Senior Director of National Accounts

The Senior Director of National Accounts (National Payers and SPs), has responsibility for maintaining open commercial formulary access for inline portfolio products & achieving access for launch brands. The individual must develop relationships with key external customers working through an account team deployed against national accounts. With an expanded effort into an increasingly influential public sector (e.g., Medicaid), knowledge of state-specific dynamics, formulary management activities and the ability to maintain access will also be critical. Solid leadership for the account management direct reports as well as collaboration across Market Access Accounts, Strategic Pricing and Contracting, Marketing, Sales, Finance, Legal and Operations will be essential for success. The Senior Director will work closely with the US Market Access team to develop plans of action and educate key internal stakeholders on appropriate channel strategies aligned with brand business objectives. Cross-functional leadership related to payor RFPs, including effective engagement at pricing committee reviews is an important aspect of the role. The Senior Director must ensure that the voice of the CSL customer is represented in all brand or portfolio business opportunities.

Summary of Responsibilities:

• Provide input & customer segment perspective into the development of market access (payor / channel) strategies for all key brands
• Provide input into brand value platform development & ensure that account managers are informed and trained on the delivery of the value proposition / core messaging to CSL accounts
• Maintain a clear understanding of brand business objectives with a focus on channel optimization
• Build & maintain relationships with external CSL customers, including commercial & public sector payors & aligned specialty pharmacies
• Drives profitable access for CSL brands across all relevant payors within approved guidelines
• Monitors the external environment, customers and competitors to identify opportunities for CSL regarding brand differentiation & access enhancement
• Owns account deployment decisions, account strategies, account-level business plan development & NAD direction to drive the CSL business
• Participate in the Contract Review Committee & Pricing Committee, collaborating in the development of recommendations for consideration in conjunction with US Market Access, Finance, Legal & Marketing
• Works with internal & external business partners to ensure account-specific objectives are achieved
• Develops & maintains contacts within the industry to obtain environmental, competitive & product-specific insights

• Builds & maintains customer relationships to create a foundation for new business opportunities
• Maintain a dynamic team with clear development plans & work to enhance cross-discipline assignments to build business competencies for future leaders
• Working closely with the ED of MAA, ensure that a culture of innovation & creativity exists while consistently leading & performing with a high level of integrity

Qualifications and Skills Required:

• B.A. or B.S. Degree required; MBA or other advanced degree preferred
• 12-15 years of experience in the biotech industry, preferably rare & orphan disease medicines
• 5+ years of payor experience including channel account management
• Experience in product pharmaceutical marketing and/or sales
• Prior success in leading, managing & developing teams, including remote personnel
• Demonstrated success in achieving formulary coverage for branded specialty products
• Demonstrated success with account management across channels, including specialty pharmacies, GPOs, integrated health systems & payers
• Knowledge of relevant legal, compliance & regulatory requirements

• Proven ability to provide strategic input into access strategies & implement tactical plans of action inclusive of pricing & contracting strategies aligned with brand business objectives
• Strong leadership, planning, decision-making & problem-solving skills; focus on delivering results
• Proven record of success in working with cross-functional teams; demonstrated ability to successfully educate & influence multiple levels of an organization
• Strong attention to detail combined with a keen ability to recognize issues in the context of higher-level policies & regulations
• Strong interpersonal & peer leadership skills to influence without authority; ability to work cross-functionally in a highly dynamic environment with a high sense of urgency
• Excellent written and verbal communication skills
• Proficient in Microsoft Office
• Ability to travel up to 50%

About CSL Behring

CSL Behring is a global biotherapeutics leader driven by our promise to save lives. Focused on serving patients’ needs by using the latest technologies, we discover, develop and deliver innovative therapies for people living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. We use three strategic scientific platforms of plasma fractionation, recombinant protein technology, and cell and gene therapy to support continued innovation and continually refine ways in which products can address unmet medical needs and help patients lead full lives.

CSL Behring operates one of the world’s largest plasma collection networks, CSL Plasma. Our parent company, CSL, headquartered in Melbourne, Australia, employs 32,000 people, and delivers its lifesaving therapies to people in more than 100 countries.

To learn more about CSL, CSL Behring, CSL Seqirus and CSL Vifor visit and CSL Plasma at .

Our Benefits

For more information on CSL benefits visit How CSL Supports Your Well-being | CSL.

You Belong at CSL

At CSL, Inclusion and Belonging is at the core of our mission and who we are. It fuels our innovation day in and day out. By celebrating our differences and creating a culture of curiosity and empathy, we are able to better understand and connect with our patients and donors, foster strong relationships with our stakeholders, and sustain a diverse workforce that will move our company and industry into the future.

To learn more about inclusion and belonging visit

Equal Opportunity Employer

CSL is an Equal Opportunity Employer. If you are an individual with a disability and need a reasonable accommodation for any part of the application process, please visit .

Originally posted on Himalayas