National Account Director, Payer Team

Ipsen; Boston (MA); Presencial; USD 191.000 - 279.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

401(k) with company contributions

Medical, dental, vision coverage

Life and disability insurance

Paid time off

Well-being allowance

Commuter benefits

Descripción de la vacante

The role collaborates with Value & Access, Sales, Marketing, Medical Affairs, and HEOR to translate Ipsen’s value proposition into payer-aligned strategies and provide ongoing insights on contract performance and market dynamics. A Bachelor’s degree is required, with 12+ years in industry and 5+ years in payer national accounts.

Formación

• 12+ years of industry experience with at least 5+ years in payer national account management.
• Proven experience in national account management within the pharmaceutical or biotech industry.
• Strong understanding of U.S. payer landscape including commercial, Medicare, Medicaid, and IDNs.
• Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
• Exceptional business and clinical acumen.
• Strong presentation skills and ability to influence senior decision-makers.
• Experience leading cross-functional initiatives and managing complex stakeholder relationships.
• Ability to travel up to 60% including overnights and weekend congress attendance when necessary.

Responsabilidades

• Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
• Lead contract negotiations and manage ongoing payer relationships to ensure favorable formulary positioning and access.
• Build and maintain deep, trusted relationships with key payer decision-makers and leadership.
• Monitor and report on contract performance to senior leadership and stakeholders.
• Execute strategic contracts aligned with brand and access goals.
• Analyze market trends, payer policies, and competitive landscape to inform strategy.

Conocimientos

Strategic account management

Contract negotiation

Payer landscape expertise

Cross-functional leadership

Presentation skills

Data-driven decision making

Travel planning

Educación

Bachelor’s degree in Business, Life Sciences, Health Economics, or related field

Advanced degree (MBA, MPH, PharmD)

Descripción del empleo

The National Account Director is responsible for leading strategic engagement and business development with key national payer/PBM/GPO accounts to ensure optimal access and reimbursement for Ipsen’s portfolio. The candidate is accountable for securing profitable access, in alignment with each brand’s access strategy, and serves as the primary face for their accounts. This role plays a critical part in shaping Ipsen’s market access strategy, driving long‑term partnerships, and influencing payer decision‑making to support patient access and commercial success.

The National Account Director collaborates cross‑functionally with Value & Access, Sales, Marketing, Medical Affairs, and HEOR teams to deliver integrated solutions tailored to payer needs. The role is pivotal in translating Ipsen’s value proposition into actionable strategies that align with payer priorities and healthcare system dynamics. The candidate is responsible for providing key customer insights, developments and contract performance to various internal leadership on an ongoing basis.

WHAT - Main Responsibilities

• Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
• Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization’s therapeutic areas.
• Build and maintain deep, trusted relationships with key payer decision‑makers and leadership (e.g. CEO, CFO, Industry Relations, Medical Directors, etc)
• Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
• Execution of strategic contracts aligned with brand and access goals.
• Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes and anticipate shifts.
• Collaborate with internal stakeholders to align on pricing, contracting, and value‑based initiatives.
• Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
• Utilize data‑driven insights to support value propositions and demonstrate product differentiation.
• Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
• Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull‑through resource development.
• Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer‑facing materials such as value proposition decks, PIE decks, and pull‑through resources.
  

HOW - Knowledge And Experience

Knowledge & Experience (essential):

• 12+ years of industry experience with at least 5+ years in payer national account management.
• Proven experience in national account management within the pharmaceutical or biotech industry.
• Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
• Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
• Exceptional business and clinical acumen.
• Strong presentation skills: ability to clearly convey his/her ideas to key internal organizational stakeholders as well as specific decision makers in assigned accounts.
• Experience leading cross‑functional initiatives and managing complex stakeholder relationships.
• Ability to interpret healthcare data and apply insights to inform strategy.
• Ability to travel up to 60% including overnights and/or weekend congress attendance when necessary

Knowledge & Experience (preferred)

• Experience in rare disease, oncology, or specialty pharmaceuticals is desired.
• Familiarity with value-based contracting and innovative access models is preferred.
• Established relationships with Zinc and CVS Caremark is a plus.

Education / Certifications (essential)

• Bachelor’s degree in Business, Life Sciences, Health Economics, or related field is required.

Education / Certifications (preferred)

• Advanced degree (MBA, MPH, PharmD) is a plus.

Language(s) (essential)

• Fluent in English is required.

Language(s) (preferred)

• Additional language skills are a plus, depending on account geography.

Compensation

The annual base salary range for this position is $190,500 - $279,400

The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.

This job is eligible to participate in our incentive compensation program as well as our long‑term incentives program.

At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well‑being allowance, commuter benefits, and much more.