Senior Key Accounts Manager (East)

Amneal • Bridgewater, NJ

4d • $180,000 - $200,000

About The Position

The Senior Key Accounts Manager - Regional Payers is a senior individual contributor responsible for business-to-business relationships, strategic account planning, and measurable business performance for an assigned regional payer portfolio. The role is accountable for gaining, protecting, and improving profitable formulary and medical policy access; influencing downstream adoption and accurate implementation of parent-account access; identifying financially sound regional contracting opportunities; quantifying business impact; leading approved pull-through; and bringing actionable payer intelligence into portfolio and launch decisions.

The position requires cross-functional leadership with Pricing and Contracting, Finance, Legal, Medical Affairs and MSLs, Brand, Patient Services, Field Reimbursement, Sales, Trade, Analytics, Government Affairs, and other internal stakeholders. The role serves as the primary account owner and day-to-day company contact for assigned East or West regional health plans and downstream payer accounts, while operating in alignment with the applicable parent-account Key Account Director.

The role advances regional access and contracting opportunities, maintains strategic account plans and coverage intelligence, leads approved payer engagement and pull-through, coordinates regional account initiatives, supports launches, and communicates customer and market insights to inform account, brand, contracting, portfolio, and launch decisions. The position also monitors payer economics, relevant laws and policy changes, competitor activity, and patient affordability dynamics.

Requirements

• Bachelor's degree (BA/BS) in business, marketing, life sciences, healthcare, or a related field.
• At least 7 years of experience in the pharmaceutical, biotechnology, payer, PBM, managed care, or broader healthcare industries.
• At least 3 years of experience in payer account management, managed markets, market access, sales leadership, or similar account leadership roles, with a demonstrated track record of success.
• At least 3 years of experience managing regional health plans, regional PBMs, Blue Cross Blue Shield organizations, Medicaid, or other complex payer accounts.
• Proven experience in strategic account planning and securing formulary and/or written medical policy access across Commercial, Medicare, and Medicaid markets.
• Experience with payer contracting, rebate negotiations, financial modeling, ROI analysis, and contract implementation.
• Experience within specialty, bioscience, pipeline, or other complex therapeutic areas.
• Experience supporting reimbursement, patient affordability programs, specialty pharmacy, and medical and pharmacy benefit access.
• Ability to independently own complex regional payer accounts while operating in close alignment with the applicable parent-account Key Account Director.
• Knowledge of strategic account planning, customer engagement, negotiation, presentation, and relationship management.
• Ability to navigate complex managed care organizations and establish credibility with pharmacy, medical, contracting, and senior business decision-makers.
• Business and financial acumen, including payer economics, contract terms, rebate exposure, gross-to-net implications, and account-level performance.
• Ability to analyze complex data and translate findings into clear account strategies, financial business cases, and recommended actions.
• Cross-functional leadership and ability to coordinate multiple stakeholders and drive outcomes without direct authority.
• Concise written and verbal communication skills and advanced proficiency with PowerPoint, Word, and Excel.
• Knowledge of Commercial, Medicare, Medicaid, pharmacy and medical benefit access; regional Blues and downstream PBM clients; payer contracting and implementation; reimbursement and specialty pharmacy; and Specialty, Biosciences, and Pipeline portfolio dynamics.

Nice To Haves

• Postgraduate MBA, PharmD, MPH, or other relevant graduate degree.

Responsibilities

• Secure, maintain, and improve profitable formulary placement and written medical policy coverage across pharmacy and medical benefits.
• Identify and advance financially sound regional contracting and strategic partnership opportunities in alignment with the applicable Key Account Director and approved parent-account strategy.
• Build and present business cases using volume, claims, reimbursement, formulary, competitive, rebate, discount, and financial data; communicate forecast impact, access risk, expected return, and recommended action to senior leadership.
• Support or lead approved regional contract discussions and manage opportunities through approval, signature, implementation, and performance monitoring.
• Serve as the primary account owner and day-to-day company contact for assigned East or West regional health plans and downstream payer accounts.
• Develop and execute strategic account plans aligned with portfolio objectives and applicable parent-account strategy.
• Build multi-level relationships across pharmacy, medical, contracting, industry relations, utilization management, and other relevant customer functions.
• Maintain knowledge of account decision-making structures, lines of business, PBM and rebate aggregator relationships, benefit design, utilization management, coverage criteria, and implementation processes.
• Maintain a cross-portfolio coverage, barrier, and opportunity tracker for priority Blues, regional plans, IDNs, health systems, and Medicaid plans.
• Lead approved regional payer, Blue, IDN, health-system, or state engagement tied to a defined access issue, contracting opportunity, implementation need, or broader business priority.
• Develop, implement, and measure PRC-approved pull-through strategies based on formulary and medical policy access.
• Work with Sales, Field Reimbursement, Patient Services, Brand, Medical Affairs, Trade, and other matrix partners to resolve barriers and maximize access wins.
• Communicate account-specific coverage changes, affordability issues, and local business impact through approved training, business reviews, regional calls, and other appropriate forums.
• Quarterback regional account initiatives and coordinate appropriate engagement by Key Account Directors and cross-functional partners.
• Bring customer insights, emerging payer trends, regional access opportunities, and competitive intelligence into parent-account planning, brand strategy, contracting decisions, and portfolio planning.
• Support launches by incorporating regional payer plans, implementation requirements, and field communication into launch readiness.
• Maintain knowledge of payer economics, relevant laws and policy changes, competitor activity, and patient affordability dynamics.
• For pre-launch Pipeline activities, gather compliant regional intelligence on testing and confirmed diagnosis, prior authorization and coverage criteria, competitors, benefit pathway, and review timing; map the top five priority regional plans and conduct payer discussions when they inform broader launch decisions.
• Provide quarterly regional coverage and payer updates with a clear field, brand, contracting, or launch action.
• Advance at least one priority opportunity each quarter and deliver two to three documented access or business wins annually.
• Advance at least two systemic access issues across the Specialty portfolio; target two measurable coverage or implementation improvements through priority BCBS and other regional plans and selected large IDN specialty centers or health-system accounts; and qualify three Biosciences or Pipeline opportunities, including Medicaid coverage opportunities, with at least one advanced annually.
• Ensure every priority account has current coverage status, a defined business issue or opportunity, an accountable owner, a next step, and timing.
• Ensure priority engagements have a clear objective, next step, and documented outcome; meeting volume alone is not a performance measure.

Benefits

• Short-term incentive opportunity, such as a bonus or performance-based award, within the first 12 months.
• Comprehensive, flexible, and competitive benefits program for eligible positions, with a choice of plans and coverage.
• Health and insurance benefits.
• Significant 401(k) matching contribution.
• Employee well-being programs supporting career and personal commitments.

What This Job Offers

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