National Account Director

Cristcot; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Cristcot is seeking a National Account Director to lead enterprise-level relationships with GI super groups and MSOs, coordinating with Market Access, Sales, Legal and Finance. This role focuses on national account strategy, patient access and reimbursement initiatives across affiliated GI practices.

The position collaborates with cross-functional teams to align headquarters priorities with field execution, ensuring compliant, value-based engagement and timely implementation.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• Experience in pharmaceuticals, market access or MSOs is highly desirable.
• Proven track record managing national or enterprise-level provider organisations.

Responsibilities

• Develop and execute national strategic account plans for GI super groups and MSOs.
• Engage executive leadership, practice administrators and other HQ decision-makers.
• Coordinate with marketing, finance and legal to align enterprise initiatives with field execution.
• Monitor account performance and provide forecasts of opportunities and risks.
• Lead contracting efforts with GPOs and enterprise agreements where applicable.

Skills

Executive engagement

Strategic account management

Relationship building

Pharma market access

Negotiation

Communication

Education

Bachelor’s degree in related field

Advanced degree in business/health care administration (preferred)

Job description

We are in the business of addressing the problem within the problem. We focus on the details and connections that other, major pharma companies have left ignored for years. There are better ways, better drugs and better formulations and we will make them a reality by analysing, understanding and solving the problems within the problems.

Job Summary

The National Account Director is responsible for developing and managing strategic relationships with the headquarters leadership of the nation’s largest gastroenterology super groups and management services organizations (MSOs). The position will serve as the company’s national enterprise lead for these high-priority accounts, engaging primarily with executive leadership, practice administrators, operational leaders, pharmacy and dispensing leadership, and other centralized decision-makers.

The National Account Director will develop enterprise account strategies designed to improve patient access, support effective treatment pathways, address operational and reimbursement barriers, and facilitate appropriate adoption of company products across affiliated GI practices.

This role is distinct from the field sales organization. The sales team will lead product promotion, provider engagement, and local market execution. The National Account Director will focus on headquarters-level relationships, centralized decisions, enterprise initiatives, and coordination between national account priorities and field implementation.

The position will also support a limited number of group purchasing organization (GPO) and enterprise contracting activities, to support relationships with GI super groups. The National Account Director will work closely with Market Access, Sales, Trade and Distribution, Medical Affairs, Marketing, Patient Services, Legal, and Finance to ensure that national account strategies are aligned and executed effectively.

Primary Relationships

• Within Cristcot, the National Account Director will collaborate closely with market access, sales leadership and field sales, marketing, medical affairs, legal & compliance, finance and other cross functional teams.
• Outside Cristcot, the National Account Director will collaborate with GI super groups and management services organizations (MSOs), pharmacy and physician-dispensing leadership, affiliated GI practices and providers, group purchasing organizations (GPOs), and distribution and specialty-pharmacy stakeholders.

The activities of the National Account Director will include, but are not limited to:

Strategic Account Leadership

• Develop and execute national strategic account plans for the largest and most influential GI super groups and MSOs.
• Establish and maintain relationships with executive leadership, practice administrators, operational leaders, pharmacy and dispensing leadership, and other headquarters-level decision-makers.
• Serve as the primary company contact for enterprise-level engagement with assigned GI super groups.
• Understand each organization’s structure, governance, business model, affiliated practices, dispensing capabilities, decision-making processes, and strategic priorities.
• Identify opportunities to improve patient access, optimise treatment and referral pathways, and address enterprise-level operational barriers.
• Develop account-specific objectives, stakeholder maps, engagement plans, and implementation strategies.
• Coordinate corporate-level initiatives that may be deployed across multiple practices, markets, or regions within a GI super group.
• Establish productive, long-term partnerships that align customer needs with the company’s patient access and business objectives.

Enterprise Access and Customer Strategy

• Assess the access, reimbursement, distribution, dispensing, and patient-support needs of assigned GI super groups.
• Evaluate how centralised and local decisions are made within each organisation and identify the appropriate points of enterprise influence.
• Engage customer leadership in discussions concerning patient access, practice economics, reimbursement considerations, dispensing models, specialty pharmacy pathways, and operational implementation.
• Identify enterprise-level opportunities to improve the patient journey and reduce barriers to treatment initiation and continuity.
• Partner with Market Access and Patient Services to address account-specific access and reimbursement challenges.
• Develop appropriate value-based, economic, and operational resources in collaboration with internal stakeholders.
• Monitor changes in GI practice consolidation, provider economics, reimbursement, dispensing models, and other market dynamics affecting GI super groups.
• Provide customer insights and market intelligence to inform company strategy, resource allocation, and future programme development.

