Director, Corporate National Accounts
DBV Technologies
4 months ago
Remote
United States
Sales
Location: Remote
Salary Range: 240–270k
Key Responsibilities
- Serve as lead for DBV relationship and B2B engagement with assigned national/commercial payer and PBM accounts
- Identify competitive threats and develop response strategies to ensure optimal product access
- Develop and own account-level plans for assigned national or regional payers (formulary strategy, coverage policy objectives, contracting priorities)
- Establish and maintain executive-level relationships with medical directors, pharmacy directors, and formulary committee decision-makers
- Lead payer negotiations and contracting discussions with the Market Access contracting team, aligned to overall pricing strategy
- Communicate the clinical, economic, and humanistic value of Viaskin Peanut to payer audiences using HEOR data and real-world evidence
- Develop and deliver tailored account-specific value dossiers and budget impact models (with HEOR and medical affairs)
- Anticipate payer policy questions and potential coverage barriers prior to launch
- Partner with patient services and hub operations to align reimbursement pathways with payer coverage decisions
- Contribute to payer-facing materials and market access tools (with marketing and regulatory)
- Establish KPIs to monitor progress and areas of opportunity
- Coordinate with Regional Account Managers and sales leadership on reimbursement communications and pull-through maximization
- Provide payer voice internally (competitive intelligence, formulary landscape updates, account feedback)
- Partner with field outcomes teams for coordinated account engagement
- Represent market access in account-level business reviews and brand planning cycles
Qualifications
- Bachelor’s Degree required; Advanced Degree preferred
- 10+ years of biotech/pharma Market Access experience with prior leadership in account management and/or sales management
- Complete required safety/certification training; maintain an acceptable driving record
- Greater than 50% travel
- Experience integrating Health Economics and Medical Affairs into access planning
- Demonstrated ability to collaborate across matrix stakeholders (Market Access, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics)
- Ability to identify future payer policies/practices/trends affecting access decision-making
Required/Preferred Skills & Technical Skills
- Strong Market Access understanding (Commercial and Managed Medicaid) and well-developed negotiation skills
- High awareness of contract strategy implications/opportunities
- Experience translating trends/insights into broader strategy
- Maintain accurate account profiles and customer interactions via CRM
- In-depth key account selling knowledge for targeted channels/segments (including specialty outpatient at the national account level)
- Contract development and negotiation experience with consultative/networking capabilities
- Customer negotiation, financial analysis, and legal influence/execution of contracting activities
Leadership & Behavioral Skills
- Ability to influence and motivate the organization through adversity and change
- Executive presence; strong communication and presentation skills; ability to operate/influence cross-functionally with senior management
- Strong financial acumen, analytical/critical thinking, and organization/time management
- Comfort in ambiguous, fast-paced pre-commercial environments
- Curiosity, courage, collaboration, and credibility/ethics and integrity
Salary Range: 240–270k
Key Responsibilities
- Serve as lead for DBV relationship and B2B engagement with assigned national/commercial payer and PBM accounts
- Identify competitive threats and develop response strategies to ensure optimal product access
- Develop and own account-level plans for assigned national or regional payers (formulary strategy, coverage policy objectives, contracting priorities)
- Establish and maintain executive-level relationships with medical directors, pharmacy directors, and formulary committee decision-makers
- Lead payer negotiations and contracting discussions with the Market Access contracting team, aligned to overall pricing strategy
- Communicate the clinical, economic, and humanistic value of Viaskin Peanut to payer audiences using HEOR data and real-world evidence
- Develop and deliver tailored account-specific value dossiers and budget impact models (with HEOR and medical affairs)
- Anticipate payer policy questions and potential coverage barriers prior to launch
- Partner with patient services and hub operations to align reimbursement pathways with payer coverage decisions
- Contribute to payer-facing materials and market access tools (with marketing and regulatory)
- Establish KPIs to monitor progress and areas of opportunity
- Coordinate with Regional Account Managers and sales leadership on reimbursement communications and pull-through maximization
- Provide payer voice internally (competitive intelligence, formulary landscape updates, account feedback)
- Partner with field outcomes teams for coordinated account engagement
- Represent market access in account-level business reviews and brand planning cycles
Qualifications
- Bachelor’s Degree required; Advanced Degree preferred
- 10+ years of biotech/pharma Market Access experience with prior leadership in account management and/or sales management
- Complete required safety/certification training; maintain an acceptable driving record
- Greater than 50% travel
- Experience integrating Health Economics and Medical Affairs into access planning
- Demonstrated ability to collaborate across matrix stakeholders (Market Access, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics)
- Ability to identify future payer policies/practices/trends affecting access decision-making
Required/Preferred Skills & Technical Skills
- Strong Market Access understanding (Commercial and Managed Medicaid) and well-developed negotiation skills
- High awareness of contract strategy implications/opportunities
- Experience translating trends/insights into broader strategy
- Maintain accurate account profiles and customer interactions via CRM
- In-depth key account selling knowledge for targeted channels/segments (including specialty outpatient at the national account level)
- Contract development and negotiation experience with consultative/networking capabilities
- Customer negotiation, financial analysis, and legal influence/execution of contracting activities
Leadership & Behavioral Skills
- Ability to influence and motivate the organization through adversity and change
- Executive presence; strong communication and presentation skills; ability to operate/influence cross-functionally with senior management
- Strong financial acumen, analytical/critical thinking, and organization/time management
- Comfort in ambiguous, fast-paced pre-commercial environments
- Curiosity, courage, collaboration, and credibility/ethics and integrity