Director, Key Accounts - West

Role Summary

As a Key Account Director at Pacira, you will be instrumental in driving strategic engagement and access for EXPAREL within major hospital systems and integrated delivery networks (IDNs). This role is focused on building deep, collaborative relationships with key stakeholders to ensure optimal formulary positioning and downstream utilization of EXPAREL across affiliated sites of care.

Responsibilities

• Strategic Engagement: Represent Pacira within assigned hospital systems and IDNs, engaging with executive leadership, pharmacy directors, and clinical decision-makers to drive formulary access and product adoption.
• Clinical & Economic Messaging: Deliver compelling, compliant messaging around EXPAREL’s clinical benefits, opioid-sparing value, and health economic impact using approved materials and data models.
• Market Insight & Disease Expertise: Provide expert insights into perioperative pain management trends, ERAS protocols, and evolving market dynamics to inform customer strategy and support decision-making.
• Pull-Through Execution: Lead and coordinate downstream activation strategies across affiliated hospitals, ASCs, and outpatient sites to ensure consistent utilization and integration of EXPAREL into care pathways.
• Cross-Functional Collaboration: Partner with Sales, Medical Affairs, HEOR, Marketing, and Market Access teams to develop and execute account-specific business plans that align with broader organizational goals.
• Account Planning & Performance: Develop and maintain detailed Key Account Business Plans, leveraging internal tools and resources to track progress, identify risks, and optimize performance.
• Compliance & Governance: Ensure all activities are conducted in accordance with applicable laws, regulations, and Pacira’s compliance policies.
• Travel & Field Presence: Maintain a strong field presence with approximately 60-70% travel, prioritizing in-person engagement to build trust, deliver value, and support implementation.

Qualifications

• Education and Experience: Bachelor’s degree required; advanced degree (MBA, MHA, PharmD) preferred; minimum 8+ years of experience in Life Science industry (hospital, pharmaceutical/biotech), with 2+ years in key account management.
• Knowledge, Skills, And Abilities: Proven success managing complex hospital systems and IDN relationships; strong understanding of formulary processes, clinical pathways, and health system operations; excellent communication, negotiation, and analytical skills; proficiency in Microsoft Office applications (Word, Excel, PowerPoint) and knowledge of reference and bibliographic software and creation of reference databases; ability to work cross-functionally.

Skills

• Proven success managing complex hospital systems and IDN relationships.
• Strong understanding of formulary processes, clinical pathways, and health system operations.
• Excellent communication, negotiation, and analytical skills.
• Proficiency in Microsoft Office applications (Word, Excel, PowerPoint) and knowledge of reference and bibliographic software and creation of reference databases.
• Ability to successfully work cross-functionally.

Additional Requirements

• Travel: 60-70% travel is required.
• Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Regularly required to sit, talk, and move between spaces; close vision; manual dexterity to type on a keyboard and use a mouse. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.