Lead National Account Manager (Field Based)

94080, South San Francisco
Jul 26, 2019
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time


The Lead National Account Manager (NAM) will be responsible for developing and implementing managed care strategies while developing long term positive and profitable relationships with assigned accounts including MCO/PBM/IDNs/employer groups/government accounts in order to secure favorable pricing, contracts, access, and reimbursement nationally. This role will conduct financial analyses, develop proposals, secure internal approvals, negotiate terms and conditions, and implement contractual agreements with customers. Additionally, this position will serve as the lead for the other National Account Managers in assisting with developing goals and account plans in alignment with the Rigel strategies while executing comprehensive and complex initiatives in the market.  

This role will collaborate with internal business colleagues including Marketing Leads, Field Sales Teams, Regional Sales Managers, National Sales Director, Finance, Legal, Medical Affairs, Trade & Distribution, the Senior Leadership Team and other internal stakeholders. This role spans from Rigel’s first product, fostamatinib to future indications and pipeline products across all Rigel commercial operations. This is a unique opportunity to launch relationships between national accounts focusing primarily on Rigel’s first product and secondarily on future indications and pipeline opportunities in clinical development.


  • Deliver the payer value proposition persuasively, and know how to use supporting tools such as budget impact models and core payer marketing tactics to all assigned accounts   Optimize Rigel’s product formulary and reimbursement positioning and increase product market share via leadership of collaborative plan pull-through initiatives with field sales, brand marketing and leadership   Facilitate pull-through at the national, regional, and territory levels and provide other account management services, including issue resolution, to help optimize patient access while mitigating potential barriers   Develop and cultivate a wide range of clinical, medical, pharmacy and executive contacts and advocates within all influential functions of customer’s businesses   Promote and differentiate Rigel and its products and support services to key executives and decision makers within assigned strategic Accounts   Complete analyses and ultimate development of business cases, owning all aspects of communication and engagement in internal multi-functional reviews and approvals   Develop and deliver account proposals, negotiate terms and conditions, execute contracts, work to ensure adherence to contract, and monitor and measure profitability   Provide updates to sales and marketing leadership on assigned Account activities and trends recommending, defining and implementing appropriate tactics to maximize Rigel’s product sales and profitability across all assigned Accounts   Advise clinical and market access groups on current and forward-looking payer customer expectations regarding clinical study endpoints, tactics, and statistical analysis plans for health economics and outcomes research   Collaborate with colleagues to maintain and update economic and marketing tools, given evolving payer responses for product portfolio   Profile payers pre-launch and build / execute upon payer account access strategies   Advise regional sales managers, national sales directors, and field sales personnel on payer policies and national, regional & territory level coverage dynamics   Periodically train internal colleagues on evolving market dynamics, as these relate to payer access and reimbursement   Co-own and Administer Market Access tools    Be a valued, collaborative, and responsive resource to team members   Effectively manage budgets and project timelines   Be willing to work on projects unrelated to primary role as the need arises   Develop account specific strategic business plans, execute against them, and provide quarterly business updates  Will understand the market for Hematology and Oncology products covered both under the PBM and Medical benefit in terms of coverage and reimbursement issues impacting Rigel’s products, existing and emerging payer policies, competitive reimbursement landscape, trends, pricing, contracting strategies, and potential barriers to provider and patient access  Collaborate with other functional areas as appropriate (medical, clinical, trade and distribution, manufacturing, quality, regulatory, finance, legal, etc.) to form internal partnerships and address payer access challenges throughout pre-launch and post-launch phases of product to ensure successful implementation of the payer engagement strategy  Represent the company at major trade conferences to monitor business trends and best practices and meet with assigned accounts as appropriate  Comply with all Rigel Company Policies while embracing the Company’s Corporate Values    




  • Bachelor’s degree required with a minimum 12 years relevant experience in Bio-Pharmaceutical/Health Care business   8+ Years direct experience in managed care account management (National or Regional Accounts) with demonstration of outstanding results   Account management, C suite interactions and business-to-business selling experience   Outstanding oral, written and group communication skills, with demonstrated success in presentation and facilitation   Excellent business judgment and strategic business management skills with demonstrated ability to make short and long term business decisions while recognizing important trends and taking appropriate risks that enhance the corporation’s position   Proven ability to build credible and strong relationships  Experience in developing, negotiating and managing large contracts with payers with demonstration of successful results   Strategic and Analytical thinker who can analyze and monitor data sets to determine trends and establish strategies and effects of buyouts, mergers and competitive landscape relative to Rigel products  Key knowledge of the current payer access strategies for oral specialty products   Displays integrity, collaboration, accessibility, adaptability sound judgement/decision making, and a solution-oriented attitude  Demonstrates responsiveness, attention to detail, and follow through coupled with the ability to prioritize/multi-task effectively  Uses analytical/strategic skills to synthesize complex information, distill critical insights to inform commercial assessments, and translate to tactical level  Experience and knowledge of CMS and Medicare Part D and Medicaid policies related to pharmaceuticals in various settings of care  Experience analyzing federal and state legislation and applicable regulatory government policy documents impacting coverage, reimbursement, government pricing, and government contracting issues related to rare/orphan disease and/or hematologic/oncologic pharmaceuticals  Partner effectively with regulatory, legal, compliance in all aspects of operations.   




  • PHYSICAL DEMANDS: While performing the duties of this job, the employee is required to stand, walk; sit; talk and hear. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.   WORK ENVIRONMENT: The noise level in the work environment is usually moderate. 30% to 50% travel may be required (e.g., business meetings, conferences, key customer engagement, market research, vendor meetings, etc.).   


Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.