National Account Manager - Federal Payors

Tandem Diabetes Care Inc.; United States; Remote; USD 174,000 - 221,000; Full time

Job summary

Tandem Diabetes Care is seeking a National Account Manager focused on the VA, DOD, TRICARE, and IHS to lead access strategies, negotiate contracts, and drive execution across DME and pharmacy networks.

You will collaborate with internal teams to craft value propositions, secure formulary coverage, and optimize reimbursement pathways while supporting patient access and business growth. Travel up to 50% and remote work are expected.

Qualifications

• Bachelor degree, preferably in a life science, business or marketing.
• 10+ years in Market Access or National Accounts in the pharmaceutical, biotech, or medical device industries.
• Demonstrated success negotiating pharmacy/formulary contracts.
• Experience with limited distribution models and pharmacy-first strategies.
• Familiarity with digital health and connected medical technologies.
• Deep understanding of the pharmacy benefit landscape and PBM dynamics.
• Strong analytical ability to translate data into account strategies.
• Proven negotiation and influencing skills with C-suite and senior executives.
• Experience in patient access programs and co-pay models.
• Excellent communication to translate formulary into field messaging.
• Able to travel up to 50% and work from home.

Responsibilities

• Lead contract negotiations with VA, DOD, TRICARE, IHS, PBMs and health plans.
• Develop access strategies and drive execution with field and inside sales teams.
• Build tailored value propositions using financial modeling and claims analytics.
• Ensure formulary coverage and reimbursement pathways align with product lifecycle.
• Collaborate with legal, pricing and finance to structure pharmacy agreements.
• Deliver training, playbooks, and co-branded resources with marketing.

Education

Bachelor degree, preferably in a life science, business or marketing

Job description

GROW WITH US

GROW WITH US: Tandem Diabetes Care creates new possibilities for people living with diabetes, their loved ones, and their healthcare providers through a positively different experience. We'd love for you to team up with us to 'innovate every day', put 'people first', and take the 'no-shortcuts' approach that has propelled us to become a leader in the diabetes technology industry.

STAY AWESOME

STAY AWESOME: Tandem Diabetes Care is proud to manufacture and sell the Tandem Mobi system and t:slim X2 insulin pump with Control-IQ+ technology -- an advanced predictive algorithm that automates insulin delivery. But we're so much more than that. Our company's human-centered approach to design, development, and support delivers innovative products and services for people who use insulin. Because many of our own team members live with diabetes, or have a loved one impacted by diabetes, the work is personal, and we are committed to the cause. Learn more at tandemdiabetes.com

A DAY IN THE LIFE

This National Account Manager will have a strong focus on the VA, DOD, TRICARE, and IHS. Other responsibilities will include managing strategic relationships in the Durable Medical Equipment (DME) and Pharmacy Distribution channels including Pharmacy Benefit Managers (PBMs), specialty and retail pharmacy networks, Health Plans, and related access stakeholders. This individual will lead contract negotiations, manage access strategies, and drive execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. The role requires cross-functional collaboration, value-based selling, and field sales partnership to ensure broad patient access and business growth. The NAM at Tandem is also responsible for: Access & Contracting Leads contract negotiation and execution with the VA, DOD, TRICARE, IHS, PBMs, and Health Plans. Delivers tailored value propositions using financial modeling, claims analytics, medical information, and health economic data. Secures pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned to product lifecycle and channel strategy. Maintains Durable Medical Equipment relationships and contracts. Partners with internal legal, pricing, and finance teams to structure pharmacy agreements that balance growth and profitability. Pull-Through & Execution Drives execution of pharmacy access strategies through collaboration with field sales, inside sales, marketing, and market access teams. Translates formulary placement into actionable tools and messaging for field sales to optimize pull-through. Develops and executes training, playbooks, and co-branded resources in partnership with marketing and sales training. Serves as lead point of contact for assigned accounts, ensuring operational execution, service level adherence, and issue resolution. Relationship Management Builds and maintains senior-level relationships within the VA, DOD, TRICARE, IHS, PBMs, Health Plans, and Payer Organizations to influence formulary and utilization management policy. Represents the organization in business reviews, renegotiation cycles, and quarterly performance meetings with assigned accounts. Collaborates with patient services, reimbursement, and distribution teams to optimize pharmacy fulfillment through limited distribution channels. Market Intelligence & Strategy Monitors market trends, competitor access, and policy shifts that impact pharmacy distribution and reimbursement and Durable Medical Equipment contracts. Informs Market Access Strategy with insights into payer mix, pharmacy benefit adoption, step-edits, and tiering. Provides strategic input into brand planning and pricing. Supports the evolution of hybrid (medical + pharmacy) access models as the landscape shifts toward simpler, scalable solutions. Cross-Functional Leadership Collaborates with Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, and Medical Affairs to align and implement pharmacy strategy. Partners with sales leadership to ensure timely and coordinated pull-through across geographies. Serves as subject matter expert in internal working groups and field-facing strategy sessions.

