Director, National Accounts - Pharmaceuticals
Crystal IS, Inc.
New York, NY
The Asahi Kasei Group operates with a commitment of creating for tomorrow. Our business sectors, Material, Homes, and Health Care, contribute to the development of society by anticipating the changing needs of those around the world. We look for candidates that offer a fresh perspective and a variety of skills to help us achieve our commitment. Veloxis Pharmaceuticals is an Asahi-Kasei Group Company based in Cary, NC. Our purpose is to transform transplant medicine as the primary partner to the community of transplant healthcare providers and their patients; our focus is in developing new therapies and programs to help transplant healthcare providers and the patients they treat. Veloxis provides a dynamic and innovative place to work that encourages professional development and embraces diversity. We seek creative, intelligent, action-oriented, and passionate individuals who thrive in a collaborative team environment. If you are interested in being part of a patient-centric company, then we invite you to learn more about the employment opportunities available at Veloxis. Our success is tied to the contribution of every team member, which is why we provide a valuable and competitive compensation package that includes health and insurance benefits, training, and development opportunities, as well as performance-based bonus eligibility. Company:
Veloxis Pharmaceuticals, Inc. Job Description: The National Account Director (NAD) is responsible for the access and reimbursement team of National Account Managers (NAMs), and the overall strategy and implementation aligned with the portfolio of the Company's products creating profitable access and ensuring appropriate placement of medicines on formularies, treatment algorithms, pharmacy policies and medical policies across PBM, Payer and Govt. customers. Payer customers may include, but are not limited to, National Payers, Pharmacy Benefit Managers, Managed Care Organizations, Federal Accounts, Medicare plans, and Medicaid. The incumbent manages the team, supports core accounts, and serves as the lead point of contact for all US related business. The NAD is responsible for understanding the distinct market dynamics and for securing and protecting the best and most profitable access for products and ensuring portfolio performance including pull-through at the field level. When contracting is necessary to achieve profitable access, the NAD manages the team and is responsible for the contracting process, monitors contract performance, financial accrual and identifies opportunities. The base compensation range for this role is $220-250K. Base Compensation is influenced by many factors including, but not limited to: time in the role, previous experience, skills, knowledge, performance, work requirements, internal equity, and business / economic conditions. Summary of Key Responsibilities
Veloxis Pharmaceuticals, Inc. Job Description: The National Account Director (NAD) is responsible for the access and reimbursement team of National Account Managers (NAMs), and the overall strategy and implementation aligned with the portfolio of the Company's products creating profitable access and ensuring appropriate placement of medicines on formularies, treatment algorithms, pharmacy policies and medical policies across PBM, Payer and Govt. customers. Payer customers may include, but are not limited to, National Payers, Pharmacy Benefit Managers, Managed Care Organizations, Federal Accounts, Medicare plans, and Medicaid. The incumbent manages the team, supports core accounts, and serves as the lead point of contact for all US related business. The NAD is responsible for understanding the distinct market dynamics and for securing and protecting the best and most profitable access for products and ensuring portfolio performance including pull-through at the field level. When contracting is necessary to achieve profitable access, the NAD manages the team and is responsible for the contracting process, monitors contract performance, financial accrual and identifies opportunities. The base compensation range for this role is $220-250K. Base Compensation is influenced by many factors including, but not limited to: time in the role, previous experience, skills, knowledge, performance, work requirements, internal equity, and business / economic conditions. Summary of Key Responsibilities
- Responsible for the development of the Company's strategy and overseeing all Payer (PBM, Medicare, Commercial, Medicaid and Federal Channel) access to the Company's portfolio of products with the goal of removing payer restrictions and securing appropriate access aligned with our FDA approved label.
- Accountable for all resources and training needs to support the team and broader department, as necessary. Responsible for all projects and vendor support aligned with the PBM/Payer space in all channels from a strategic and tactical perspective.
- Create and execute customer specific strategies and tactics to support appropriate formulary placement and reimbursement across payer customers that lead to profitable access.
- Negotiate cost-effective, profitable contracts and terms where appropriate that allow access to Company products within established product pricing policy, GTN guidance, and approved by pricing committee. Responsible for all analytics and contract analysis as well as business case proposals aligned with all contracting opportunities, while also monitoring contracts for continued value, renegotiating as appropriate through the contract lifecycle.
- Optimize the product's formulary positioning and increase product market share via leadership of collaborative pull-through initiatives with field sales and brand marketing. Routinely review data (sales, trends, comparison etc.) to identify pull-through opportunities, and work with sales leadership team to execute on aligned pull-through plans.
- Develop strong relationships with all trading partners including GPO/PBM/Payer in all channels including but not limited to Commercial, Medicare, Medicaid/340B and Federal Channel VA/DOD. This includes timely interactions and QBR for all contracted and identified key accounts and Semi-Annual for all regional accounts.
- Become an expert on the assigned payer's overall business models to understand clients and areas where their access landscape has variances in their membership. Build relationships with the cross functional team at all assigned accounts.
- Educate field team on payer access landscape and identifies criteria for coverage with PBMs that have the largest life coverage on their respective national formularies.
- Coordinate with Field Access teams, Sales team, Marketing (including Market Access Marketing), and Commercial Operations to ensure that team members understand the overall access/reimbursement strategy. Support field questions or issues that arise and provide solutions. Work with Market Access Marketing to create any field collateral needed to support education and awareness around Company product access.
- Share internally key market trends/observations, best practices, and customer learnings to support the development and/or refinement of strategies and tactics. Serve as the internal subject matter expert for Company on all US payer dynamics.
- Conduct all business in accordance with company compliance guidelines and ensure compliance with relevant laws and regulatory mandates.
- Identify and cultivate new opportunities within the PBM/GPO/Payer/Govt. channels to expand market presence and improve commercial outcomes.
- Direct management of NAM team in support of all PBM/Payer activities.
- Responsible for all leadership communication as it relates to PBM/Payer access and contracting, managing all GTN impact and working with finance on all forecasting impact.
- Bachelor's degree required.
- Minimum eight+ years pharmaceutical/biotech experience in PBM/Payer space with at least three years of experience managing NAM teams.
- Deep understanding and knowledge of the managed market dynamics, payer/PBM economics, and the key issues/shifts changing the US healthcare landscape. Proficiency in VA/DOD and Medicaid preferred.
- Demonstrated ability to work collaboratively with and influence senior leaders and peers.
- Excellent communication skills, both verbal and written.
- Established relationships with Pharmacy Directors, Medical Directors, and other key personnel at key payer accounts.
- Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing, pathway development, and patient access to medicines.
- Demonstrated ability to develop, communicate, and implement successful strategic initiatives.
- Strong business acumen. Experience in negotiating contracts and agreements. Experience with value based contracting in an orphan drug or specialty space desired.
- Strong leadership skills, taking ownership in work streams, and exercising influence in the decision-making process among diverse functional and geographical areas and at all levels of management, with the ability to customize to market needs.
- Proven ability in successfully managing complexity across multi-functional stakeholders and building strong relationships.
- Travel Requirements: ~30% (national)
Posted 2026-05-30
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