Regional Account Executive - Western States (OR, WA, AK, HI, CA, ID, WY, MT)

San Francisco, CA, United States
Mar 20, 2021
Biotech Bay
Required Education
Position Type
Full time

Position Summary:

The Regional Account Executive (RAE) is a field-based position dedicated to fostering relationships with, educating and influencing National and Regional Payers to increase physician/patient access and assist in driving GBT product utilization in the geography. This requires an established understanding of the key PBMs, MCOs and IDNs in all segments: Commercial, Managed Medicaid, and Medicare and expertise in educating and influencing specialty drug reimbursement. The position also requires close coordination with many internal departments - Sales, Marketing, Contract Analytics & Distribution, Specialty Pharmacy, Commercial Operations and Medical. The Strategic Account Manager will be an individual contributor role and will report directly to the Head of Managed Markets.

Essential Duties and Responsibilities:

Secure appropriate formulary status, medical policy and payment for GBT products with targeted national and regional payers, by establishing high-level business relationships with key decision makers by:

  • Prioritizing and building relationships with key PBMs, Commercial, Managed Medicaid, and Medicare Part D MCOs in the Western Region
  • Identifying Payer policies and timelines for specialty drug reimbursement
  • Delivering analysis of scientific data, clinical practice goals, guidelines, and anticipated economic program outcomes as basis for on-going payer-related efforts and interaction
  • Engaging clinical expertise of Managed Markets Liaisons or medical providers in delivering comprehensive product and disease state presentations to key decision makers
  • Develop and execute annual strategic action plan for all key accounts
  • Coordinate strategy, action planning, and reporting to address regional provider reimbursement needs by:
    • Providing high value intervention with key physician and institutional customers to overcome economic barriers and contribute to positive sales results
    • Identifying and developing provider-related advocates, and drive "pull-through" reimbursement initiatives at provider level for assigned geography through Sales teams
  • Build relationships with regional policy leaders, societies, HCPs, doctors, nurses, practice managers and patient organizations to monitor coverage and reimbursement issues
  • Maintain and share key information regarding contacts, prior authorization requirements, trends, competitive intelligence, policy drivers, etc., across the organization
  • Effectively partner with field sales, Managed Markets Medical Liaison/HEOR, Specialty Pharmacy staff to provide support and information to payer and HCP customers in order to ensure optimal and efficient access to GBT therapies


The successful candidate will have extensive orphan disease experience and existing relationships with key Commercial, Managed Medicaid and Medicare Payers in the region. A strong working knowledge of/experience with successful payer education, value proposition, economic model, Contracting and specialty product experience.

  • 7-11+ years of pharmaceutical/biotech experience in the Managed Markets segment or leader in leadership positions and has earned a BS or equivalent degree; MS, MBA or equivalent may be desirable

    3+ years of experience leading teams and/or managing people (i.e. employees, contractors) required for leadership positions
  • Existing relationships with key Commercial, Managed Medicaid, and Medicare MCOs in the West region
  • Working knowledge of reimbursement, clinical coding/terminology, managed care and healthcare policy
  • 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 will seek to keep the company and our customers safely within them
  • Specialty oral product experience and understanding of medical reimbursement for infused products
  • 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
  • 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
  • Driving is an essential duty of the job; candidates must have a valid driver's license to be considered

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.