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Description
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Our purpose is to improve patients' lives through life-changing medicines. We are guided by an unwavering commitment to quality, scientific rigor, and integrity. Every decision begins with the patients and families who rely on us, inspiring us to build an organization that combines innovation with flawless execution. Our success is powered by our people, talented individuals who are empowered to collaborate, take ownership, challenge ideas, and deliver results. Led by a team with deep experience building successful pharmaceutical organizations and advancing transformative medicines, Cosette provides an environment where exceptional people can grow, contribute their expertise, and thrive together.
Position Summary
The National Accounts Director is responsible for developing and executing market access strategies across assigned national and regional healthcare customers, including commercial payors, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), health systems, federal health systems, specialty pharmacies, specialty distributors, and other strategic healthcare partners.
This role serves as the primary access and customer relationship lead for assigned accounts and is accountable for expanding product access, improving customer positioning, supporting utilization growth, and achieving account-specific business objectives. The National Accounts Director develops strategic account plans, manages executive-level customer relationships, identifies access opportunities, and drives successful execution of customer initiatives.
The National Accounts Director partners closely with the Senior National Accounts Director and cross-functional teams including Contract Strategy & Offer Development, Trade Relations, Medical Affairs, Finance, Marketing, Sales, Commercial Operations, Supply Chain, Legal, and Compliance to develop and execute customer strategies aligned with corporate and portfolio objectives.
Key Responsibilities
Strategic Account Management
• Develop and execute strategic account plans for assigned national and regional healthcare customers.
• Serve as the primary market access relationship owner for assigned GPOs, IDNs, health systems, payors, specialty pharmacies, and other strategic accounts.
• Establish and maintain executive-level relationships with key customer stakeholders, including pharmacy leadership, medical leadership, procurement teams, and institutional decision-makers.
• Understand customer priorities, healthcare trends, purchasing dynamics, access barriers, and competitive factors impacting product adoption.
• Identify and action opportunities to expand access, improve customer positioning, increase utilization, and support portfolio growth.
Customer Access Strategy & Execution
• Lead account-level access strategies that support product availability, adoption, and appropriate utilization.
• Identify customer access opportunities and barriers and develop action plans in partnership with internal stakeholders.
• Support formulary positioning, pathway inclusion, purchasing decisions, and institutional adoption strategies.
• Provide customer insights and market intelligence to inform broader Market Access and commercial strategies.
• Support new product launches, lifecycle initiatives, and commercialization activities across assigned accounts.
Contract Strategy & Commercial Support
• Partner with Contract Strategy & Offer Development to develop customer-specific contracting strategies and solutions.
• Provide customer insights, competitive intelligence, and market dynamics to support offer development and contract recommendations.
• Support customer discussions related to agreements, renewals, amendments, and implementation activities.
• Monitor account performance and identify opportunities or risks related to customer agreements and access objectives.
• Collaborate with internal teams to ensure successful execution and pull-through of approved customer strategies.
Customer Engagement & Relationship Management
• Lead customer meetings, executive discussions, business reviews, and strategic account planning sessions.
• Build trusted relationships across customer organizations, including pharmacy, medical, procurement, administrative, and executive stakeholders.
• Maintain regular engagement cadence with key accounts based on strategic importance and business priorities.
• Identify emerging customer needs and develop recommendations to address opportunities and challenges.
• Represent Cosette professionally and compliantly in all external customer interactions.
Cross-Functional Collaboration
• Lead account-specific coordination across Market Access, Contract Strategy, Trade Relations, Medical Affairs, Marketing, Sales, Finance, Commercial Operations, Supply Chain, Legal, and Compliance.
• Collaborate with Trade Relations to address distribution, availability, and operational needs impacting customer access.
• Partner with Medical Affairs to support scientific exchange, clinical education, and evidence-based customer discussions.
• Collaborate with Sales and Commercial teams to ensure alignment between customer access strategies and field execution.
• Escalate and coordinate resolution of customer issues impacting access, supply, pricing, or implementation.
Account Analytics & Performance Management
• Monitor assigned account performance, access opportunities, utilization trends, and business results.
• Develop account assessments and recommendations to improve customer engagement and access outcomes.
• Maintain accurate CRM documentation, account plans, customer interactions, and reporting requirements.
