Executive Director, National Accounts - Commercial Health Systems

Position Overview

The Executive Director, National Accounts provides high-level strategic leadership across Genentech's portfolio to close care gaps, enable product demand, and help patients start and stay on therapy. Operating in close partnership with major national care delivery organizations, this leader aligns enterprise capabilities to support the Quadruple Aim.

The Opportunity

As the Executive Director, National Accounts – Commercial Health Systems, you will lead a team responsible for managing the nation's largest commercial health systems, group purchasing organizations, and affiliated professional societies (e.g., HCA, CommonSpirit, Advocate, Vizient, The Resource Group, ACHE).

This is a high-impact commercial leadership role. Your team's mandate is to secure mindshare and drive enterprise-level alignment with health system C-suites through non-contractual value creation—co-creating outcomes frameworks, optimizing operational pathways, and deploying population health initiatives across Genentech's high-value portfolio (Oncology, Neurology, Ophthalmology, Immunology, and Cardiovascular-Renal-Metabolism).

Core Capabilities and Leadership Approach

• Strategic Consultative Mindset over Transactional Dealmaking: Views health systems through a management consulting lens rather than a vendor lens. Brings deep fluency in health system economics, operating margins, readmission penalties, HEDIS/Star quality metrics, and population health priorities.
• Mastery of Matrix Governance & Lateral Influence: Demonstrates a proven track record of leading cross-functional field teams without direct hierarchical authority—establishing clear governance rhythms, shared incentives, and peer accountability.
• Enterprise Portfolio Orchestration: Possesses the executive presence and strategic depth to elevate conversations beyond brand-level product pitches, coaching the team to orchestrate a multi-specialty portfolio across five complex therapeutic areas.
• Bridge Between Strategy & Operational Execution: Recognizes the critical gap between C-suite intent and local facility workflows (EHR integration, clinical pathway compliance, local pharmacy governance), driving co-created account plans with measurable milestones.
• Drives an intentional focus on breaking down organizational silos to build a unified, collaborative culture where best practices are scaled, learning is accelerated, and structured mechanisms exist for cross-functional knowledge sharing.
• Demonstrates the confidence to navigate complex stakeholder dynamics, hold challenging conversations, deliver direct feedback, and advocate for team priorities.
• Possesses the courage to respectfully push back with senior leadership, challenge existing team mindsets, and mobilize internal networks to drive superior business and individual outcomes.

National Leader Role Standards

Deliver Business Performance and Organizational Impact

• Drive Patient Access: Deliver sustainable patient access (including formulary access, provider choice, and physical availability) while maintaining financial stewardship and product profitability consistent with therapeutic area goals.
• Cross-Functional Alignment: Build strategic relationships and lead national-level initiatives in partnership across Commercial, Medical, and Government (CMG) and other key functional partners to align national account access—compliantly driving push-through and pull-through access strategies.
• Portfolio & Enterprise Mindset: Evaluate complex trade-off decisions across therapeutic areas, ecosystems, regions, and national priorities in alignment with portfolio prioritization and the One Pharma Strategy.
• Value Proposition Delivery: Effectively communicate the clinical and value propositions of Genentech products (using on-label clinical data) to optimally position the portfolio for appropriate customer access.
• Executive Presence & Strategy Shaping: Influence leaders across CMG to shape strategies that thoughtfully account for customer business models, strategic priorities, and the overall customer experience.
• Outcome-Focused Resourcing: Evaluate, deploy, and align resources (headcount, operational spend, data insights) to drive maximum impact and inform strategic investment decisions.

Deliver Customer and Patient Impact

• Market-Shaping Partnerships: Establish and leverage executive relationships with customer leadership on market-shaping topics, such as policy, market dynamics, and care delivery innovation.
• Digital & AI Integration: Lead and hold the team accountable for compliantly leveraging approved products, data insights, and emerging technology (including AI) to optimize efficiency, streamline workflows, and deliver a seamless, personalized customer experience.
• High-Performance Execution: Ensure team members compete at an elite level and consistently drive commercial results for the benefit of patients and key stakeholders.
• Ecosystem Evolution: Actively adapt to evolving marketplace dynamics and shape the Customer Engagement (CE) organization in alignment with broader CMG outcomes.

Nurture Team Health

• Feedback & Learning Culture: Foster a culture of transparency and continuous learning by sharing and seeking feedback on market insights, negotiation strategies, and business learnings with national ecosystem/Leadership Teams (e/LT).
• Cross-Organizational Representation: Cultivate senior leadership relationships across Genentech and advocate for national team priorities when partnering with Squads and enterprise leaders.
• Capability & Capability Building: Lead initiatives on behalf of the national team to enhance commercial capabilities, strengthen team culture, and amplify broader business impact.
• Accountability & Performance Management: Coach, hold self and team members accountable to standards, and actively manage performance gaps in close partnership with People & Culture (P&C).
• Psychological Safety: Build and nurture an inclusive environment rooted in trust, belonging, and psychological safety.
• Talent Development & Pipeline: Develop national team talent and build a robust talent pipeline through structured mentorship, coaching, and career guidance.
• Coaching & Recognition: Lead regular, high-impact check-ins that encompass tactical coaching, meaningful recognition, and tailored professional development plans.
• Talent Attraction & Retention: Drive talent attraction, retention, and career progression—ensuring team members feel valued, included, and empowered to succeed.

Who You Are

Qualifications

• Education: Bachelor's Degree required.
• Experience: Minimum of 15 years of commercial experience in life sciences (pharma/biotech) or related industries, with demonstrable evidence of delivering high-impact results.
• Strong business acumen developed through a combination of extensive industry experience, an MBA, or a related postgraduate degree preferred.
• Managed Care & Contracting Expertise: Proven track record of developing and executing strategic plans across complex healthcare environments, including managed care, contracting strategy, administration, and pull-through execution.
• Matrix Leadership: Demonstrated ability to lead complex, cross-functional account teams under ambiguity without a set playbook, aligning matrixed teams around shared goals.
• Influence & Communication: Outstanding executive presence and communication skills, with a proven ability to lead, influence, and drive consensus in a matrixed environment regardless of direct reporting lines.
• Strategic Partnerships: Proven track record of forging successful, high-value partnerships with external customer executives and internal cross-functional peers.
• People Development: Proven commitment to ongoing personal development and developing others—enabling team members to achieve their full potential, deliver ambitious goals, and execute with excellence.
• Compliance & Governance: Deep understanding of external laws, industry compliance codes, and company policies governing the healthcare and pharmaceutical landscape.

This is a field-based position and overnight travel is required. This position requires significant driving of either a company provided or personal vehicle as well as prolonged periods of sitting.