.
Proactively identify access risks and advise executive management on payer and reimbursement developments that impact company strategy.
Apply persuasive, data-driven communication to influence executive decision-making on national account and market access strategy.
Provide payer insights and recommendations to senior leadership to inform market access and commercial strategy.
Develop account forecasts, performance reports, and business cases to support strategic decision-making.
Collaborate with field and regional market access teams to ensure consistent execution of national account strategies.
Partner with executive leadership to cascade company-wide national account policies and practices, ensuring consistent adoption and alignment with organizational goals.
Lead and develop the national accounts organization through subordinate Directors and team members, overseeing the successful execution of company-wide national account initiatives.
Proactively identify, assume, and execute additional responsibilities, initiatives, and special projects as business needs evolve.