8+ years of U.S. market access or payer account experience, including national account management
Established senior relationships with one of the big three PBM/GPO organizations
Deep knowledge of decision processes, P&T and formulary cycles, and contracting practices
Experience in supporting rebate negotiations and contract pull-through
Familiarity with PIE and AMCP dossier standards
Responsibilities
Map decision-making structures and timelines of assigned accounts
Develop and execute account plans aligned with payer engagement strategies
Deepen existing relationships across clinical, trade, and contracting functions
Lead compliant PIE discussions with assigned accounts
Drive formulary review meetings and clinical presentations post-launch
Support rebate negotiations and contract execution
Track policy development and communicate coverage updates to internal teams
Benefits
Opportunity to work with major national accounts
Engagement in high-impact strategic initiatives
Collaboration with cross-functional teams
Professional development opportunities
Frequent travel to account sites and internal meetings
Full Job Description
Job Purpose
The National Account Director is the dedicated, external-facing lead for one of the big three national PBM/GPO accounts (e.g., CVS Caremark/Zinc, Express Scripts/Ascent, Optum Rx/Emisar). Drawing on established relationships with decision makers at that account, this individual drives timely and favorable access for sonelokimab. The role executes the account plan, leads Pre-approval Information Exchange (PIE) and formulary discussions, supports contract negotiations and pull-through, and brings account insights back into the access, pricing and contracting strategy.
Your profile
Major Accountabilities
Pre-Launch (FDA -24 to 0 months)
Account mapping: Map the decision-making structure, influencers, processes and timelines of the assigned account, including PBM, GPO, P&T and clinical committees, and key affiliated health plans
Account plan: Develop and execute the account plan in line with the overall payer engagement and contracting strategy
Relationship building: Use and deepen existing senior relationships across clinical, trade and contracting functions at the assigned account
PIE engagement: Lead compliant PIE discussions with the assigned account
Account insights: Feed account-specific insights into the access strategy, payer value proposition, PIE decks, AMCP dossier and contracting strategy
Contract preparation: Work with Pricing & Contracting to identify the account's likely contract requirements, key terms and deal scenario
Launch & Post-Approval (FDA approval to 6-12 months post)
Formulary review: Lead formulary review meetings and clinical presentations with the assigned account
Contract negotiation support: Support rebate negotiations with Pricing & Contracting, within approved guardrails, and support contract execution
Pull-through: Drive pull-through of coverage wins with the account and its downstream health plans, together with FRMs and sales
Coverage tracking: Track policy development, formulary tiers and utilization management criteria at the account, and communicate coverage updates to internal teams
Issue resolution: Escalate and resolve access barriers such as restrictive PA criteria, step edits and specialty pharmacy requirements with the account
Account reporting: Report on account status, risks and opportunities to the Payer Account Team Lead and cross-functional partners
Job Requirements
Education:
Bachelor's degree required
Advanced degree (MSc, MBA, PhD, PharmD, or MD) strongly preferred
Experience:
8+ years of U.S. market access or payer account experience, including national account management
Established, senior relationships at one of the big three PBM/GPO organizations (CVS Caremark/Zinc, Express Scripts/Ascent or Optum Rx/Emisar)
Skills/knowledge/behavioural competencies:
Deep knowledge of the assigned account's decision processes, P&T and formulary cycles, and contracting practices
Experience supporting rebate negotiations and contract pull-through
Specialty or immunology launch experience preferred
Familiarity with PIE, AMCP dossier standards and compliant payer interactions
Strong external presentation, negotiation and relationship skills
Willingness to travel frequently to account sites and internal meetings
