Executive Director, National Accounts – Multispecialty Distribution, Access Team

Roche

. Provide high-level strategic leadership across Genentech’s portfolio to ensure product availability, close care gaps, enable product demand, and help patients start and stay on therapy .

Posted 10/5/2026full-timeSan Francisco • California • United StatesLead💰 $228,100 - $423,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strategic leadership in managing national accounts within the life sciences sector, focusing on patient access, commercial performance, and cross-functional collaboration. Proven ability to develop and execute complex strategic plans while fostering team development and maintaining compliance with industry regulations.

Highest-signal resume keywords

Strategic LeadershipCommercial Experience in Life SciencesCross-Functional Team LeadershipExecutive Communication SkillsPartnership Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic PlanningManaged CareContracting StrategyData Insights EvaluationHealthcare ComplianceProduct Profitability ManagementOperational Spend AlignmentTherapeutic Area EvaluationPerformance MeasurementMarket Dynamics Analysis

Soft Skills

Influencing SkillsCoaching and MentoringTeam BuildingCommunicationAdaptability

Certifications & Qualifications

Bachelor’s DegreeMBA or Related Postgraduate Degree Preferred

Industry Keywords

PharmaceuticalBiotechCustomer EngagementHealthcare EcosystemNational AccountsGPOsMSOsSpecialty PharmaciesProvider Pathway OrganizationsCompliance Codes

About the role

Key responsibilities & impact

Provide high-level strategic leadership across Genentech’s portfolio to ensure product availability, close care gaps, enable product demand, and help patients start and stay on therapy
Lead a team managing major distributors, GPOs, MSOs, practice supergroups, specialty pharmacies, AICs, IMCs, provider pathway organizations, and other national accounts
Drive business performance, organizational impact, customer outcomes, patient outcomes, and team health at an enterprise level
Empower experienced National Account Executives by removing operational barriers and providing strategic thought partnership
Communicate functional vision and inspire innovative commercial opportunities
Navigate complex, potentially above-country models and optimize performance across enterprise interdependencies and multi-team dynamics
Break down organizational silos and scale best practices across the healthcare ecosystem
Model cross-functional collaboration and strategic alignment across peer leadership networks
Establish knowledge-sharing and cross-team mentorship mechanisms across Customer Engagement
Deliver sustainable patient access, including formulary access, provider choice, and physical availability, while maintaining financial stewardship and product profitability
Build strategic relationships and lead national initiatives with Commercial, Medical, Government, and other functional partners
Evaluate trade-offs across therapeutic areas, ecosystems, regions, and national priorities
Communicate Genentech product clinical and value propositions using on-label clinical data
Influence CMG leaders in shaping customer-informed strategies
Evaluate and align headcount, operational spend, and data insights for strategic investment decisions
Establish executive relationships with customer leadership on policy, market dynamics, and care delivery innovation
Lead compliant use of approved products, data insights, emerging technology, and AI
Ensure elite execution and consistent commercial results
Adapt to marketplace dynamics and shape the Customer Engagement organization
Foster feedback, transparency, continuous learning, inclusion, trust, belonging, and psychological safety
Represent national team priorities across Genentech and enterprise leadership
Enhance commercial capabilities and strengthen team culture
Coach team members, manage performance gaps, and partner with People & Culture
Develop talent and build a robust talent pipeline through mentorship, coaching, and career guidance
Lead check-ins involving tactical coaching, recognition, and professional development plans
Drive talent attraction, retention, and career progression

Requirements

What you’ll need

Bachelor’s Degree required
Minimum of 15 years of commercial experience in life sciences (pharma/biotech) or related industries
Demonstrable evidence of delivering high-impact results
Strong business acumen developed through extensive industry experience, an MBA, or a related postgraduate degree preferred
Proven track record developing and executing strategic plans across complex healthcare environments, including managed care, contracting strategy, administration, and pull-through execution
Ability to lead complex, cross-functional account teams under ambiguity without a set playbook
Outstanding executive presence and communication skills
Proven ability to lead, influence, and drive consensus in a matrixed environment regardless of direct reporting lines
Proven track record of forging successful, high-value partnerships with external customer executives and internal cross-functional peers
Commitment to ongoing personal development and developing others
Deep understanding of external laws, industry compliance codes, and company policies governing the healthcare and pharmaceutical landscape
Willingness and ability to undertake overnight travel
Significant driving of a company-provided or personal vehicle is required
Prolonged periods of sitting are part of the essential duties and responsibilities
Motor vehicle record may be checked to determine eligibility for driving on Company business

Benefits

Comp & perks

Incentive compensation calculated and paid in accordance with the applicable Incentive Compensation Plan
Benefits detailed at the provided link
Company-provided vehicle eligibility for business driving