Executive Director, Key Accounts Lead

Overview of Role: 

As a key member of the Market Access leadership team, the Executive Director, Key Accounts leader will help lead the preparation, development, and execution of market access account strategies.. This is a critical customer facing role to helping to ensure broad access, reimbursement, and patient affordability. The individual will be responsible for building and maintaining relationships with key oncology stakeholders, including Specialty GPOs/Aggregators, Oncology Supergroups, Key Community Oncology practices, IDNs, Guideline and Pathway organizations. Additionally, the Executive Director, Key Accounts will lead the Key Accounts field account team and collaborate closely with Payer Strategic Accounts and sales teams, as well as internal teams, to integrate customer and market insights into pricing, contracting, and market access strategies and plans. 

Role and Responsibilities: 

• Team Leadership: Build, train, and lead the account management field team (GPOs, Community Oncology, IDNs, and other Access Stakeholders) to develop and execute strategic business plans that align with overall objectives, maximize product access, and ensure reimbursement. 

• Stakeholder Engagement: Establish and maintain relationships with key decision-makers, including Formulary, P&T, and Pathway leaders, Medical & Pharmacy Directors and other population-based stakeholders to secure appropriate access and optimal product positioning. 

• Leadership and Influence: Demonstrate leadership among various customer groups and Access stakeholders, including GPOs, Community Oncology practices, IDNs, Pathway Committee members, and others (State Societies, COA, NCODA, etc.). 

• Cross-functional Collaboration: Partner with internal teams (Market Access, Medical Affairs, HEOR, Commercial Operations, Regulatory, Legal, Finance, Marketing, Sales, etc.) to address reimbursement challenges and develop coordinated solutions that are compliant and effective. 

• Strategy Development: Co-create strategies, tools, and tactics for the field team to communicate the product value proposition effectively and mitigate access barriers. Collaborate on pricing and contracting strategies, HEOR evidence generation plans, patient support programs, payer marketing initiatives, and account management approaches. 

• Alignment and Negotiation: Lead discussions with internal and external partners to ensure alignment on access, coverage, and reimbursement strategies. 

• Culture and Performance: Foster a high-performance culture within the field team by promoting accountability, urgency, partnership & collaboration, ethical behavior, and professional development. 

• Industry Insight: Stay informed on healthcare industry trends, payer policies, reimbursement processes, and competitive activity. Provide strategic insights to inform decision-making, access strategies, and product launches. 

• Compliance: Ensure all Market Access initiatives are developed and executed in compliance with legal, regulatory, and ethical standards. 

• All other duties as assigned 

Experience, Education and Specialized Knowledge and Skills: 

• Bachelor’s degree in business, healthcare, or a related field; advanced degree preferred. 

• Minimum of 15+ years of experience in payer and/or GPO strategy, pricing, and reimbursement within the pharmaceutical industry 

• Minimum of 7+ years of focused account management experience in the oncology access marketplace 

• Demonstrated success in engaging with GPOs, Oncology Aggregator’s, Community Oncology Practices, and IDNs 

• Strong understanding of the US healthcare payer/access landscape and regulatory environment 

• Excellent strategic thinking, leadership, negotiation, and relationship management skills 

• Ability to lead cross-functional teams and drive complex projects to completion 

• Exceptional communication and presentation skills 

• Successful record of achieving and maintaining compliance with all applicable regulatory, legal, and operational rules 

• Proven ability to work effectively in a fast-pace and dynamic environment, balancing multiple priorities and meeting deadlines. 

• Travel: Ability to travel to support business priorities as needed