National Account Director - Emisar/OptumRx/UHC
Bristol Myers Squibb
August 22, 2026
Remote friendly (Lawrence, NJ)
United States
Sales
Summary:
The National Account Director for Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio.
Responsibilities:
- Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC.
- Serve as primary point of contact and build high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives and formulary decision-makers.
- Lead complex contract negotiations to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
- Deliver clear clinical and economic value propositions to demonstrate benefits to member populations.
- Collaborate cross-functionally with Market Access (Contracting, Pricing, Access Strategy, Legal), Sales, and Medical Affairs.
- Monitor PBM/GPO/managed care landscape; analyze trends, competitor activity, and policy changes impacting market access.
- Analyze product performance; conduct quarterly business reviews and report key metrics to senior management.
- Coordinate with field and national sales teams to ensure “pull-through” of access strategies.
- Understand and incorporate Artificial Intelligence (AI) to streamline internal and external capabilities.
Qualifications:
- Bachelor’s degree required; MBA or advanced related degree preferred.
- 10–15 years pharma/biotech experience; 5–10 years in managed markets or national accounts focused on PBMs.
- Extensive established PBM/GPO/Payer relationships and proven negotiation track record.
- In-depth knowledge of the U.S. healthcare landscape.
- Strong business acumen, analytical skills, strategic thinking, and exceptional negotiation/presentation.
- Frequent travel, often 50–65%.
Benefits/Compensation (as stated):
- Health, wellbeing support, and financial protection (401(k), insurance, disability, etc.); Paid Time Off.
- Starting compensation range: $216,620–$262,496 (plus possible incentive cash/stock based on eligibility).
The National Account Director for Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio.
Responsibilities:
- Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC.
- Serve as primary point of contact and build high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives and formulary decision-makers.
- Lead complex contract negotiations to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
- Deliver clear clinical and economic value propositions to demonstrate benefits to member populations.
- Collaborate cross-functionally with Market Access (Contracting, Pricing, Access Strategy, Legal), Sales, and Medical Affairs.
- Monitor PBM/GPO/managed care landscape; analyze trends, competitor activity, and policy changes impacting market access.
- Analyze product performance; conduct quarterly business reviews and report key metrics to senior management.
- Coordinate with field and national sales teams to ensure “pull-through” of access strategies.
- Understand and incorporate Artificial Intelligence (AI) to streamline internal and external capabilities.
Qualifications:
- Bachelor’s degree required; MBA or advanced related degree preferred.
- 10–15 years pharma/biotech experience; 5–10 years in managed markets or national accounts focused on PBMs.
- Extensive established PBM/GPO/Payer relationships and proven negotiation track record.
- In-depth knowledge of the U.S. healthcare landscape.
- Strong business acumen, analytical skills, strategic thinking, and exceptional negotiation/presentation.
- Frequent travel, often 50–65%.
Benefits/Compensation (as stated):
- Health, wellbeing support, and financial protection (401(k), insurance, disability, etc.); Paid Time Off.
- Starting compensation range: $216,620–$262,496 (plus possible incentive cash/stock based on eligibility).