• Utilize market intelligence, customer insights, and available analytics to identify opportunities and risks.
• Provide regular updates and recommendations to the Senior National Accounts Director and Market Access leadership.
Travel: Up to 60-70%
Qualifications
Education
• Bachelor's degree required.
• MBA, PharmD, MPH, or other advanced degree preferred.
Experience
• 10+ years of pharmaceutical, biotechnology, healthcare, or market access experience.
• 5+ years of experience managing national accounts, GPOs, IDNs, payors, health systems, specialty pharmacies, or institutional customers.
• Demonstrated success building strategic healthcare customer relationships and driving business outcomes.
• Experience supporting complex healthcare agreements, access strategies, and customer implementations.
• Experience working cross-functionally with Market Access, Contract Strategy, Trade, Medical Affairs, Finance, Sales, and Marketing teams.
Preferred Experience
• Experience supporting specialty pharmaceuticals, oncology, rare disease, biologics, or complex therapies.
• Experience with healthcare contracting, reimbursement dynamics, formulary decision-making, or institutional access models.
• Experience supporting product launches, relaunches, or lifecycle management initiatives.
• Experience working with specialty pharmacy, specialty distribution, GPO, or IDN channels.
Knowledge, Skills & Abilities
• Strong understanding of pharmaceutical market access, healthcare systems, institutional channels, and customer decision-making processes.
• Ability to develop and execute strategic account plans.
• Strong executive presence and ability to influence internal and external stakeholders.
• Strong understanding of reimbursement, access barriers, and healthcare economics.
• Ability to translate customer insights into actionable access strategies.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Strong analytical and business acumen.
• Ability to manage multiple complex accounts and priorities independently.
• Demonstrated commitment to compliance, ethical business practices, and scientific integrity.
Key Performance Indicators (KPIs)
Market Access & Account Growth
• Expansion of product access across assigned accounts.
• Growth in account adoption and utilization.
• Achievement of assigned account objectives.
• Identification and execution of new access opportunities.
Customer Engagement
• Completion and quality of strategic account plans.
• Executive-level customer engagement cadence.
• Customer relationship strength and effectiveness.
• Completion of customer business reviews and strategic meetings.
Contract & Commercial Execution
• Successful implementation of customer agreements and access initiatives.
• Support of contract renewal and retention objectives.
• Identification and escalation of customer risks and opportunities.
• Effective partnership with Contract Strategy & Offer Development.
Cross-Functional Execution
• Effective collaboration across Market Access, Trade, Medical Affairs, Sales, Finance, and Commercial teams.
• Timely resolution of customer access barriers.
• Quality of customer insights provided to internal stakeholders.
Operational Excellence
• CRM compliance and documentation accuracy.
• Account plan completion and maintenance.
• Forecasting and reporting accuracy.
• Compliance with company policies and regulatory requirements.
Salary RangeThe expected annual base salary for this field based position is $168,000 - $210,000. In addition, you may be eligible for a discretionary bonus if you are an active employee on the payment date.
Benefits
Hired applicants may be eligible for benefits, including but not limited to, medical, dental, vision, life insurance, short-term disability, long-term disability, 401(k) match, flexible spending accounts, health saving account, employee assistance program, tuition reimbursement program, parental leave, wellness program, paid time off, volunteer time, and holidays.
Physical Requirements
This is a field-based position.
If making a profound impact on patients motivates you - and you want to be part of a team fueled by purpose, innovation and impact - we'd love to meet you. Apply now.
Equal Opportunity Employment
Providing "equal employment opportunity" is one of the most important people policies of Cosette Pharmaceuticals, Inc. Our goal is to do all that we realistically can to provide genuine equal employment opportunity to applicants and employees in all phases of our operation. It is the policy of this Company that there shall be no discrimination with respect to employment, or any of the terms and conditions of employment, because of an individual's race, creed, religion, color, national origin, citizenship, ancestry, age, gender identity or expression, affectional or sexual orientation, marital status, domestic partnership, familial status, atypical hereditary cellular or blood trait, disability (including AIDS and HIV infection), genetic information, liability for service in the United States armed forces or any other legally protected status. The Company is dedicated to ensuring that all employment decisions are in accordance with these principles of equal employment opportunity.