National Account Director, Payer Team
Ipsen
Summary
The National Account Director is responsible for leading strategic engagement and business development with key national payer/PBM/GPO accounts to ensure optimal access and reimbursement for Ipsen's portfolio. The candidate is accountable for securing profitable access, in alignment with each brand's access strategy, and serves as the primary face for their accounts. This role plays a critical part in shaping Ipsen's market access strategy, driving long-term partnerships, and influencing payer decision-making to support patient access and commercial success. The National Account Director collaborates cross-functionally with Value & Access, Sales, Marketing, Medical Affairs, and HEOR teams to deliver integrated solutions tailored to payer needs. The role is pivotal in translating Ipsen's value proposition into actionable strategies that align with payer priorities and healthcare system dynamics. The candidate is responsible for providing key customer insights, developments and contract performance to various internal leadership on an ongoing basis.
Job description
Main Responsibilities
- Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
- Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization's therapeutic areas.
- Build and maintain deep, trusted relationships with key payer decision-makers and leadership (e.g. CEO, CFO, Industry Relations, Medical Directors, etc).
- Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
- Execution of strategic contracts aligned with brand and access goals.
- Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes and anticipate shifts.
- Collaborate with internal stakeholders to align on pricing, contracting, and value-based initiatives.
- Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
- Utilize data-driven insights to support value propositions and demonstrate product differentiation.
- Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
- Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull-through resource development.
- Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer-facing materials such as value proposition decks, PIE decks, and pull-through resources.
Knowledge and Experience
Essential
- 12+ years of industry experience with at least 5+ years in payer national account management.
- Proven experience in national account management within the pharmaceutical or biotech industry.
- Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
- Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
- Exceptional business and clinical acumen.
- Strong presentation skills: ability to clearly convey his/her ideas to key internal organizational stakeholders as well as specific decision makers in assigned accounts.
- Experience leading cross-functional initiatives and managing complex stakeholder relationships.
- Ability to interpret healthcare data and apply insights to inform strategy.
- Ability to travel up to 60% including overnights and/or weekend congress attendance when necessary.
Preferred
- Experience in rare disease, oncology, or specialty pharmaceuticals.
- Familiarity with value-based contracting and innovative access models.
- Established relationships with either Zinc-CVS or Ascent-ESI.
Education / Certifications
Essential: BA/BS in Business, Life Sciences, Health Economics or related field.
Preferred: Advanced degree (MBA, MPH, PharmD) is a plus.
Requirements
- 12+ years of industry experience
- At least 5+ years in payer national account management
- Proven experience in national account management within the pharmaceutical or biotech industry
- Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks
- Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning
- Exceptional business and clinical acumen
- Strong presentation skills
- Experience leading cross-functional initiatives and managing complex stakeholder relationships
- Ability to interpret healthcare data and apply insights to inform strategy
- Ability to travel up to 60% including overnights and/or weekend congress attendance when necessary
- BA/BS in Business, Life Sciences, Health Economics or related field
Benefits
- 401(k) Matching
- Medical, Dental & Vision
- Life Insurance
- Short-term Disability
- Long-term Disability
- Flexible Spending Accounts
- Parental Leave
- Paid Time Off
- Winter Shutdown
- Well-being Allowance
- Commuter Benefits
Company overview
Ipsen is a French biopharmaceutical company headquartered in Paris, France, with a global presence in over 40 countries. Founded in 1929 by Henri Beaufour, the company has evolved into a leading mid-size pharmaceutical firm specializing in three key therapeutic areas: oncology, rare diseases, and neuroscience. With approximately 5,300 employees worldwide, Ipsen operates as a publicly traded company on Euronext Paris while maintaining significant family ownership through the Beaufour family. The company's portfolio includes innovative treatments such as Cabometyx for advanced cancers, Dysport for neurological conditions, and Bylvay for rare liver diseases. Ipsen has established itself as one of the world's top 15 biopharmaceutical companies in oncology sales, with medicines registered in 88 countries and direct commercial operations in over 30 nations. The company maintains four global R&D hubs and three pharmaceutical development centers, investing significantly in research and development to advance transformative medicines for patients with limited treatment options.