Description: 

The Director, Corporate National Accounts (CNA) will serve as the primary relationship owner and strategic lead for a portfolio of national commercial payers, PBMs, and critical downstream accounts. This individual will be responsible for developing and executing payer account strategies that support favorable formulary positioning, reimbursement, and coverage policy for Viaskin® Peanut. The CNA will work cross-functionally with HEOR, medical affairs, contracting, and patient access teams to deliver a compelling value story to payer decision-makers.

This role requires a seasoned market access professional who is comfortable navigating complex clinical and policy conversations, building executive-level payer relationships, and operating in a fast-moving, pre-commercial environment.

Location: Remote

Salary Range: 240-270k

Key Responsibilities: 

Account Strategy & Execution

• Serve as lead for DBV relationship and B2B engagement with assigned accounts

• Identify competitive threats and develop response strategies to ensure optimal access for products

• Develop and own account-level plans for assigned national or regional payers, inclusive of formulary strategy, coverage policy objectives, and contracting priorities

• Establish and maintain executive-level relationships with medical directors, pharmacy directors, and formulary committee decision-makers

• Lead payer negotiations and contracting discussions in partnership with the Market Access contracting team, ensuring alignment with overall pricing strategy

Value Communication

• Communicate the clinical, economic, and humanistic value of Viaskin® Peanut to payer audiences, translating HEOR data and real-world evidence into decision-relevant insights

• Effectively articulate the differentiated profile of EPIT as a novel, non-invasive immunotherapy in a competitive and evolving food allergy treatment landscape

• Develop and deliver tailored account-specific value dossiers and budget impact models in collaboration with HEOR and medical affairs

Pre-Launch & Launch Readiness

• Anticipate and proactively address payer policy questions and potential coverage barriers prior to launch

• Partner with patient services and hub operations to ensure reimbursement pathways are operationally aligned with payer coverage decisions

• Contribute to the development of payer-facing materials and market access tools in partnership with marketing and regulatory

• Establish KPIs to monitor progress and area of opportunity

Cross-Functional Collaboration

• Works closely with Regional Account Manager(s) and sales leadership to drive field force communications on relevant reimbursement issues and pull through maximization

• Serve as the voice of the payer internally, providing competitive intelligence, formulary landscape updates, and account-specific feedback to inform brand strategy

• Partner closely with field outcomes teams to ensure coordinated account engagement

• Represent market access in account-level business reviews and brand team planning cycles
  

Qualifications: 

Education

• Bachelor’s Degree required; Advanced Degree preferred

Experience

• A minimum of 10+ years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management

• Must complete all required safety and certification training and must maintain an acceptable driving record regarding accidents and incidents

• Requires greater than 50% travel

• Experience integrating Health Economics and Medical Affairs resources into access planning

• Demonstrated ability to collaborate with a diverse matrix of internal stakeholders (e.g., Market Access Account team, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics) to achieve access goals

• Ability to identify future policies, practices and trends that will affect payer management and access decision making in the marketplace

• Experience leading pull through efforts with sales leadership and field sales teams

Knowledge

• Strong Market Access Payer and PBM (Commercial, and Managed Medicaid) understanding

• Well-developed negotiation skills

• A high level of awareness and understanding of the implications and opportunities of contract strategy

• Experience identifying trends and insights and assimilating to development of a broader strategy

• Maintain accurate account profiles and customer interactions via CRM.

Technical Skills

• An in-depth knowledge of key account selling for targeted channels/segments.

• Previous experience in both specialty outpatient at the national account level

• Experience in contract development and negotiation with exceptional consultative and networking capabilities

• Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities

Leadership & Behavioral Skills

• Demonstrated ability to influence the broader organization; motivates others with a positive attitude, leading through adversity and change

• The ability to influence key decision makers in targeted account segments

• Strong executive presence, communication and presentation skills with proven ability to operate and influence cross-functionally and with senior management

• Strong financial acumen, analytical skills, and critical thinking ability

• Proven ability to simultaneously manage numerous priorities, products, projects, etc

• Demonstrates excellent organization and time management skills

• Comfort operating in an ambiguous, fast paced, pre-commercial environment

• Curiosity – demonstrated desire to learn, explore, and understand new things.

• Courage – ability to confront fear, uncertainty, and challenges with confidence and resolve.

• Collaboration -working with others to achieve a common goal.

• Credibility – builds trust, is reliable, acts with ethics and integrity.