Director, National Accounts

Rayner Surgical Group; Northern (KY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Comprehensive benefits package

Global recognition platform

Engaging events and growth programs

Job summary

Rayner Surgical Group is seeking a senior commercial leader to drive national accounts, private equity group partnerships, and payer strategies for Omidria and RayOne across the U.S. You will coordinate with regional directors and lead forecasting, budgeting, and cross-functional teams.

The role is fully remote within the United States, requiring travel up to 25% and extensive collaboration with external partners and internal stakeholders.

Qualifications

• 7+ years of biotechnology or pharmaceutical industry commercial experience.
• Bachelor’s degree in business, marketing, or life sciences; MBA desirable.
• Experience with start-up bio pharma company and/or product launches desirable.
• Excellent communication, analytical, planning, and organizational skills.
• Experience with ophthalmology pharmaceutical or device products desirable.
• Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing, and patient access to drugs/biologicals.
• Experience working with National Accounts such as Private Equity Groups and ASC Management Chains.
• Experience coordinating support for billing staff at Omidria sites of care.

Responsibilities

• Develops strategies and tactics to support and grow National Accounts and Private Equity Groups.
• Represents the organization with targeted national and regional payer organizations.
• Maintains accurate account information in customer database (SalesForce/Veeva).
• Manage and collaborate with key opinion leaders regarding Omidria and Rayner lenses.
• Identify issues and propose solutions affecting access across stakeholders.
• Collaborate with internal and external partners effectively.
• Represent Rayner at national and regional meetings and events.
• Comply with rules and regulations for selling and marketing Omidria and RayOne.
• Lead budgeting and forecasting processes nationally.
• Coordinate with Rayner Regional Business Directors by geography (Northeast, Great Lakes, Southeast, South Central, West).

Skills

Communication

Analytical skills

Planning

Organizational skills

Relationship building

Negotiation

Team leadership

Payer know-how

Ophthalmology knowledge

Education

Bachelor's degree in business/marketing/life sciences

MBA desirable

Tools

Salesforce

Veeva

Job description

This is a fully Remote role and may be based anywhere within the US Market

Your key responsibilities will be:

• Develops strategies and tactics to support and grow National Accounts and Private Equity Groups, but not limited to ASC Management Chains, Academic Teaching Institutions, and Veterans Affairs
• Represents the organization with targeted national and regional payer organizations.
• Maintains accurate account information in customer database, SalesForce/Veeva.
• Manage, develop, and collaborate with key opinion leaders as it relates to support for Omidria and promotion of Rayner's portfolio of Intraocular Lenses.
• Identify critical issues and puts forth potential solutions that impact the access across multiple stakeholders.
• Work collaboratively, effectively, and efficiently with all internal and external partners.
• Represents Rayner at national and regional meetings and events.
• Responsible for complying with all applicable rules and regulations pertaining to the selling, marketing, and distribution of Omidria and RayOne.
• Successful executive management of the quarterly/ annual budgeting and forecasting processes.
• National geography which will be aligned with each of Rayner's Regional Business Director's team: Northeast, Great Lakes, Southeast, South Central, and West.

Essential

• * 7+ years of biotechnology or pharmaceutical industry commercial experience
• * Bachelor’s degree in business, marketing, or life sciences - Masters in Business administration (MBA) desirable.
• * Experience with start-up bio pharma company and/or at least one product launches desirable.
• * Excellent communication, analytical, planning, and organizational skills.
• * Experience and familiarity with ophthalmology pharmaceutical or device products desirable
• * Demonstrated knowledge of payer decision‑making for formulary processes, coverage, coding, billing, and patient access to drugs/biologicals
• * Experience working with National Accounts such as Private Equity Groups and ASC Management Chains.
• * Experience working Academic Teaching Institutions and Veterans Affairs Hospitals.
• * Experience coordinating support for billing staff at various Omidria sites of care.
• * Demonstrated problem‑solving capabilities.
• * Experience negotiating contracts, agreements, and pricing.
• * Ability to navigate government and commercial payer opportunities and challenges.
• * Outstanding consultative and networking capabilities
• * Demonstrated successful team leadership.
• * Established relationships with Medical and Pharmacy Directors within key assigned accounts.
• * Successfully leads account teams through collaboration with other members within and across sales, marketing, and other groups to improve overall effectiveness, meet customer needs and grow sales.

Desirable

• * Pharmaceutical buy & bill reimbursement experience
• * Experience in the Medical Device sector

Behavioral Competencies Required:

• * Must have the ability to build and maintain positive relationships with management, peers, and subordinates.
• * Excellent written and verbal skills required.
• * Must have integrity.
• * Must display strong analytical and problem‑solving skills.
• * Attention to detail required.

Other Requirements:

• * The employee is occasionally required to travel overnight.
• * Ability to travel 25% of the time

What you can expect from us:

• Comprehensive benefits package
• Global appreciation platform to recognise colleagues around the globe
• Fantastic opportunity to work with highly talents teams and individuals and grow with the business
• Exciting variety of engagement events like yoga, seat chair massages, Summerfest, quarterly Love to Learn events
• Being part of an organisation you can be proud to work for changing the lives of millions of people!

Rayner provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.