GPO and Contracting Support

• Support a focused portfolio of GPO and enterprise contracting activities relevant to GI super groups.
• Partner with Market Access, Trade and Distribution, Finance, and Legal in evaluating and implementing appropriate GPO or enterprise agreements.
• Develop a clear understanding of GI super groups, including purchasing, distribution, dispensing, and contract administration considerations.
• Assist with contract evaluation, implementation, communication, and performance monitoring.
• Coordinate with internal and customer stakeholders to support contract awareness and appropriate implementation across participating practices.
• Monitor contract participation, operational issues and account-level opportunities or risks.
• Ensure all contracting activities are conducted in accordance with company policies and applicable legal, regulatory and compliance requirements.

Cross-Functional Leadership and Field Alignment

• Partner closely with Sales leadership and field teams to align headquarters-level account strategy with regional and local execution.
• Clearly communicate enterprise decisions, initiatives, access pathways and contractual arrangements to the appropriate field stakeholders.
• Provide the sales organisation with relevant account insights, organisational maps, implementation guidance and updates.
• Coordinate with field leadership to support consistent execution across practices affiliated with national GI super groups.
• Maintain clear role separation: the field sales organisation is responsible for product promotion and local provider-level selling, while the National Account Director is responsible for enterprise relationships and headquarters-level strategy.
• Collaborate with Medical Affairs to facilitate compliant scientific exchange and appropriate engagement with clinical leadership.
• Partner with Marketing and Commercial Excellence to develop enterprise-appropriate resources, programmes and customer initiatives.
• Coordinate with Patient Services and access and reimbursement teams to address systemic barriers affecting assigned organisations.
• Work with Trade and Distribution to address product availability, distribution pathways and operational requirements.
• Lead internal account reviews and ensure cross-functional stakeholders remain aligned on priorities, responsibilities and next steps.
• Contribute to broader market access and commercial strategy based on insights obtained from national GI organisations.

Business Performance and Accountability

• Achieve assigned strategic account objectives and performance measures.
• Establish measurable account goals related to executive engagement, patient access, enterprise initiative implementation, contract adoption and issue resolution.
• Maintain current and actionable account plans, stakeholder maps, opportunity assessments and engagement documentation.
• Monitor account developments and provide leadership with timely forecasts of opportunities, risks, organisational changes and implementation needs.
• Evaluate the effectiveness of enterprise programmes and recommend adjustments when appropriate.
• Demonstrate sound business and financial judgement when assessing strategic investments, customer initiatives and contracting opportunities.
• Operate in full compliance with company policies and all applicable legal and regulatory requirements.

Skills And Qualifications

• Bachelor’s degree required; advanced degree in business, health care administration, life sciences or a related discipline preferred.
• Minimum of 8–10 years of experience in pharmaceuticals, biotechnology, speciality pharmaceuticals, health care organisations, market access or strategic account management.
• Experience supporting a pharmaceutical product launch and early commercialisation is strongly preferred.
• Experience with speciality pharmaceutical products, 505(b)(2) products and/or drug‑delivery devices is preferred.
• Minimum of 5 years of experience managing national or enterprise-level provider organisations, speciality‑practice groups, MSOs, GPOs or other complex health care accounts.
• Direct experience working with gastroenterology super groups, physician-practice management organisations or speciality‑provider networks is strongly preferred.
• Established relationships with large GI organisations and their executive or administrative leadership are highly desirable.
• Experience working with Group Purchasing Organisations, distribution or physician‑dispensing organisations is preferred.
• Working knowledge of GPO agreements, provider contracting, pharmaceutical distribution, physician dispensing, reimbursement and patient access.
• Demonstrated success establishing executive-level relationships and influencing complex, matrixed health care organisations.
• Ability to translate national account strategies into clear implementation plans for field and cross‑functional teams.
• Strong understanding of the respective roles of strategic accounts, market access and field sales, with demonstrated success partnering across these functions.
• Strong business and financial acumen, including the ability to evaluate account opportunities and contracting considerations.
• Excellent interpersonal, presentation, negotiation and written and verbal communication skills.
• Demonstrated ability to lead cross‑functional initiatives without direct authority.
• Ability to manage a small number of complex, high‑value national accounts with a high degree of independence and accountability.
• Approximately 50 -70% travel, primarily for customer headquarters meetings, national account engagement, field coordination, industry conferences and internal planning sessions.