Director, Channel Accounts

Role Summary

The Director, Channel Accounts (DCA) will lead specialty pharmacy account management for assigned Channel Partners, aligning with internal stakeholders to support appropriate utilization of Insmed brands and ensure patient access through product-specific agreements and ongoing account management.

Responsibilities

• Overall account management for assigned specialty pharmacies, including key performance indicators in line with brand plans and expectations.
• Monitor performance of Specialty Pharmacy purchase and service agreements, including data requirements, for assigned accounts.
• Ownership of Quarterly Business Reviews; coordinate with internal and external partners to gather feedback and insights to optimize customer engagements.
• Proactively analyze SP data against business metrics and identify continuous process improvement opportunities.
• Demonstrate deep trade and channel knowledge including data oversight, dispense process, hub interactions, healthcare ecosystem impacts, and market access dynamics.
• Partner with Insmed Patient Services and Field Account Management teams for operational alignment and coordinated communications with channel partners to ensure patients progress through fulfillment.
• Manage and reconcile SP invoices for compliance and payment.
• Partner with Channel Operations to manage inventory/product supply for assigned accounts.
• Maintain current knowledge of SP customers, their capabilities or challenges related to servicing patients.
• Collaborate with internal stakeholders (Patient Services, Market Access, Medical Account Management, Finance, Legal, Compliance, Marketing, Sales Leadership) to ensure effective, accurate communication and compliant exchange of account information, marketplace dynamics and messaging.
• Travel: 30%

Qualifications

• Bachelor's Degree required and 6+ years of pharmaceutical Specialty Pharmacy and/or Market Access Account Management experience (or equivalent experience with a Specialty Pharmacy and interactions with pharmaceutical manufacturers).
• In-depth knowledge of SP operations, KPIs, fee-for-service agreements, SP service agreements (including data), HUB services and distribution/3PL channels.
• Proven ability to build strong customer relationships and collaborate across diverse cross-functional audiences.
• Strategic thinking, negotiation skills, and business acumen.
• Initiative to identify customer issues and develop solutions.
• Understanding of health care laws impacting the pharmaceutical industry and pharmacy.
• Ability to deliver projects on time with high quality results; sound judgment and policy compliance.
• Excellent oral and written communication skills.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams, Outlook).

Skills

• Account management
• Data analysis
• Relationship building
• Contract and negotiation
• Cross-functional collaboration
• Healthcare compliance

Education

• Bachelor's Degree required