Director, National Accounts

Position Overview:

• The National Account Director (NAD) is responsible for ensuring profitable coverage access with the national vertical payer organizations (i.e. GPO, PBM, Health Plans) and their largest downstream regional account clients.
• Supporting the execution of the Market Access objectives and strategy for the payer audience.
• Collaborating with internal partners but not limited to Market Access, Marketing, Commercial Operations, Sales and Medical to align approaches with our largest customers to ensure the best patient and provider experience.

Key Responsibilities:

• Execute specific customer strategy as it aligns with the overall product and organizational goals.
• Deliver the value of our products, services and the Cogent organization by managing interactions with all customer stakeholders.
• Develop and execute corporate strategies customized to the market access payer environment to help Cogent maximize its access and profitability.
• Lead all interactions with key strategic accounts from clinical and if needed, contracting discussions.
• Monitor developments among government and private insurers/entities to support the Market Access strategies that will enable Cogent to anticipate and respond to market events.
• Develop, maintain, and build relationships with account senior management and decision makers.
• Monitor formulary, product access and contract performance if applicable.
• Responsible for the development of the account plan and participate in business reviews.
• Provides subject matter expertise of the payer accounts to support and influence the development of the broader sales and marketing strategy.
• Execute a negotiation strategy customized to the market access business environment to help Cogent maximize its access and profitability.
• Provide education and coaching to field colleagues on opportunities and/or overcome access challenges.
• Represent Cogent at key national conferences (i.e. PCMA, AMCP, AVBCC, etc.)
• “Roll up your sleeve and get it done” mentality. Adaptable and willing to help others.

Qualifications:

• Bachelor's degree required
• Minimum of 10 years in pharmaceutical industry with documented track record of success and first line sales management experience preferred.
• 5+ years’ experience with national PBM and Payer accounts with rare disease, hematology, and oncology experience preferred.
• Demonstrated ability to deliver on “clinical value first” and/or scientific product-related information to key stakeholders within key national accounts.
• Consistent track record of ensuring payer coverage and where needed, deliver on successful contract negotiation.
• Demonstrated ability to plan, analyze sales and payer data, demonstrated proficiency in contracting or negotiations across all payer customers (GPO/PBM) and all business segments (i.e. Commercial and Medicare).
• Strong business acumen includes persuasive business communication and presentation skills to both the external and internal stakeholders.
• Strong organizational skills, attention to detail, ability to prioritize, exhibit business judgment and identify opportunities.

Salary Range:

$220,000 - 260,000 USD