National Account Manager - Federal Payors
Tandem Diabetes Care
Summary
This National Account Manager will have a strong focus on the VA, DOD, TRICARE, and IHS. Other responsibilities will include managing strategic relationships in the Durable Medical Equipment (DME) and Pharmacy Distribution channels including Pharmacy Benefit Managers (PBMs), specialty and retail pharmacy networks, Health Plans, and related access stakeholders. This individual will lead contract negotiations, manage access strategies, and drive execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. The role requires cross-functional collaboration, value-based selling, and field sales partnership to ensure broad patient access and business growth.
Job description
Access Strategy & Contracting
- Leads contract negotiation and execution with the VA, DOD, TRICARE, IHS, PBMs, and Health Plans.
- Delivers tailored value propositions using financial modeling, claims analytics, medical information, and health economic data.
- Secures pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned to product lifecycle and channel strategy.
- Maintains Durable Medical Equipment relationships and contracts.
- Partners with internal legal, pricing, and finance teams to structure pharmacy agreements that balance growth and profitability.
Pull-Through & Execution
- Drives execution of pharmacy access strategies through collaboration with field sales, inside sales, marketing, and market access teams.
- Translates formulary placement into actionable tools and messaging for field sales to optimize pull-through.
- Develops and executes training, playbooks, and co-branded resources in partnership with marketing and sales training.
- Serves as lead point of contact for assigned accounts, ensuring operational execution, service level adherence, and issue resolution.
Relationship Management
- Builds and maintains senior-level relationships within the VA, DOD, TRICARE, IHS, PBMs, Health Plans, and Payer Organizations to influence formulary and utilization management policy.
- Represents the organization in business reviews, renegotiation cycles, and quarterly performance meetings with assigned accounts.
- Collaborates with patient services, reimbursement, and distribution teams to optimize pharmacy fulfillment through limited distribution channels.
Market Intelligence & Strategy
- Monitors market trends, competitor access, and policy shifts that impact pharmacy distribution and reimbursement and Durable Medical Equipment contracts.
- Informs Market Access Strategy with insights into payer mix, pharmacy benefit adoption, step-edits, and tiering.
- Provides strategic input into brand planning and pricing.
- Supports the evolution of hybrid (medical + pharmacy) access models as the landscape shifts toward simpler, scalable solutions.
Cross-Functional Leadership
- Collaborates with Trade & Distribution, Reimbursement, Patient Support, Legal, Marketing, and Medical Affairs to align and implement pharmacy strategy.
- Partners with sales leadership to ensure timely and coordinated pull-through across geographies.
- Serves as subject matter expert in internal working groups and field-facing strategy sessions.
Requirements
- Bachelor degree, preferably in a life science, business or marketing or a combination of equivalent education and applicable job experience
- 10+ years of experience in Market Access, National Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries
- Demonstrated success negotiating pharmacy/formulary contracts
- Deep understanding of the pharmacy benefit landscape, pharmacy reimbursement, VA, DOD, TRICARE, IHS, PBM, and DME contracting
- Strong analytical acumen with the ability to leverage data sets and turn them into actionable account strategies
- Proven negotiation and influencing skills with C-suite and senior executives
- Experience in patient access programs, co-pay assistance models, and limited distribution networks
- Skilled communicator with the ability to translate formulary placement and utilization management criteria into field-ready messaging
- Comfortable navigating ambiguity in a high-growth, evolving access model environment
- Ability to travel up to 50% as required and work from a home office
- Must maintain valid driver's license and required auto insurance as well as good driving record
- Applicants must be authorized to work for any employer in the U.S.
Benefits
- Medical, Dental & Vision
- Health Savings Account
- Flexible Spending Account
- 11 Paid Holidays
- 20+ Days PTO
- 401(k) Matching
- Employee Stock Purchase Plan
- Bonus & Incentive Compensation
Company overview
Tandem Diabetes Care is a global medical device company specializing in advanced insulin delivery systems and diabetes management technologies. Founded in 2006 and headquartered in San Diego, California, the company has established itself as a leader in automated insulin delivery systems. Tandem's innovative product portfolio includes the Tandem Mobi system and t:slim X2 insulin pump, both featuring Control-IQ advanced hybrid closed-loop technology that significantly reduces the burden of diabetes management. The company's approach combines medical device expertise with consumer electronics design principles, creating user-friendly devices that have made Tandem the #1 recommended insulin pump brand among people living with diabetes for four consecutive years. With a workforce of 1,001-5,000 employees, Tandem operates globally, developing integrated solutions that connect insulin pumps with mobile applications and cloud-based platforms to provide comprehensive diabetes care. The company's mission focuses on creating new possibilities for patients, their loved ones, and healthcare providers through continuous innovation in diabetes technology.