Senior Director, Regional Accounts, West

Moderna

29d • Remote

About The Position

As part of our continued growth and expansion in respiratory vaccines, Moderna is scaling its U.S. commercial organization. We are seeking a strategic and experienced leader to drive regional customer engagement, field execution, and team development within our Regional Accounts organization. This role is responsible for leading a team of Regional Account Managers (RAMs) across a defined U.S. region. Together, the team will build deep, strategic relationships across a range of high-impact customer segments—including integrated delivery networks (IDNs), state and federal public health agencies (e.g., CDC, BARDA, VFC), Federally Qualified Health Centers (FQHCs), GPOs, and large physician/provider networks. You will own the design and execution of the regional go-to-market strategy, ensuring seamless alignment between field execution and national brand objectives. This is a remote role, requiring regional presence and regular travel.

Requirements

• Bachelor’s Degree required
• Minimum 10 years of experience in pharmaceutical/biotech commercial roles, including field account strategy
• Minimum 5 years of experience directly managing field-based account teams

Nice To Haves

• Prior experience in vaccines is highly preferred
• Experience launching new vaccines or therapeutics in dynamic or startup environments
• Deep knowledge of key customer types including IDNs, state awardees, FQHCs, VFC, and risk-based providers
• Proven ability to drive volume growth and profitability with large, complex customer accounts
• Familiarity with value-based care principles and public-private partnerships
• Strong cross-functional leadership experience (e.g., with Medical, Distribution, Marketing, and Public Affairs)
• Experience in pricing, contracting, and/or access strategy development
• Fluency in data-driven decision-making and CRM utilization for field strategy
• High adaptability and comfort operating in ambiguity and a rapidly evolving healthcare landscape
• Exceptional interpersonal, leadership, and influencing skills
• A desire to make an impact as part of a high-growth, transformational company that is Bold, Relentless, Curious, and Collaborative

Responsibilities

• Develop strategic account plans that will enhance customer relationships, achieve sales targets, facilitate retention and growth within key customers (IDNs, Health Systems, FQHCs, Awardees, Physician Groups, Contracting Entities, etc.) to support and oversee successful communication and negotiation
• Act as the primary point of contact for Moderna for your territory, analyzing and understanding
• Recruit, onboard, coach, and lead a high-performing team of Regional Account Managers focused on driving growth and expanding access to Moderna’s respiratory vaccine portfolio (including COVID-19, RSV, and flu).
• Define and execute the regional go-to-market strategy across key customer segments, aligned with national commercial priorities.
• Serve as the point of escalation for field contracting and pricing issues; collaborate with Legal, Finance, and Market Access to craft innovative access solutions and customer agreements.
• Develop a high-performance culture by providing pipeline coaching, performance management, and ongoing development for field teams.
• Capture and synthesize field intelligence to inform regional targeting strategies and contribute insights to national planning discussions across brand, pricing, and distribution.
• Lead engagement strategies for large strategic accounts, public health coalitions, and government entities across your region.
• Use data and digital tools to prioritize opportunities and monitor field performance, adapting quickly to emerging trends or needs.
• Represent Moderna at high-level external engagements, including trade shows, advisory meetings, customer summits, and public health forums.
• Partner as a peer with cross-functional leads across Medical Affairs, Marketing, Public Affairs, Distribution, and Customer Service to drive customer-centric execution.
• Ensure full compliance with Moderna policies and all applicable healthcare laws and regulations.

Benefits

• Best-in-class healthcare coverage, plus voluntary benefit programs to support your unique needs
• A holistic approach to well-being, with access to fitness, mindfulness, and mental health support
• Family planning benefits, including fertility, adoption, and surrogacy support
• Generous paid time off, including vacation, volunteer days, sabbatical, global recharge days, and a discretionary year-end shutdown
• Savings and investment opportunities to help you plan for the future
• Location-specific perks and extras

What This Job Offers

• Job Type: Full-time
• Career Level: Director