Regional Account Director - West (Field Based)

The Regional Account Director is responsible for advancing regional payer access strategy, customer engagement, and account execution across assigned GPO, PBM downstream, payer, and related customers. This role develops and executes strategic account plans aligned to organizational goals related to coverage, pricing, pull-through, revenue, and patient/provider access to Insulet's portfolio of products and services.

Responsibilities

• Develop and execute strategic account plans across assigned GPO, PBM downstream, payer, and related customers.
• Manage account priorities and customer engagement activities that support organizational goals related to access, coverage, pull-through, revenue, and patient/provider access.
• Build and maintain relationships across operational, strategic, and executive levels within payer organizations, identifying key stakeholders, decision pathways, and opportunities to influence access outcomes.
• Partner with Sales, Sales Leadership, Contracting, Marketing, Market Access, and other cross-functional partners to identify payer pull-through opportunities and align regional execution plans to broader business priorities.
• Assess account-specific opportunities and challenges related to coverage, adoption, cycle-time reduction, and market access performance, and develop strategies to address them.
• Maintain a strong understanding of the evolving Market Access landscape and translate market dynamics into actionable account strategies.
• Communicate the concepts and complexities associated with Market Access, diabetes care, payer decision-making, and customer engagement to internal and external stakeholders.
• Capture and communicate customer, payer, and market insights across Field Access, Contracting, Sales, Sales Leadership, and other relevant internal teams.
• Represent Insulet in customer meetings and cross-functional forums, providing account-level input to support business planning, field execution, and payer strategy.
• Maintain accurate account plans, customer records, activity updates, and business reviews that document progress, risks, opportunities, and next steps.

Skills and Competencies

• Proven ability to develop and execute strategic account plans in a field-based Market Access or payer account management environment.
• Strong record of engaging targeted payor clients at multiple levels of the organization and advancing access and formulary outcomes.
• In-depth understanding of health insurance systems, including pharmacy utilization management, contracting, claims adjudication, reimbursement, and payer decision-making.
• Ability to influence without authority, align stakeholders, and partner across functions to advance shared business objectives.
• Strong customer engagement, negotiation, presentation, and relationship-management capabilities.
• Ability to prioritize competing account needs, make strategic tradeoffs, and drive results with an emphasis on quality and execution excellence.
• Effective verbal and written communication skills with the ability to communicate clearly with executive, cross-functional, field, and customer audiences.
• Ability to analyze account and market data, identify trends, and translate insights into actionable account strategies.
• Strong organizational judgment, planning skills, and ability to manage priorities across a geographically dispersed account portfolio.
• Strong computer proficiency and experience with MS Office Suite (Word, Excel, PowerPoint).
• Demonstrated experience managing payer, PBM, health plan, GPO, or other healthcare accounts and executing customer-specific access, coverage, and reimbursement strategies.
• Strong understanding of payer account strategy, coverage decision-making, pull-through planning, pharmacy benefit dynamics, contracting considerations, and third-party reimbursement processes.
• Proven ability to develop, manage, and strengthen senior-level relationships within payer, PBM, managed care, and Market Access organizations.
• Track record of successfully influencing payer access, coverage, reimbursement, and formulary decisions through strategic account engagement.

Education and Experience

Minimum Qualifications: Bachelor's degree; 8+ years of experience in pharmaceutical, biotechnology, medical device, Market Access, managed markets, payer strategy, account management, or a related healthcare commercial function.

Preferred Qualifications: Advanced degree in Business, Healthcare Administration, Public Health, Life Sciences. Field-based Market Access, managed markets, or payer account management experience. Experience developing and executing strategic account plans that drive market access, coverage, and formulary outcomes. Demonstrated success engaging and influencing senior payer stakeholders across health plans, PBMs, IDNs, GPOs, and other managed care organizations. Experience partnering across matrixed organizations to advance customer-specific and enterprise business objectives. Proven ability to identify market trends, assess account opportunities, and translate insights into actionable strategic plans.

Physical Requirements: Travel up to 40% as required. This position requires field-based working arrangements (travel within assigned territory required).