Director, Corporate National Accounts - West Coast
DBV Technologies
4 months ago
Remote
United States
Sales
Location: Remote/West Coast
Salary Range: 240-270k
Key Responsibilities
- Serve as lead for DBV relationship and B2B engagement with assigned national 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, including formulary strategy, coverage policy objectives, and contracting priorities.
- Establish and maintain executive-level relationships with medical directors, pharmacy directors, and formulary committee decision-makers.
- Lead payer negotiations and contracting discussions in partnership with the Market Access contracting team, aligned with overall pricing strategy.
- Communicate the clinical, economic, and humanistic value of Viaskin Peanut to payer audiences using HEOR data and real-world evidence.
- Articulate EPIT’s differentiated profile as a novel, non-invasive immunotherapy in the food allergy treatment landscape.
- 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 ensure reimbursement pathways align with payer coverage decisions.
- Contribute to payer-facing materials and market access tools in partnership with marketing and regulatory.
- Establish KPIs to monitor progress and areas of opportunity.
- Coordinate with Regional Account Manager(s) and sales leadership on reimbursement communications and pull-through maximization.
- Provide internal payer voice: competitive intelligence, formulary updates, and account feedback to inform brand strategy.
- Partner with field outcomes teams for coordinated account engagement.
- Represent market access in account-level business reviews and brand team planning cycles.
Qualifications
- Bachelor’s Degree required; Advanced Degree preferred.
- 10+ years of biotech/pharma Market Access experience with prior leadership roles in account management and/or sales management.
- Must complete required safety and certification training; maintain an acceptable driving record.
- Greater than 50% travel.
- Experience integrating Health Economics and Medical Affairs resources into access planning.
- Demonstrated ability to collaborate across a diverse matrix (Market Access Account team, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics).
- Ability to identify future policies/practices/trends affecting payer management and access decisions.
- Experience leading pull-through efforts with sales leadership and field sales teams.
Knowledge/Skills
- Strong Market Access understanding for commercial and Managed Medicaid payer/PBM channels.
- Well-developed negotiation skills; strong awareness of contract strategy implications and opportunities.
- Ability to identify trends and translate insights into broader strategy.
- Maintain accurate account profiles and customer interactions via CRM.
- In-depth key account selling knowledge for targeted channels/segments.
- Previous specialty outpatient experience at the national account level.
- Experience in contract development/negotiation and customer negotiation, including financial analysis and legal influences.
Leadership/Behavioral Skills
- Ability to influence and motivate others; lead through adversity and change.
- Ability to influence key decision makers; strong executive presence and communication/presentation skills.
- Strong financial acumen, analytical skills, and critical thinking.
- Proven ability to manage multiple priorities/projects.
- Excellent organization and time management.
- Comfort in ambiguity and fast-paced, pre-commercial environments.
- Curiosity, courage, collaboration, and credibility.
Salary Range: 240-270k
Key Responsibilities
- Serve as lead for DBV relationship and B2B engagement with assigned national 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, including formulary strategy, coverage policy objectives, and contracting priorities.
- Establish and maintain executive-level relationships with medical directors, pharmacy directors, and formulary committee decision-makers.
- Lead payer negotiations and contracting discussions in partnership with the Market Access contracting team, aligned with overall pricing strategy.
- Communicate the clinical, economic, and humanistic value of Viaskin Peanut to payer audiences using HEOR data and real-world evidence.
- Articulate EPIT’s differentiated profile as a novel, non-invasive immunotherapy in the food allergy treatment landscape.
- 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 ensure reimbursement pathways align with payer coverage decisions.
- Contribute to payer-facing materials and market access tools in partnership with marketing and regulatory.
- Establish KPIs to monitor progress and areas of opportunity.
- Coordinate with Regional Account Manager(s) and sales leadership on reimbursement communications and pull-through maximization.
- Provide internal payer voice: competitive intelligence, formulary updates, and account feedback to inform brand strategy.
- Partner with field outcomes teams for coordinated account engagement.
- Represent market access in account-level business reviews and brand team planning cycles.
Qualifications
- Bachelor’s Degree required; Advanced Degree preferred.
- 10+ years of biotech/pharma Market Access experience with prior leadership roles in account management and/or sales management.
- Must complete required safety and certification training; maintain an acceptable driving record.
- Greater than 50% travel.
- Experience integrating Health Economics and Medical Affairs resources into access planning.
- Demonstrated ability to collaborate across a diverse matrix (Market Access Account team, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics).
- Ability to identify future policies/practices/trends affecting payer management and access decisions.
- Experience leading pull-through efforts with sales leadership and field sales teams.
Knowledge/Skills
- Strong Market Access understanding for commercial and Managed Medicaid payer/PBM channels.
- Well-developed negotiation skills; strong awareness of contract strategy implications and opportunities.
- Ability to identify trends and translate insights into broader strategy.
- Maintain accurate account profiles and customer interactions via CRM.
- In-depth key account selling knowledge for targeted channels/segments.
- Previous specialty outpatient experience at the national account level.
- Experience in contract development/negotiation and customer negotiation, including financial analysis and legal influences.
Leadership/Behavioral Skills
- Ability to influence and motivate others; lead through adversity and change.
- Ability to influence key decision makers; strong executive presence and communication/presentation skills.
- Strong financial acumen, analytical skills, and critical thinking.
- Proven ability to manage multiple priorities/projects.
- Excellent organization and time management.
- Comfort in ambiguity and fast-paced, pre-commercial environments.
- Curiosity, courage, collaboration, and credibility.