Director, National Accounts – Payer & PBM Strategy

IQVIA; Trenton (NJ); On-site; USD 126,000 - 351,000; Full time

Job summary

IQVIA in New Jersey seeks a Director, National Accounts to lead the national account strategy for launching our first commercial product. You will manage executive relationships with PBMs, GPOs, and national health plans, shaping pricing, contracting, and access strategies across Commercial, Medicare, and Medicaid lines.

In this role you will drive launch readiness, provide account insights for forecasting and brand planning, and lead cross-functional teams including Sales, Finance, Legal, and

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).

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 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.
• 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.
• 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

Skills

Negotiation

Stakeholder management

Executive communication

Strategic leadership

Cross-functional collaboration

Education

Bachelor's degree

MBA/MPH/PHARMD preferred

Job description

IQVIA in New Jersey seeks a Director, National Accounts to lead the national account strategy for launching our first commercial product. You will manage executive relationships with PBMs, GPOs, and national health plans, shaping pricing, contracting, and access strategies across Commercial, Medicare, and Medicaid lines.

In this role you will drive launch readiness, provide account insights for forecasting and brand planning, and lead cross-functional teams including Sales, Finance, Legal, and