National Accounts Lead, US Dialysis MarketsLocation: United States - Fully Remote
Travel: Up to 50%
Reports to: Head of Commercialization, VFMCRP / Head of US Dialysis Business
About the RoleCould you be our next National Accounts Lead, US Dialysis Markets?
In this role, you will be responsible for developing and executing strategic commercial plans across key U.S. dialysis accounts to maximize customer engagement, loyalty, and business growth for CSL Vifor's dialysis portfolio (ESA and Korsuva).
You will serve as a strategic partner to dialysis organizations and key customer stakeholders, developing a deep understanding of market dynamics, customer needs, competitive activity, and opportunities for growth. The role will work across free-standing dialysis clinics, including large dialysis organizations (LDOs), midsize dialysis organizations (MDOs), and independent dialysis organizations (IDOs), as well as hospital-based dialysis clinics and CKD practices.
This is a fully remote, national role requiring up to 50% travel throughout the United States, as well as occasional travel to CSL headquarters in Switzerland.
Key Responsibilities- Develop and execute strategic account plans focused on market development, account management, new product introduction, and long-term business growth across key U.S. dialysis accounts.
- Engage with dialysis account managers, executives, and other key stakeholders to maximize customer loyalty and strengthen the business base for CSL Vifor's dialysis portfolio.
- Analyze market opportunities, customer needs, account dynamics, and competitive activity to identify priority target accounts and develop effective pull-through strategies.
- Build and maintain strong relationships with key stakeholders, including dialysis executives, healthcare professionals, key opinion leaders, and other decision-makers within the CKD and dialysis markets.
- Develop a strong understanding of customer priorities, treatment practices, market access considerations, and business needs to identify opportunities for partnership and growth.
- Navigate the formulary approval process and other requirements necessary for dialysis clinics to initiate and expand administration of CSL Vifor products.
- Coordinate CSL Vifor cross-functional resources to support formulary approval, clinical education, staff in-service education, and other customer needs, as appropriate.
- Serve as a key commercial lead in developing deep insights into competitor activity, market trends, and customer behavior and translate those insights into actionable strategies.
- Partner closely with cross-functional ESA teams to identify and resolve operational challenges, particularly those affecting the customer and real-world experience.
- Identify opportunities to bridge existing marketed products with newly approved products and develop strategies to support successful product introduction and adoption.
- Lead strategic business planning for assigned national and priority accounts, ensuring plans are aligned with broader U.S. dialysis business objectives.
- Monitor account performance and market developments and adjust strategies and tactics based on changing customer, competitive, and market conditions.
- Ensure all customer interactions and commercial activities are conducted in accordance with applicable U.S. pharmaceutical compliance requirements and CSL policies.
Qualifications- Bachelor's degree required; advanced degree in business, life sciences, healthcare, or a related discipline preferred.
- 12+ years of pharmaceutical or biopharmaceutical commercial experience within the renal and/or dialysis market.
- Deep understanding of U.S. dialysis market dynamics, including LDOs, MDOs, IDOs, hospital-based dialysis clinics, and CKD practices.
- 3+ years of experience developing and executing commercial strategies based on deep customer and market insights within the dialysis market.
- Demonstrated experience developing strategic account plans and executing tactical plans that support customer loyalty, business growth, and long-term account stability.
- Experience with new product introduction and/or commercialization within a complex healthcare market.
- Understanding of formulary processes, customer access considerations, and the requirements involved in initiating pharmaceutical products within dialysis organizations.
- Strong understanding of U.S. pharmaceutical commercial and compliance requirements.
- Demonstrated ability to build and maintain relationships with senior customer stakeholders, healthcare professionals, and key opinion leaders.
- Strong strategic thinking, business planning, analytical, and problem-solving skills.
- Ability to work effectively across a complex, cross-functional organization and coordinate resources to address customer needs.
- Strong communication, presentation, negotiation, and influencing skills.
- Ability and willingness to travel extensively throughout the United States, up to 50%, with occasional travel to CSL headquarters in Switzerland.
The expected base salary range for this position at hiring is $170,000 - $215,000. Please note this salary range reflects the minimum and maximum base pay that CSL expects to pay for this position at the listed at the time of this posting. Individual base salary for a successful candidate is determined by qualifications, skill level, experience, competencies and other relevant factors. In addition to base salary, total compensation for this role may also include incentive compensation and equity.
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