Regional Key Accounts Director (RKAD)

Ionis Pharmaceuticals, Inc.; Carlsbad (CA); Hybrid; USD 222,000 - 250,000; Full time

Benefits offered by this job

Ionis Benefits

Job summary

Ionis Pharmaceuticals, Inc. is seeking a Regional Key Account Director (RKAD) to lead a field-based team of KAMs across a designated region, aligning regional priorities with national strategy to drive enterprise-level engagement with IDNs, academic medical centers, and large health systems.

The RKAD partners with Market Access, Brand, Medical Affairs, and Field Teams to enable patient identification and on-label adoption, contributing to top-line growth for TRYNGOLZA.

Qualifications

• Minimum 18 years of pharmaceutical/biotech commercial experience (15 years with advanced degree).
• At least 5 years in field-based roles with complex institutional accounts (IDNs, academic medical centers, or large health systems).
• Minimum 4 years in people leadership overseeing KAMs or hospital account teams.
• Proven ability to build high-performing field teams and mentor staff.

Responsibilities

• Lead regional KAM team to achieve regional commercial objectives and translate national strategy into local execution.
• Recruit, onboard, coach, and retain a high-performing KAM organization with accountability for results.
• Own regional account strategy and portfolio prioritization for priority IDNs and health systems.
• Coordinate cross-functional regional efforts across commercial, access, and medical teams.
• Ensure compliance with Ionis policies and training; manage regional risk and governance.

Skills

Strategic leadership

Account management

Cross-functional collaboration

Commercial strategy execution

Industry stakeholder engagement

Education

Bachelor's degree

Advanced degree (MBA/PharmD/MPH)

Tools

Epic

Oracle Cerner

Meditech

Job description

Headquartered in Carlsbad, California, and with offices in Boston, Massachusetts, and Dublin, Ireland, Ionis has been at work for more than three decades discovering medical breakthroughs that have redefined life for people with serious diseases. We’re pioneers in RNA-targeted medicines, and our platform continues to revolutionize drug discovery and transform lives for patients with unmet needs. With multiple marketed medicines and a leading pipeline in neurology, cardiology and select areas of high patient needs, we continue to drive innovation in RNA therapies in addition to advancing new approaches in gene editing to provide greater value to patients and are well positioned financially to deliver on our strategic goals.

At Ionis, we pride ourselves on cultivating a challenging, motivating and rewarding environment that fosters innovation and scientific excellence. We know that our success is a direct result of the exceptional talents and dedication of our employees.

With an unprecedented opportunity to change the course of human health, we look to add diverse individuals, skill sets and perspectives to our exceptional team. We continue to invest time, money and energy into making our onsite, hybrid and remote work environments a place where solid and lasting relationships are built and where our culture and employees can thrive.

We’re building on our rich history, and we believe our greatest achievements are ahead of us. If you’re passionate about the opportunity to have meaningful impact on patients in need, we invite you to apply and join us. Experience and contribute to our unique culture while you develop and expand your career!

SUMMARY

The Regional Key Account Director (RKAD) is a field-based people leader responsible for building, developing, and directing a high-performing team of Key Account Managers (KAMs) across an assigned region. The RKAD translates national commercial strategy into regional execution, ensuring that KAMs are equipped, aligned, and accountable for driving enterprise-level engagement with priority Integrated Delivery Networks (IDNs), academic medical centers, and organized medical groups. This leader operates at the intersection of commercial strategy, field execution, and cross-functional coordination, serving as the primary commercial owner for developing strategic relationships and advanced solutions against patient identification, institutional access, and on-label adoption goals for TRYNGOLZA® (olezarsen).

The RKAD partners closely with Market Access, Brand, Medical Affairs, and Field Teams to ensure the One Ionis account model is delivered with consistency, coordination, and impact across the region. They are responsible for enabling patient identification, institutional access, and on-label adoption that support revenues in the institutions they’re responsible for while contributing to top-line sales growth for Tryngolza (olezarsen).

CORE RESPONSIBILITIES

1. Regional Commercial Leadership & Performance Ownership

Lead, direct, and be accountable for the regional KAM team's commercial performance against established business objectives. Translate national launch strategy and brand priorities into clear regional priorities, ensuring the team understands which accounts are prioritized and what resources and support are needed to execute effectively at the account level. Support team in developing and maintaining rigorous account-level plans by providing coaching, strategic guidance, and cross-functional connectivity, ensuring plans reflect current account dynamics and are grounded in a clear understanding of institutional decision-making and access pathways. Monitor regional performance metrics including formulary wins, account adoption, patient identification rates, and pull-through execution, and proactively adjust resource deployment and coaching focus to address emerging gaps or opportunities. Serve as the regional escalation point for account-level issues that require cross-functional resolution.

