Director / Senior Director, Payer National Accounts (West)
Remote
Job Summary
Develop and execute the national account strategy for the company's first commercial product, establishing executive-level relationships with key Payer GPOs, PBMs, and National Health Plans across Commercial, Medicare, Medicaid, and federal agencies. Lead negotiations for rebate, formulary, and value-based agreements while collaborating with Sales, Finance, Legal, and Market Access to shape pricing and reimbursement models. Serve as the primary commercial lead for assigned accounts, creating business plans, securing formulary access, and facilitating communication with field personnel and leadership on customer strategies. Participate in business reviews as a subject matter expert and represent Cristcot at key national conferences. Manage interactions with diverse audiences and influence cross-functional teams to drive successful product adoption and patient access.
Required Qualifications
- Bachelor's degree
- 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations
- 5+ years of direct national account management experience with responsibility for Payer GPOs, PBMs, National Health Plans (to include government payers VA, DoD, and Medicaid)
- Outstanding customer relationships, interpersonal, and verbal / written communication skills, with established ability to effectively work with diverse audiences and influence cross-functionally
- Demonstrated success negotiating complex Payer GPO, PBM, and National Health Plan agreements
- Experience supporting pharmaceutical product launches and commercialization efforts
- Strong understanding of market access, payer, reimbursement, and healthcare contracting dynamics
- Proven ability to influence senior executives and manage complex stakeholder relationships
- Strong financial acumen and contract evaluation capabilities
- Approximately 40–60% travel
Desired Qualifications
- advanced degree (MBA, MPH, PharmD, or related field)
- 505(b)(2) experience and/or drug delivery device experience
- Broad and deep relationship customer-facing experience with one or more key national accounts (Ascent (Cigna/ESI), Zinc (CVS), Emisar (UHC))
- Experience in a small or emerging biotechnology company environment
- Experience launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products
- Existing relationships with major Payer GPOs, Pharmacy Benefit Manager (PBMs) and National Health Plans
- Experience building infrastructure and processes within a growing commercial organization
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.