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About the Role
The National Account Director is responsible for leading strategic engagement and business development with key national payer/PBM/GPO accounts to ensure optimal access and reimbursement for Ipsen’s portfolio. This role plays a critical part in shaping Ipsen’s market access strategy, driving long-term partnerships, and influencing payer decision-making to support patient access and commercial success.
Responsibilities
- Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
- Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization’s therapeutic areas.
- Build and maintain deep, trusted relationships with key payer decision-makers and leadership.
- Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
- Execution of strategic contracts aligned with brand and access goals.
- Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes and anticipate shifts.
- Collaborate with internal stakeholders to align on pricing, contracting, and value-based initiatives.
- Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
- Utilize data-driven insights to support value propositions and demonstrate product differentiation.
- Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
- Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull-through resource development.
- Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer-facing materials.
Requirements
- 12+ years of industry experience with at least 5+ years in payer national account management.
- Proven experience in national account management within the pharmaceutical or biotech industry.
- Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
- Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
- Exceptional business and clinical acumen.
- Strong presentation skills: ability to clearly convey ideas to key internal organizational stakeholders as well as specific decision makers in assigned accounts.
- Experience leading cross-functional initiatives and managing complex stakeholder relationships.
- Ability to interpret healthcare data and apply insights to inform strategy.
- Ability to travel up to 60% including overnights and/or weekend congress attendance when necessary.
Skills
- Payer national account management
- National account management
- Pharmaceutical or biotech industry experience
- U.S. payer landscape knowledge
- Contract negotiation
- Formulary access
- Contract performance analysis
- Strategic account planning
- Business acumen
- Clinical acumen
- Presentation skills
- Cross-functional initiative leadership
- Complex stakeholder relationship management
- Healthcare data interpretation
- Value-based contracting
- Innovative access models
Location
- U.S.
Work Type
- Full-time
Experience Level
- 12+ years of industry experience
- 5+ years in payer national account management
Education Level
- BA/BS in Business, Life Sciences, Health Economics or related field
- Advanced degree (MBA, MPH, PharmD) is a plus.
Salary/Compensations
- $190,500 - $279,400
Benefits
- 401(k) with company contributions
- Group medical, dental and vision coverage
- Life and disability insurance
- Short- and long-term disability insurance
- Flexible spending accounts
- Parental leave
- Paid time off
- Discretionary winter shutdown
- Well-being allowance
- Commuter benefits
About the Company
- Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience.
- Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.
- Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries.
- We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact.
- At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success.
- Join us on our journey towards sustainable growth, creating real impact on patients and society!
- For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.
Equal Opportunity
- We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”.
- The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities.
- When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions.
- Together we strive to better understand the communities we serve.
- This means we also want to help you perform at your best when applying for a role with us.
- If you require any adjustments or support during the application process, please let the recruitment team know.
- This information will be handled with care and will not affect the outcome of your application.
- Ipsen is an equal opportunity employer that strictly prohibits unlawful discrimination.
- We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.