Executive Director, Payer & Corporate Accounts

Accountabilities

• Executive Leadership and Team Development: Lead, develop, and inspire the Payer Accounts and Corporate Accounts teams, including directors responsible for integrated delivery networks and hospital systems. Establish clear objectives, performance measures, and accountability while building and retaining high-performing teams.

• Strategic Account Direction: Define the strategic priorities for payer and corporate accounts, ensuring a coordinated, portfolio-wide approach to national and regional payers, IDNs, and hospital customers.

• Contracting Strategy and Execution: Lead contracting strategy and execution across the product portfolio, overseeing contract updates, performance reviews, negotiations, and strategic discussions with key payer and hospital accounts.

• Strategic Customer Relationships: Build and maintain trusted relationships with senior decision-makers across national and regional payers, IDNs, and hospital systems to strengthen partnerships and support appropriate patient access.

• Cross-Functional Collaboration: Partner with Value & Access, Finance, Sales, Marketing, Legal, Compliance, and other stakeholders to coordinate account planning, align resources, and execute integrated commercial strategies.

• Access and Formulary Influence: Develop and implement strategies that influence formulary placement, contracting decisions, and access outcomes while addressing the needs of key customers, patients, and healthcare providers.

• Market Intelligence and Business Insights: Deliver actionable customer and market insights to Market Access leadership to inform strategic planning, investment decisions, resource allocation, and business priorities.

• Business Case Development: Prepare business cases, strategic recommendations, and supporting analyses for payer and corporate account initiatives.

• Data-Driven Account Management: Use account performance data, analytics, and dashboards to identify growth opportunities, evaluate engagement effectiveness, prioritize resources, and optimize account strategies.

• Healthcare Channel Strategy: Navigate evolving access considerations across Medicare Part B and 340B-related channels in collaboration with cross-functional teams.

• Industry Engagement: Lead account team strategy and participation at key payer, IDN, and corporate account conferences and summits.

• Commercial Organization Support: Serve as a subject matter expert in Account Management and Market Access for the U.S. field organization, supporting the informational needs of the U.S. sales organization in a compliant manner.

• Continuous Performance Improvement: Monitor account outcomes, strengthen operational effectiveness, and ensure that team activities align with portfolio priorities and organizational objectives.

Requirements:

• Education: Bachelor's degree required. An MBA or another relevant advanced degree is preferred.

• Industry Experience: At least 15 years of progressive experience in biotechnology, pharmaceuticals, or a related healthcare environment.

• Payer Account Management: At least three years of experience in payer account management. Ten or more years of payer account experience, including at least three years managing national accounts, is preferred.

• Hospital and Corporate Accounts: At least three years of experience working with hospital systems and/or integrated delivery networks (IDNs). Five or more years leading a hospital or corporate accounts sales team is preferred.

• People Leadership: At least five years of people leadership experience, with a demonstrated ability to develop talent, coach teams, establish accountability, and deliver measurable results.

• Therapeutic Area Experience: Experience in oncology and/or hematology is required, ideally including rare or orphan diseases.

• Strategic Account Expertise: Demonstrated success developing and executing account strategies that influence market access, formulary decisions, contracting outcomes, and customer engagement.

• Market Access Knowledge: Deep expertise in payer, corporate, and strategic account management, with a strong understanding of the U.S. healthcare system and market access landscape.

• Business Acumen: Ability to translate market intelligence and account-level insights into effective strategies, practical action plans, and measurable business outcomes.

• Relationship Management: Proven ability to build trusted relationships with senior internal stakeholders and external customers, navigate complex customer organizations, and align diverse stakeholders around shared goals.

• Leadership and Coaching: Strong leadership, mentoring, and team development capabilities, with a track record of building and sustaining high-performing organizations.

• Communication and Negotiation: Excellent communication, influencing, negotiation, and executive presentation skills.

• Analytical and Problem-Solving Skills: Ability to interpret complex data, evaluate account performance, identify opportunities, and make informed strategic decisions.

• Cross-Functional Collaboration: Demonstrated success working across Commercial, Market Access, Finance, Sales, Marketing, Legal, Compliance, and other business functions.

• Adaptability and Execution: Ability to lead effectively in a fast-paced, evolving environment while balancing long-term strategic priorities with operational execution.

• Technical Proficiency: Proficiency with Microsoft Office applications and relevant business systems, CRM platforms, analytics tools, and account management technologies.

• Product Launch Experience: Experience supporting or leading product launches in the pharmaceutical or biotechnology industry is preferred.

Benefits:

• Base Salary: Annual salary range of $290,000–$315,000, with the final offer determined by experience, qualifications, location, and other relevant factors.

• Performance-Based Compensation: Eligibility for short-term and long-term bonus programs, subject to applicable plan details.

• Retirement Benefits: Competitive 401(k) matching to support long-term financial planning.

• Healthcare Coverage: Comprehensive medical, dental, and vision benefits.

• Wellness Support: Wellness reimbursement opportunities to support personal health and well-being.

• Professional Development: Tuition reimbursement to support continued education and career growth.

• Recognition Programs: Additional recognition awards to celebrate contributions and achievements.

• Paid Time Off: A generous time-off policy.

• Work-Life Balance: An environment that emphasizes employee well-being and sustainable work practices.

• Professional Exposure: Opportunities to attend industry conferences and broaden professional expertise.

• Collaborative Culture: A team-oriented, inclusive environment focused on partnership, innovation, and improving outcomes for people living with rare diseases.