A DAY IN THE LIFE:This National Account Manager will have a strong focus on Medicaid and Medicare Advantage (Part C). Other responsibilities will include managing strategic relationships in the Durable Medical Equipment (DME) and Pharmacy Distribution channels including Pharmacy Benefit Managers (PBMs), specialty and retail pharmacy networks, Health Plans, and related access stakeholders. This individual will lead contract negotiations, manage access strategies, and drive execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. The role requires cross-functional collaboration, value-based selling, and field sales partnership to ensure broad patient access and business growth.
The NAM at Tandem is also responsible for:- Access Strategy & Contracting
- Leads contract negotiation and execution with PBMs, Health Plans, Medicaid Plans, Medicare Advantage MCOs, and Large Employers
- Delivers tailored value propositions using financial modeling, claims analytics, medical information, and health economic data.
- Secures pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned to product lifecycle and channel strategy.
- Maintains Durable Medical Equipment relationships and contracts.
- Partners with internal legal, pricing, and finance teams to structure pharmacy agreements that balance growth and profitability.
- Pull-Through & Execution
- Drives execution of pharmacy access strategies through collaboration with field sales, inside sales, marketing, and market access teams.
- Translates formulary placement into actionable tools and messaging for field sales to optimize pull-through.
- Develops and executes training, playbooks, and co-branded resources in partnership with marketing and sales training.
- Serves as lead point of contact for assigned accounts, ensuring operational execution, service level adherence, and issue resolution.
- Relationship Management
- Builds and maintains senior-level relationships within PBMs, Health Plans, Medicaid Accounts, Medicare Advantage MCOs, Large Employers and Payer Organizations to influence formulary and utilization management policy.
- Represents the organization in business reviews, renegotiation cycles, and quarterly performance meetings with assigned accounts.
- Collaborates with patient services, reimbursement, and distribution teams to optimize pharmacy fulfillment through limited distribution channels.
- Market Intelligence & Strategy
- Monitors market trends, competitor access, and policy shifts that impact pharmacy distribution and reimbursement and Durable Medical Equipment contrats.
- Informs Market Access Strategy with insights into payer mix, pharmacy benefit adoption, step-edits, and tiering.
- Provides strategic input into brand planning and pricing.
- Supports the evolution of hybrid (medical + pharmacy) access models as the landscape shifts toward simpler, scalable solutions.
- Cross-Functional Leadership
- Collaborates with Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, and Medical Affairs to align and implement pharmacy strategy.
- Partners with sales leadership to ensure timely and coordinated pull-through across geographies.
- Serves as subject matter expert in internal working groups and field-facing strategy sessions.
WHAT YOU'LL NEED:- Bachelor degree, preferably in a life science, business or marketing or a combination of equivalent education and applicable job experience.
- 12+ years of experience in Market Access, National Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries.
- Demonstrated success negotiating contracts with PBMs, health plans, Medicaid Accounts, and Medicare Advantage (Part C) MCOs.
- Prior experience working in a company with a strong pharmacy-first or limited distribution model preferred.
- Familiarity with digital health and connected medical technologies preferred.
- Deep understanding of the pharmacy benefit landscape, PBM contracting, pharmacy reimbursement, Medicaid, Medicare, specialty distribution, and DME contracting.
- Strong analytical acumen with the ability to leverage data sets and turn them into actionable account strategies.
- Proven negotiation and influencing skills with C-suite and senior executives within commercial payers, Medicaid, Medicare, and Large Employers.
- Experience in patient access programs, co-pay assistance models, and limited distribution networks.
- Skilled communicator with the ability to translate formulary placement and utilization management criteria into field-ready messaging.
- Comfortable navigating ambiguity in a high-growth, evolving access model environment.
- Ability to travel up to 50% as required and work from a home office; must maintain valid driver's license and required auto insurance as well as good driving record, per company policy.
- Ability to travel by car or airplane up to 50% of the time.
WHEN & WHERE YOU'LL WORK:Remote with Travel: This position is fully remote and open to candidates within the United States. Equipment for the role will be provided and training will occur virtually.
COMPENSATION & BENEFITS: The starting base pay range for this position is
$174,000 - $221,000 annually plus incentive compensation (commission-based compensation is based on the achievement of goals). Base pay will vary based on job-related knowledge, skills, experience and may also fluctuate depending on candidate's location and the overall job market. In addition to base pay, Tandem offers a competitive compensation package that includes bonus and a robust benefits package.
Tandem offers health care benefits such as medical, dental, vision available your first day, as well as health savings accounts and flexible saving accounts. You'll also receive 11 paid holidays per year, a minimum of 20 days of paid time off (with accrual starting on day 1) and you will have access to a 401k plan with company match as well as an Employee Stock Purchase plan. Learn more about Tandem's benefits here!
REFERRALS:We love a good referral! If you know someone who would be a great fit for this position, please share!
APPLICATION DEADLINE: The position will be posted until a final candidate is selected for the requisition or the requisition has a sufficient number of applications.
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