Director, National Accounts – GPO/Market Access

IQVIA

. Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.

Posted 10/30/2026full-timeUnited StatesLead💰 $126,100 - $351,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in national account management, including developing strategies for payer access and managing complex stakeholder relationships. Proven ability to negotiate agreements and drive commercialization efforts in the pharmaceutical and biotechnology sectors.

Highest-signal resume keywords

National Account ManagementPayer GPO ExperienceNegotiation of Complex AgreementsMarket Access StrategyPharmaceutical Product Launch Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Formulary Access StrategyContract EvaluationFinancial AcumenAnalytics DevelopmentPricing Strategy

Soft Skills

Interpersonal CommunicationCustomer Relationship ManagementCross-Functional CollaborationInfluencing Senior ExecutivesAccountability

Certifications & Qualifications

Bachelor's DegreeAdvanced Degree (MBA, MPH, PharmD)

Industry Keywords

PharmaceuticalBiotechnologySpecialty PharmaceuticalsHealthcare ContractingBiosimilarsMonoclonal AntibodiesPayer RelationshipsGovernment PayersRare DiseaseOncology

About the role

Key responsibilities & impact

Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.
Establish and manage executive-level relationships with PBMs, GPOs, national and regional payers, and specialty pharmacies.
Identify, prioritize, and secure formulary access opportunities aligned with corporate objectives.
Serve as primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives.
Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans.
Collaborate with Pricing, Market Access, Finance, Legal, Compliance, Commercial, Medical Affairs, Trade, Supply Chain, and Executive Leadership teams.
Monitor payer coverage policies, competitive dynamics, and market trends to adjust account strategies.
Support pull-through initiatives to maximize access and utilization within contracted organizations.
Contribute to launch planning and commercialization efforts, forecasting, pricing strategy, patient access programs, and brand planning.
Develop processes, tools, and analytics supporting national account management.
Foster accountability, collaboration, customer focus, and excellence.
Manage executive-to-executive meetings and facilitate communication with field personnel and leadership.
Develop account plans and overall account strategies incorporating stakeholder needs and expectations.
Participate in business reviews as a subject matter expert on assigned accounts.
Represent Henlius at key national conferences and congresses.

Requirements

What you’ll need

Bachelor's degree required.
10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations.
Minimum 5+ years of direct national account management experience with responsibility for Payer GPOs, PBMs, National Health Plans, including government payers VA, DoD, and Medicaid.
Advanced degree (MBA, MPH, PharmD, or related field) preferred.
Biosimilar and/or monoclonal antibody experience preferred.
Broad and deep relationship customer-facing experience with one or more key national accounts.
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.
Experience in a small or emerging biotechnology company environment preferred.
Experience launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products preferred.
Existing relationships with major Payer GPOs, Pharmacy Benefit Managers, and National Health Plans.
Experience building infrastructure and processes within a growing commercial organization preferred.

Benefits

Comp & perks

Incentive plans, bonuses, and/or other forms of compensation may be offered
Health and welfare benefits may be offered