National Account Director

Portola Pharmaceuticals   •  

Orlando, FL

Industry: Pharmaceuticals & Biotech


8 - 10 years

Posted 137 days ago

This job is no longer available.


  • Secure appropriate formulary status/medical policy and payment for Portola products with targeted payers and targeted institutions establishing high-level business relationships with key decision makers by:
  • Providing appropriate levels of data to gain interest and traction;
  • Delivering analysis of scientific data, clinical practice goals, and anticipated economic program outcomes as basis for ongoing payer-related efforts;
  • Utilizing clinical expertise of Medical Science Liaisons or medical providers in delivering comprehensive product presentation to key decision makers.
  • Establish successful relationships with Organized Customer Groups including long-term acute care (LTAC) and senior care institutions to best provide patients access to Portola therapies Develop and execute strategic action plan for all key customers
  • Coordinate strategy, action planning, and reporting to address national 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 any “pull-through” reimbursement initiatives at provider level.
  • Build relationships with national policy leaders, societies, nurses, practice managers and patient organizations to monitor coverage and reimbursement issues for both payers and institutions.
  • Maintain and share key information regarding contacts, prior authorization requirements, trends, competitive intelligence, policy drivers, etc.
  • Effectively partner with field sales and MSLs to provide support and information to customers in order to ensure optimal access to therapies.


  • Bachelor’s degreerequired, MBA or other advanced degreepreferred.
  • 7-10 years of pharmaceutical industry experience in a sales/marketing role, including 5 years in managed market or quality environment are required; 3 years in a managerial capacity are preferred.
  • Understanding of national and state legislative, Medicare, Medicaid, and private payer initiatives affecting reimbursement of pharmaceutical and biotechnology products.
  • Demonstrated success partnering with Organized Customer Groups strongly preferred.
  • Demonstrated knowledge and understanding of payer policies and how to conduct payer research.
  • Experience and prior interaction with payer decision makers.
  • Excellent technical knowledge and expertise in payer policy, including all elements of reimbursement (coding, coverage and payment.)
  • Extensive relationship management, customer network, and consultative sales experience.
  • Knowledge and expertise regarding clinical and quality initiatives in hospital marketplace generally and at specific institutions strongly preferred.
  • Expert negotiation skills and financial analysis and modeling capability.
  • Excellent communication and presentation skills.
  • Demonstrated clinical and product knowledge in thrombosis and/ or broad range of therapeutic areas preferred.
  • Strong knowledge of pharmaceutical supply chain management.
  • Willing to travel up to 50% of the time, including overnight and weekend travel.
  • Ideal candidate located in geographical area advantageous to efficient travel to key accounts.