VP, National Accounts

Scorpion Therapeutics; Cambridge (MA); On-site; USD 308,000 - 380,000; Full time

Benefits offered by this job

Health care

Vision insurance

Dental insurance

Retirement plan

PTO

Job summary

Akebia Therapeutics seeks a senior sales leader to build and manage a team of account managers/directors to expand sales opportunities within dialysis organizations. You will drive budgeted targets, manage relationships with dialysis stakeholders, and coordinate contract negotiations and access strategies across commercial, medical and compliance teams.

The role requires extensive dialysis account management experience, leadership ability, and deep knowledge of reimbursement dynamics.

Qualifications

• Bachelor’s degree required.
• 15+ years in dialysis account management (LDO/MDO/SOD/IDO) preferred.
• 3+ years on commercial leadership team required.

Responsibilities

• Lead Akebia relationships for dialysis organizations and GPO.
• Support commercialization and launch planning in dialysis organizations.
• Lead development of account-specific strategies/plans with quarterly/annual objectives.
• Build relationships to ensure optimal physician prescribing/access.
• Identify business issues impacting Akebia products.
• Develop/negotiates contracts and promotional programs within DO accounts.
• Monitor treatment protocols and access/reimbursement knowledge.
• Ensure contract compliance via quarterly performance review.
• Ensure compliance with service agreements and reporting.
• Communicate organization rules/promotional policies to field sales.
• Provide expert consultation on provider business issues.
• Work with Medical Affairs on critical business initiatives.
• Maintain relationships with decision-makers; prepare executive presentations.

Skills

Dialysis account management

Commercial leadership

Clinical knowledge

Relationship building

Driver's license

Education

Bachelor’s degree

Job description

Job Summary:

Responsible for building, managing, and developing a team of experienced account managers/directors to expand Akebia sales opportunities and product access within dialysis organizations. Attains sales goals consistent with annual budgets/strategies. Ensures efficient, compliant management of Akebia relationships with Dialysis Organizations (customer relationship management, growth strategy development, contract/pricing negotiation, quarterly business reviews, and interaction management). Creates and sustains productive business partnerships to support product growth, communicates opportunities/issues to internal senior management and stakeholders, integrates sales/marketing strategies with customers, develops strategic plans, and disseminates relevant DO policy/business changes. Partners with commercial, finance, legal, medical affairs, and compliance on account relationships and launch strategies for in-development products.

Essential Functions & Duties:

• Lead Akebia relationships for dialysis organizations and GPO.
• Support commercialization and launch planning in dialysis organizations.
• Lead development of account-specific strategies/plans with quarterly/annual objectives.
• Build relationships to ensure optimal physician prescribing/access.
• Identify business issues impacting Akebia products.
• Develop/negotiates contracts and promotional programs within DO accounts.
• Monitor treatment protocols and access/reimbursement knowledge.
• Ensure contract compliance via quarterly performance review.
• Ensure compliance with service agreements (e.g., reporting purchase/data/service fees).
• Communicate organization rules/promotional policies to field sales.
• Provide expert consultation on provider business issues.
• Work with Medical Affairs on critical business initiatives.
• Maintain relationships with decision-makers; prepare executive presentations.
• Manage accounts/territory within OPEX and budget/revenue guidelines; develop/justify customer program budgets.
• Maintain knowledge of pull-through opportunities, program implementation, negotiation, industry/competitive and dialysis service dynamics.

Skills & Experience:

Basic Qualifications:

• Bachelor’s degree.
• 15+ years in dialysis account management (LDO/MDO/SOD/IDO).
• Established relationships with dialysis customers.
• 3+ years on commercial leadership team.
• Clinical/technical/scientific knowledge for complex disease states.
• Valid driver’s license.

Preferred Qualifications:

• 12+ years in bio/pharmaceutical industry.
• Experience/relationships with large dialysis organizations.
• Prior account management, team management, and sales experience.
• Health economics + Medical Affairs integration.
• Advanced renal reimbursement/logistics knowledge (provider/payer).
• Experience developing/executing account strategic/tactical plans.

Field Based/Travel:

• Travel at least 60% (overnight and weekends).

Compensation/Benefits (as stated):

• Targeted Base Salary: $307,913–$380,363 USD; additional corporate bonus/incentive/equity; health care, vision, dental, retirement, PTO.