Director, Government Accounts - East Payer Team Lead

San Francisco, CA, United States
Jul 16, 2021
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time

Position Summary:

The Director, Government Accounts-East Team Lead will report directly to the Senior Director, Payer Lead and will be a field based role. The key responsibilities are to ensure access of GBT's products with Medicaid (FFS & Managed), Department of Defense, and the US Department of Veterans Affairs (VA & Tricare). Additionally, this role will have 4 Regional Account Executive direct reports.

Essential Duties and Responsibilities:

  • Work cross functionally to determine the optimal government account access strategies. This includes assessing the unique aspects of SCD and developing a cohesive and clear strategy to ensure patients, especially in Medicaid, have appropriate coverage across all government payers
  • Plan, initiate, and conduct Government Account negotiations. Analyze and assess government contract strategy and profitability. Develop and implement strategies to increase market access for GBTs products to obtain positive formulary position
  • Develop and maintain a strong business relationship with decision makers of targeted government agencies for the purpose of informing and influencing their positions on issues of mutual interest
  • Leads a team of 4 Regional Account Executives and support Regional payer and institutional formulary adoption for Oxbryta
  • Ensures that payer account team customer engagements are compliant and legal
  • Maintain a complete understanding of the account and their business practices and access market conditions
  • Execute pull-through collaboration with Field Sales within compliance guidelines
  • Maintains and utilizes product knowledge and highly effective selling skills in order to influence targeted Government 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 success pull through
  • Educate and train the organization on the terms and conditions of all government policies and assist in the implementation of regional, state and/or local marketing efforts


The successful candidate will have extensive orphan disease product launch experience in the government account sector. The candidate must possess a strong working knowledge of/experience with successful payer modeling for patients within the state Medicaid systems, as well as rare and orphan product launch experience.

  • 9-14+ years of relevant experience and has earned a BS or equivalent degree; MS, MBA or equivalent may be desirable
  • 4+ years of experience leading teams and/or managing people (i.e. employees, contractors) required for leadership positions
  • Good understanding of regulatory, legal, compliance requirements for success
  • A track record of building and maintaining relationships with key Payer 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.