WHAT YOU'LL NEED

• Bachelor degree, preferably in a life science, business or marketing or a combination of equivalent education and applicable job experience.
• 10+ years of experience in Market Access, National Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries.
• Demonstrated success negotiating pharmacy/formulary contracts.
• Prior experience working in a company with a strong pharmacy-first or limited distribution model preferred.
• Familiarity with digital health and connected medical technologies (preferred but not required).
• Deep understanding of the pharmacy benefit landscape, pharmacy reimbursement, VA, DOD, TRICARE, IHS, PBM, and DME contracting.
• Strong analytical acumen with the ability to leverage data sets and turn them into actionable account strategies.
• Proven negotiation and influencing skills with C-suite and senior executives.
• Experience in patient access programs, co-pay assistance models, and limited distribution networks.
• Skilled communicator with the ability to translate formulary placement and utilization management criteria into field-ready messaging.
• Comfortable navigating ambiguity in a high-growth, evolving access model environment.
• Ability to travel up to 50% as required and work from a home office; must maintain valid driver's license and required auto insurance as well as good driving record, per company policy.

WHEN & WHERE YOU'LL WORK

Remote with Travel: This position is fully remote and open to candidates within the United States. Equipment for the role will be provided and training will occur virtually.

COMPENSATION & BENEFITS

The starting base pay range for this position is $174,000 - $221,000 annually plus incentive compensation (commission-based compensation is based on the achievement of goals). Base pay will vary based on job-related knowledge, skills, experience and may also fluctuate depending on candidate’s location and the overall job market. In addition to base pay, Tandem offers a competitive compensation package that includes bonus and a robust benefits package. Tandem offers health care benefits such as medical, dental, vision available your first day, as well as health savings accounts and flexible saving accounts. You'll also receive 11 paid holidays per year, a minimum of 20 days of paid time off (with accrual starting on day 1) and you will have access to a 401(k) plan with company match as well as an Employee Stock Purchase plan.

YOU SHOULD KNOW

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local Fair Chance laws and regulations. A conditional offer of employment from Tandem is contingent upon successful completion of a pre-employment screening process comprised of a drug test (excluding marijuana) and background check, which includes a review of criminal history information. Tandem has good cause to conduct a review of criminal history information of candidates for this position, as this role may involve access to proprietary, sensitive and/or confidential information, including customer protected health information. This review is required to ensure that individuals in such roles uphold high standards of trust and integrity so as to protect the interests of our customers, employees, and stakeholders.

SPONSORSHIP

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

WHY YOU'LL LOVE WORKING HERE

At Tandem, we believe joy fuels excellence. That's why we've built a workplace that celebrates your achievements and supports your well-being. Our team thrives on pushing boundaries and fostering growth, all while maintaining a spirit of fun and camaraderie. This is just one of the ways we stay awesome! Explore the benefits and reasons to love Tandem at https://www.tandemdiabetes.com/careers. BE YOU, WITH US! We embrace the value that every single one of us brings to the table. But sometimes we forget that when we don’t meet 100% of a job description’s criteria – maybe you’re feeling that way right now? We encourage you to apply anyway. Because we want you to be you, with us. Tandem is firmly committed to being an equal opportunity employer and does not discriminate on the basis of age, disability, sex, race, religion or belief, gender identity or expression, marriage/civil partnership, pregnancy/maternity, or sexual orientation. We are an inclusive organization, and we welcome applications from a wide range of candidates. Selection for roles will be based on individual merit alone.

Tandem Diabetes Care, a global insulin delivery and diabetes technology company, manufactures and sells advanced automated insulin delivery systems that reduce the burden of diabetes management, while creating new possibilities for patients, their loved ones, and healthcare providers. Tandem’s pump portfolio features the Tandem Mobi system and the t:slim X2 insulin pump, both of which feature Control-IQ advanced hybrid closed-loop technology. Tandem Diabetes Care is based in San Diego, California. Every role at Tandem helps create new possibilities for people living with diabetes. Discover how your skills and passion can contribute to our mission through opportunities designed for students, innovators, customer-focused sales professionals, and global talent alike.