Senior National Accounts Director

Responsibilities

• Develop and execute strategic account plans for national and regional customers.
• Establish executive-level relationships with key decision-makers across GPOs, IDNs, health systems, payors, specialty pharmacies, and other partners.
• Identify opportunities to expand product access, utilization, and contract penetration.
• Represent Cosette as the commercial contact for assigned accounts.
• Engage in contract and business discussions with key institutional customers.
• Assist with contract renewals, amendments, and business reviews.
• Ensure successful implementation and pull-through of customer agreements.
• Monitor customer performance and develop action plans to address risks and opportunities.
• Partner with other Market Access functions and Contract Strategy teams to align customer needs with potential solutions.
• Drive formulary access, account adoption, and utilization objectives.
• Support launch readiness and commercialization efforts across institutional channels.
• Provide customer insights to support pricing, reimbursement, and access strategies.
• Lead internal IDN/systems account planning processes across Commercial, Market Access, Trade, Finance, Supply Chain, Marketing, Medical Affairs, and Legal.
• Collaborate with Trade and Distribution teams to support tactical implementation and customer service excellence.
• Escalate and resolve customer issues impacting access, supply, pricing, or tactical execution.
• Provide leadership and direction to the Director, Contract Strategy & Offer Development.

Requirements

• Bachelor's degree required.
• MBA, PharmD, or advanced degree preferred.
• 15+ years of pharmaceutical, biotechnology, healthcare, or market access experience.
• 7+ years of experience managing national accounts, GPOs, IDNs, payors, or institutional customers.
• Proven success negotiating complex healthcare agreements and implementing tactics.
• Strong understanding of market access, reimbursement, institutional channels, and healthcare economics.

Core Competencies

Demonstrates expertise in developing strategic account plans and managing relationships with key decision-makers in healthcare. Proven ability to negotiate complex agreements and drive market access strategies across institutional channels.