National Account Director

San Francisco, CA, United States
Nov 20, 2018
Biotech Bay
Required Education
Masters Degree/MBA
Position Type
Full time

Position Summary:

The National Accounts Director will report directly to the Head of Managed Care. The key responsibilities are to ensure access of GBT's products through Commercial Health Plans, Pharmacy Benefit Managers, and Medicare Part D administrators.

Essential Duties and Responsibilities:

  • Work cross functionally to determine the optimal commercial account access strategies. This includes assessing the unique aspects of SCD and developing a cohesive and clear strategy to ensure patients have appropriate coverage across all Commercial and Medicare Part D payers
  • Plan, initiate, and conduct account negotiations. Analyze and assess commercial contracting strategy and profitability. Develop and implement strategies to increase market access for GBT's products to obtain positive formulary position
  • Assess sales implications of short- and long-term actions with each payer customer and take action to move payer decisions in a direction that continues to open patient access to care with GBT's product
  • Develop and maintain a strong business relationship with decision makers of targeted payers for the purpose of informing and influencing their positions on issues of mutual interest
  • Work closely with Marketing, Market Access, and Sales Leadership, to ensure consistent exchange of important payer information and messages that should be communicated
  • Maintain and utilize product knowledge and highly effective selling skills in order to influence targeted payer accounts
  • Identify, monitor, and analyze healthcare and public policy trends of significance to SCD and develop recommendations based on these trends
  • Recommend and carry out customer development activities
  • Plan, strategize and communicate with field sales and other field-based teams to develop successful pull through
  • Educate and train the organization on the terms and conditions of payer policies and assist in the implementation of regional, state and/or local marketing efforts
  • Work with the hub and patient support service team to assure accurate coverage determinations and resolve customer issues


The successful candidate will have extensive orphan disease product launch experience in the Commercial and Medicare Part D account sector. A strong working knowledge of/experience with successful payer modeling, and orphan product launch experience.

  • 10+ years of pharmaceutical/biotech experience in the payer market segments
  • Good understanding of regulatory, legal, compliance requirements for success
  • A track record of building and maintaining relationships with key stakeholders
  • A keen sense of the policies, regulations and compliance areas that surround this function and commitment to keep the company and our customers safely within them
  • Specialty oral product launch experience
  • Skilled at negotiating with business partners or management and influencing senior level leaders regarding matters of significance to the organization
  • Strategic thinker experienced in working with commercial and financially oriented issues
  • Working knowledge of reimbursement, clinical coding/terminology, managed care and healthcare policy.
  • Ability to build relationships with Managed Care, Trade, and Policy executives.
  • Bachelors' degree required and an advanced degree (e.g. MBA, RPh., PharmD) preferred.
  • Able to travel 50-60% of the time to ensure appropriate representation with distribution and trade customers.

Fit with GBT culture:

  • Ability to build strong relationships with co-workers of various backgrounds and expertise
  • Ability to function at a high level in a team setting whether leading the group or acting as an individual contributor
  • Values-based leadership consistent with GBT's Core Values
  • Excitement about the vision and mission of GBT
  • Flexibility
  • Integrity

NOTE: This position summary is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Global Blood Therapeutics is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or any other characteristic protected by law.