Key Account Director, Payer / PBM
Key Account Director, Payer/PBM
Bridgewater, New Jersey (Field Based)
A reputable, medium-sized Pharma company is seeking a Key Account Director, Payer/PBM individual for the expansion of their Market Access team. This individual will be primarily responsible for leading business-to-business relationships for a portfolio of specialty and bioscience products with major national Pharmacy Benefit Managers and Health Plans. It focuses on securing profitable formulary access across commercial, Medicare, and Medicaid channels within complex payer systems. The position requires strong expertise in strategic account planning, rebate contract negotiations, financial modeling, and executional partnership development. It also involves collaboration with internal teams such as Sales, Brand, Finance, and Medical Science to drive market access and patient affordability. The role demands leadership in developing pull-through strategies, sharing best practices, and maintaining compliance with managed care requirements.
Responsibilities:
- Lead development and execution of strategic account plans to secure profitable product access across Commercial, Medicare, Medicaid, and state programs, while cultivating high-level relationships with key decision-makers.
- Conduct complex contract negotiations supported by financial modeling, ROI analysis, and GTN forecasting, driving formulary adoption and performance tracking across national and regional payer accounts.
- Drive pull-through initiatives by aligning with field sales teams, developing training tools and access strategies to enhance utilization of specialty and bioscience brands across key healthcare providers.
- Represent Market Access at major industry conferences and lead special projects related to product launches, policy impact (e.g., IRA), and operational strategy, while managing budget and compliance requirements.
Qualifications:
- Bachelor's degree required, advanced degrees are preferred.
- 10+ Years of related relevant experience in Pharmaceutical/Biotech in sales / sales management and/or manages care account experience
- 6+ years or more in track record of success in Pharma/Biotech sales manages or managed markets
- Direct experience calling on large Payer and PCM accounts, including CVS, Caremark, and Zinc.
- Specialty Pharmacy knowledge; Reimbursement experience and understanding; Neurology experience.
- Regional, National, or Large (IDS, Group Practice) Account Management experience; Excellent relationships with key regional and national payers.
- Geographical experience in the Southeast and Puerto Rico.
Note: Applicants who do not meet the above requirements will not be considered for this role.
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