Executive Director, National Accounts - Multispecialty Distribution & Access Team (MDAT)
Roche
Summary
The Executive Director, National Accounts provides high-level strategic leadership across Genentech's portfolio to ensure seamless product availability, close care gaps, enable product demand, and help patients start and stay on therapy. This leader operates in close partnership with national customers that deliver care or partner with care providers to ensure optimal patient outcomes.
Job description
As the Executive Director, National Accounts, you will lead a team responsible for managing the nation's largest distributors, group purchasing organizations (GPOs), management services organizations (MSOs), practice supergroups, and other key national accounts such as specialty pharmacies, ambulatory infusion centers (AICs), infusion management companies (IMCs), and provider pathway organizations.
Strategic & Empowering Leadership
- Empowering Seasoned Talent: Enable and champion a team of highly experienced National Account Executives; remove operational barriers, provide thought partnership, and encourage autonomous strategic execution.
- Inspiring Vision & Growth: Communicate a compelling functional vision that engages the team to deliver against the function and Chapter North Star.
- Broad Context & Enterprise Thinking: Apply deep leadership experience, organizational savvy, and strategic agility to navigate complex, potentially above-country models.
Cultural Alignment & Cross-Team Collaboration
- Silo-Busting & Network Enablement: Break down organizational silos to build a unified, collaborative culture where best practices are scaled.
- Unified Leadership Modeling: Model cross-functional collaboration and strategic alignment across peer leadership networks.
- Systemic Insights & Coaching: Establish structured mechanisms for collective knowledge sharing and cross-team mentorship across Customer Engagement.
Managerial Courage & Advocacy
- Direct & Transparent Communication: Navigate complex stakeholder dynamics, deliver clear and direct feedback, and transparently communicate decisions.
- Internal Advocacy & Respectful Pushback: Advocate for team priorities and account strategies; respectfully push back with senior leadership.
- Constructive Challenge & Strategic Influence: Respectfully challenge existing mindsets and team ways of working to drive superior outcomes.
Deliver Business Performance and Organizational Impact
- Drive Patient Access: Deliver sustainable patient access while maintaining financial stewardship and product profitability.
- Cross-Functional Alignment: Build strategic relationships and lead national-level initiatives across Commercial, Medical, and Government (CMG).
- Portfolio & Enterprise Mindset: Evaluate complex trade-off decisions across therapeutic areas, ecosystems, regions, and national priorities.
- Value Proposition Delivery: Communicate clinical and value propositions of Genentech products using on-label clinical data.
- Executive Presence & Strategy Shaping: Influence leaders across CMG to shape strategies accounting for customer business models.
- Outcome-Focused Resourcing: Evaluate, deploy, and align resources to drive maximum impact.
Deliver Customer and Patient Impact
- Market-Shaping Partnerships: Establish and leverage executive relationships with customer leadership on 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.
- High-Performance Execution: Ensure team members compete at an elite level and consistently drive commercial results.
- Ecosystem Evolution: Adapt to evolving marketplace dynamics and shape the Customer Engagement organization.
Nurture Team Health
- Feedback & Learning Culture: Foster a culture of transparency and continuous learning.
- Cross-Organizational Representation: Cultivate senior leadership relationships across Genentech and advocate for national team priorities.
- Capability & Capability Building: Lead initiatives to enhance commercial capabilities and strengthen team culture.
- Accountability & Performance Management: Coach and hold self and team members accountable to standards.
- 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.
- Coaching & Recognition: Lead regular, high-impact check-ins encompassing tactical coaching and recognition.
- Talent Attraction & Retention: Drive talent attraction, retention, and career progression.
Requirements
- Bachelor's Degree required
- Minimum of 15 years of commercial experience in life sciences (pharma/biotech) or related industries
- Strong business acumen developed through extensive industry experience, an MBA, or a related postgraduate degree preferred
- Proven track record of developing and executing strategic plans across complex healthcare environments, including managed care, contracting strategy, administration, and pull-through execution
- Demonstrated ability to lead complex, cross-functional account teams under ambiguity without a set playbook
- Outstanding executive presence and communication skills with ability to lead, influence, and drive consensus in a matrixed environment
- Proven track record of forging successful, high-value partnerships with external customer executives and internal cross-functional peers
- Proven commitment to ongoing personal development and developing others
- Deep understanding of external laws, industry compliance codes, and company policies governing the healthcare and pharmaceutical landscape
- Field-based position with overnight travel required
- Valid motor vehicle record eligibility for driving company or personal vehicle
Benefits
- Incentive Compensation Plan
- Medical, Dental & Vision
Company overview
Roche is a Swiss multinational healthcare company and a global pioneer in pharmaceuticals and diagnostics, founded in 1896 and headquartered in Basel, Switzerland. As the world's largest biotech company and the fifth-largest pharmaceutical company by revenue, Roche operates through two primary divisions: Pharmaceuticals and Diagnostics. The company is renowned for its leadership in personalized healthcare, combining strengths in both drug development and diagnostic testing to deliver tailored treatments for patients. Roche maintains a strong focus on oncology, immunology, infectious diseases, ophthalmology, and central nervous system disorders, with a portfolio that includes over 30 medicines on the World Health Organization's Model Lists of Essential Medicines. The company owns significant subsidiaries including Genentech, Chugai Pharmaceuticals, Ventana Medical Systems, and Foundation Medicine. With approximately 103,000 employees worldwide and operations in over 100 countries, Roche has established itself as a leader in cancer treatments globally while maintaining a robust pipeline of innovative therapies and diagnostic solutions. The company's commitment to sustainability has been recognized through ten consecutive years as Group Leader in the Dow Jones Sustainability Indices within the Pharmaceuticals, Biotechnology & Life Sciences Industry.