Director, Market Access -West

Redwood City, CA
Jan 05, 2022
Marketing, Market Access
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time


Those who join Emergent BioSolutions feel a sense of ownership about their future. You will excel in an environment characterized by respect, innovation and growth opportunities. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect life.


The Director, Market Access (West)  reports directly to the Market Access and Reimbursement Lead.  This Director-level position is responsible for the ongoing execution and assessment of contracting and customer strategies to ensure that NARCAN Nasal Spray has strong access and utilization within assigned account (public and private) in all segments (Commercial, Medicaid, Medicare) and to ensure patients have affordable access to our medicines.


The Director’s responsibilities include: all facets of account management and contract negotiations with assigned commercial and government payers to attain key objectives for NARCAN Nasal Spray; developing and executing payer programs that drive volume and maintain market share of NARCAN Nasal Spray; market and customer assessments including internal and external research, analytics and financial analogs to maximize net revenue of contract offers and support recommendations; ensure all policies and procedures are followed in order to protect NARCAN Nasal Spray.


This is a field based role that can be located near a metro area in the Western half of the US.  Future travel will be approximately 50% .



  • Plan, direct and coordinate payer activities, negotiation strategy and execution and payer relationship management within assigned accounts
  • Focus on a vertical integration plan within all assigned accounts, which include Medical/Pharmacy and other medical management team members. In addition, efforts should include working with regional affiliates in executing pull-through strategies from national payers/PBMs.
  • Develop utilization and reimbursement programs that support NARCAN Nasal Spray and future product launches through innovative, collaborative partnerships with assigned accounts
  • Steer vertical integration within all payers, which includes Medical/Pharmacy and other medical management team members. In addition, efforts should include working with regional affiliates in executing pull-through strategies from national payers/PBMs.
  • Support the development of payer resource tools, tactics and implementation plans through research, analysis and direct interaction with influential payer decision makers.
  • Support the development of value-added programs with employers and employer coalitions to reduce the cost burden of at-risk employees
  • Contribute to the strategic planning around other key stakeholders, including VA, DoD and others.
  • Collaborate with IDN team as necessary to support reimbursement of NARCAN according to the overall IDN strategy
  • Contribute to the analysis of market trends, co pay assessments, abandonment rates, healthcare reform, and relevant business models that impact the company, and develop strategies that address both current and future implications.
  • Ensure alignment of account strategies with the overall Market Access and Commercial strategies



  • Bachelor's degree or equivalent in business, healthcare policy, health sciences or a related field is required, an advanced degree is preferred,
  • Requires 12 or more years of commercial experience in sales, marketing, managed markets, account management, Medicare, Medicaid, pricing/reimbursement, distribution, or healthcare policy.
  • Managed Markets experience with regional commercial payers and/or experience calling on IPAs, IDNs or ACOs.
  • Demonstrated understanding of the payer and reimbursement landscape.
  • Demonstrated knowledge of payer decision-making for policy, coverage, and patient access to existing and new products.
  • Understanding of market access data (IQVIA, Symphony, etc.) and a demonstrated ability and creativity to perform key analyses
  • Exceptional communication skills that include verbal, written and presentation abilities.
  • Must have excellent interpersonal skills, business acumen, strong influencing, negotiating, and conflict resolution skills with strong commercial orientation, strategic thinking and integration skills.
  • Ability to skillfully negotiate in tough situations with both internal and external customers, while working within an ever-changing payer, managed markets and corporate environment
  • Must be able to function knowledgeably, compliantly and expeditiously in situations with few established guidelines or procedures and with complex governmental rules and regulations.
  • Must be able to develop creative and effective solutions to inter- and intra-project priority conflicts, resource constraints and other problems which may impact project or group goals and deliverables across multiple programs.
  • Proven leadership skills in a cross-functional team environment. Ability to interact externally and internally to support business strategy.
  • This person must be able to interact successfully with Senior Management and act as the Market Access champion and spokesperson within the organization.
  • Ability to work in a field based/ remote/virtual capacity in a Western metro area (with future travel estimated at 50%).


Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment. Individuals with qualifying medical issues or sincerely held religious beliefs or practices that may prevent them from getting the vaccine may request an exemption from the vaccine requirement.

There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.

Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.

Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce.  Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.

Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy .

Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions’ approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions’ approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.