Director National Accounts-GPO/Market Access

IQVIA Inc; Phoenix (AZ); On-site; USD 126,000 - 351,000; Full time

Job summary

IQVIA is seeking a Director, National Accounts to lead the national accounts strategy across payers, GPOs, PBMs and national health plans, aligning launch readiness with patient access.

The role requires building executive relationships, shaping pricing and contracting, and leading cross-functional teams in a fast-paced biopharma environment.

You will drive account plans, oversee negotiations, and contribute to strategic planning with Commercial, Medical, Trade, Supply Chain and Finance.

Qualifications

• Bachelor's degree required.
• 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharma, or healthcare organizations.
• Minimum 5+ years of direct national account management with responsibility for Payer GPOs, PBMs and national health plans.

Responsibilities

• Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.
• Establish and manage executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, specialty pharmacies.
• Identify, prioritize, and secure formulary access opportunities that align with corporate objectives.
• Serve as the primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives.
• Lead negotiations and management of rebates, formulary, and value-based agreements with PBMs and health plans.
• Collaborate with Pricing, Market Access, Finance, Legal, and Compliance teams to develop contract strategies and evaluate financial implications.
• Monitor payer coverage policies and market trends to proactively adjust account strategies.
• Support pull-through initiatives to maximize access and utilization within contracted organizations.
• Serve as a key contributor to launch planning and commercialization efforts.
• Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning.
• Collaborate with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams.

Skills

National accounts management

Payer GPOs

PBMs

Medicare/Medicaid

Education

Bachelor's degree

MBA/ MPH/ PharmD preferred

Job description

Chicago, IL

Phoenix, AZ

Philadelphia, PA

Trenton, NJ

Dallas, TX

Los Angeles, CA

Full time

The Director, National Accounts, will be a critical commercial leader responsible for developing and executing the company's national account strategy in preparation for and following the launch of the organization's first commercial product. This individual will lead relationships and negotiations with key healthcare stakeholders including Payer (GPOs), Pharmacy Benefit Managers (PBMs), and National Health Plans across the Commercial, Medicare, and Medicaid books of business

As a member of the Market Access leadership team, the Director, National Accounts will play a highly visible role in shaping pricing, contracting, reimbursement, and access strategies that support successful product adoption and patient access. This role requires both strategic vision and hands‑on execution, thriving in a fast-paced, entrepreneurial biotech environment.

Primary Relationships

• Within Henlius: Collaborates closely with Sales, Marketing, Finance, Medical and Legal.
• Outside Henlius: Builds and maintains relationships with top Payer GPOs, PBMs, and National Health Plans.

The activities of the Director, National Accounts will include

but are not limited to:

National Account Strategy & Execution

• Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success.
• Establish and manage executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, specialty pharmacies.
• Identify, prioritize, and secure formulary access opportunities that align with corporate objectives.
• Serve as the primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives.

Payer & GPO/PBM Contracting

• Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans.
• Collaborate with Pricing, Market Access, Finance, Legal, and Compliance teams to develop contract strategies and evaluate financial implications.
• Monitor payer coverage policies, competitive dynamics, and market trends to proactively adjust account strategies.
• Support pull-through initiatives to maximize access and utilization within contracted organizations.

Launch Readiness & Cross-Functional Leadership

• Serve as a key contributor to launch planning and commercialization efforts.
• Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning.
• Collaborate closely with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams.
• Develop processes, tools, and analytics to support national account management in a growing organization.

Leadership

• Foster a culture of accountability, collaboration, customer focus, and excellence.
• Contribute to broader commercial strategy and organizational development initiatives.
• Demonstrate the value of our products, services and the Henlius organization. Manage the interactions of executive-to-executive meetings
• Facilitates communication with field personnel and leadership on customer strategies and market trends.
• Responsible for the development of the account plan and the overall account strategy to include all stakeholders while working collaboratively to match customers’ needs and expectations.
• Participate in Business reviews as a subject matter expert on assigned accounts.
• Represent Henlius at Key National Conferences and Congress

Required Qualifications

• Bachelor's degree required.
• 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations.
• Minimum 5+ years of direct national account management experience with responsibility for Payer GPOs, PBMs, National Health Plans (to include government payers VA, DoD, and Medicaid).

Preferred Qualifications

• Advanced degree (MBA, MPH, PharmD, or related field) preferred.
• Biosimilar and/or monoclonal antibody experience preferred.
• Broad and deep relationship customer-facing experience with one or more key national accounts (Ascent (Cigna/ESI), Zinc (CVS), Emisar (UHC).
• Outstanding customer relationships, interpersonal, and verbal / written communication skills, with established ability to effectively work with diverse audiences and influence cross-functionally.
• Demonstrated success negotiating complex Payer GPO, PBM, and National Health Plan agreements.
• Experience supporting pharmaceutical product launches and commercialization efforts.
• Strong understanding of market access, payer, reimbursement, and healthcare contracting dynamics.
• Proven ability to influence senior executives and manage complex stakeholder relationships.
• Strong financial acumen and contract evaluation capabilities.
• Experience in a small or emerging biotechnology company environment preferred.
• Experience launching specialty, gastroenterology, rare disease, oncology, or other high-value therapeutic products preferred.
• Existing relationships with major Payer GPOs, Pharmacy Benefit Manager (PBMs) and National Health Plans.
• Experience building infrastructure and processes within a growing commercial organization preferred.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.

The potential base pay range for this role, when annualized, is $126,100.00 - $351,400.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create connections that accelerate the development and commercialization of innovative medical treatments. Everything we do is part of a journey to improve patient outcomes and population health worldwide.

To get there, we seek out diverse talent with curious minds and a relentless commitment to innovation and impact. No matter your role, everyone at IQVIA contributes to our shared goal of helping customers improve the lives of patients everywhere. Thank you for your interest in growing your career with us.

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