VA Account Manager

Liquidia

2d

About The Position

Liquidia is deeply passionate and committed to the discovery, engineering, and development required to bring novel therapies to patients who need them most, and to the healthcare providers who care for them. Our current drive is toward improving the treatment of pulmonary hypertension (PH). We will continue to combine our proprietary, innovative PRINT® Technology with new and established medications, offering the potential for both better precision and improved clinical outcomes. Our team members include some of the industry’s top scientists, clinicians, business strategists, engineers, and pharmaceutical executives. We work together to help people lead longer, healthier, and happier lives.

Job Summary
The Veterans Affairs Account Manager is a field-based sales professional responsible for driving utilization and sales growth of Liquidia's pulmonary drug portfolio within the VA and DoD healthcare systems. This role focuses on building and maintaining strong relationships with pharmacy stakeholders (e.g., Pharmacy Chiefs, VISN Pharmacy Executives, Formulary Committee members, Procurement Specialists, and P&T Committee influencers) to secure and expand product access, formulary placement, and pull-through demand. The position requires deep expertise in federal healthcare systems, including VA/DoD formularies, Federal Supply Schedule (FSS), procurement pathways, contracting (e.g., Big 4 pricing, Blanket Purchase Agreements), and military treatment facilities (MTFs).

Requirements

• Bachelor's degree required (advanced degree in business, science, or healthcare preferred).
• 5+ years of pharmaceutical sales experience, with at least 3 years in federal account management or government sales (VA/DoD experience strongly preferred).
• Proven track record of success in specialty/respiratory/pulmonary product sales or account management in complex institutional settings.
• In-depth knowledge of VA and DoD healthcare systems, including: VA National Formulary and VISN processes DoD Pharmacy Benefits Management (PBM) and Uniform Formulary Federal contracting mechanisms (FSS, BPA, Big 4 pricing) Pharmacy operations and formulary decision-making in federal facilities
• Strong understanding of pulmonary therapeutics, clinical guidelines (e.g., ESC/ERS PAH), and health economics data.
• Excellent relationship-building, negotiation, and presentation skills with senior pharmacy and clinical leaders.
• Ability to travel extensively (up to 70%) within assigned territory.
• Proficiency in CRM systems (e.g., Veeva), Microsoft Office, and data analysis tools.
• Must comply with all credentialing requirements for access to VA/DoD facilities (e.g., background checks, vaccinations).
• U.S. citizenship or permanent residency may be required for certain DoD access.

Nice To Haves

• Experience calling on pharmacy directors/chiefs as primary customers in institutional settings.
• Familiarity with federal procurement tools (e.g., VA National Acquisition Center, DLA Troop Support).
• Demonstrated ability to influence without direct authority in matrixed, bureaucratic environments.
• High level of integrity, strategic thinking, and resilience in a highly regulated space.

Responsibilities

• Develop and execute strategic account plans for assigned VA Medical Centers (VAMCs), VISNs, DoD MTFs, and integrated delivery networks to achieve sales targets for the pulmonary drug(s).
• Identify and prioritize key pharmacy decision-makers and influencers; serve as the primary point of contact to educate on clinical data, value propositions, health economics outcomes, and real-world evidence supporting the pulmonary product.
• Drive product access and utilization by navigating VA National Formulary, DoD Uniform Formulary, VISN-level decisions, P&T (Pharmacy & Therapeutics) committee processes, non-formulary requests, and prior authorization pathways.
• Collaborate with internal cross-functional teams (Medical Science Liaisons, Market Access, Government Affairs, Contracting, and Field Sales) to support formulary submissions, contracting opportunities, and demand-generation activities.
• Monitor and analyze federal market trends, policy changes (e.g., VA/DoD formulary updates, legislative/regulatory impacts), competitive landscape, and account-specific metrics to adjust strategies and maximize revenue.
• Build long-term relationships through regular on-site visits, educational programs, and value-added services focused on pharmacy operations, patient outcomes, and cost-effectiveness in pulmonary care.
• Achieve/exceed quarterly and annual sales quotas, market share goals, and access objectives within the assigned territory.
• Track and report account progress, opportunities, and competitive intelligence using CRM tools and internal reporting systems.
• Ensure full compliance with all company policies, industry regulations (e.g., PhRMA Code, Sunshine Act), and federal government requirements.

Benefits

• Liquidia offers a competitive compensation package as well as a comprehensive benefits package that includes Medical, Dental, Vision, STD, LTD, 401(k) Savings Retirement Plan, ESPP, and more!

What This Job Offers

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