Recruit, onboard, coach, and retain a team of high-performing KAMs. Adopt an apprenticeship mindset, investing time in the field alongside each KAM to model enterprise-level stakeholder engagement and demonstrate how to navigate complex institutional environments. Conduct structured performance reviews and individual development conversations to assess execution quality, clinical acumen, and strategic account management capabilities. Build a culture of accountability, inclusion, continuous learning, and compliance aligned with Ionis Core Principles and Culture Statement.

3. Regional Account Strategy & Portfolio Prioritization

Ensure KAMs maintain rigorous account profiles and multi-stakeholder engagement strategies for priority IDNs and health systems. Engage directly in select strategic accounts alongside KAMs to support C-suite or enterprise-level relationship development where regional leader presence adds measurable impact.

4. Cross-Functional Regional Coordination

Serve as the regional integration point for all field-based commercial, access, and medical functions — including Clinical Account Specialists, Field Access Managers, Market Development Managers, and Field Medical Directors. Facilitate regular regional alignment meetings to ensure coordinated account strategies, shared intelligence, and a seamless customer experience consistent with the One Ionis model. Represent the region in national commercial leadership forums, contributing field-based insights to brand strategy, access strategy, and operational planning.

Systematically aggregate and elevate regional-level intelligence — including formulary trends, competitive activity, payer and IDN access barriers, and prescriber or account-level adoption dynamics — to Market Access, and Sales and Brand Marketing leadership. Translate regional market observations into actionable strategic recommendations that inform both national strategy and local execution priorities.

6. Operational Excellence & Compliance Leadership

Model and enforce 100% adherence to compliance obligations and mandatory training requirements. Ensure the regional team operates within all Ionis compliance policies and healthcare provider interaction guidelines. Partner with Compliance to proactively identify and address any regional risk areas.

EDUCATION, EXPERIENCE, AND OTHER REQUIREMENTS

• Valid U.S. driver's license and driving record in compliance with company standards.
• Bachelor's degree required; advanced degree (MBA, PharmD, MPH) or equivalent experience preferred.
• A minimum of 18 years of pharmaceutical or biotech commercial experience (15 years with advanced degree), including at least 5 years in a field-based role with direct accountability for complex institutional accounts, including IDNs, academic medical centers, or large health systems.
• Minimum of 4 years in a people leadership role with demonstrated track record of leading KAMs, hospital account managers, or equivalent field-based roles with direct accountability for complex institutional accounts, including IDNs, academic medical centers, or large health systems.
• Proven ability to build and sustain a high-performing, accountable field team — including hiring, onboarding, coaching, and performance management experience.
• Strong strategic account management background, including direct experience navigating P&T committee processes, formulary submissions, order set integration, and multi-stakeholder health system engagement.
• Experience engaging C-suite, pharmacy directors, population health leaders, and value analysis committees in compliant, outcomes-oriented discussions informed by clinical and health economic evidence.
• Demonstrated ability to integrate and lead cross-functional field teams — spanning commercial, medical, and access functions — within a coordinated enterprise account model.
• Experience in cardiometabolic, lipidology, endocrinology, or a specialist-driven therapeutic area requiring active patient identification strongly preferred.
• Strong working knowledge of the managed care and specialty pharmacy landscape, including the relationship between payer policy, specialty distribution, and institutional formulary decisions.
• Familiarity with EHR systems (e.g., Epic, Oracle/Cerner, Meditech) and the institutional workflows governing drug file additions, electronic prescribing, and order set management preferred.
• Must reside within the assigned geographic region. Role requires significant field travel, including field rides with KAMs and direct customer engagement at priority accounts.
• Must have a valid driver's license and the ability to drive to customer sites. Must be able to comply with all applicable healthcare provider access requirements, including background check and vaccination requirements where applicable.
• Demonstrates and upholds behaviors that are in alignment with Ionis Culture, Core Principles, and Working with Each Other policy.

Ionis offers an excellent benefits package! Follow this link for more details: Ionis Benefits

The pay scale for this position is $222,000 - $250,000.

Ionis Pharmaceuticals, Inc. and all its subsidiaries are proud to be EEO employers.