Regional Account Manager - Great Lakes
Tandem Diabetes Care
Summary
The Regional Account Manager - Market access is responsible for establishing and managing strategic relationships with regional health plans, health systems, pharmacy benefit managers (PBMs), State health plans, Medicaid plans, and other related stakeholders that influence their geography. This individual will lead contract negotiations, manage access strategy, and drive execution with a focus on pharmacy benefit access, pull-through, and data-driven performance. The role requires cross-functional collaboration, value-based discussions, and field enablement to ensure broad patient access and business growth. This is a remote role and the ideal candidate will reside in the Detroit, Chicago, Indy, Milwaukee, or Cleveland area.
Job description
Access Strategy & Contracting
- Leads contract negotiation and execution with regional and downstream PBMs, health plans, employers and specialty/retail pharmacy networks.
- Develops tailored value propositions using financial modeling, claims analytics, and health economic data.
- Secures pharmacy formulary coverage, distribution agreements, and reimbursement pathways aligned to product lifecycle and channel strategy.
- 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 across field sales, inside sales, and market access teams.
- Translates contract terms into actionable tools and messaging for the field to optimize pull-through.
- 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 PBMs, specialty pharmacies, employers 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 hub and specialty fulfillment partnerships.
Market Intelligence & Strategy
- Monitors market trends, competitor access, and policy shifts that impact pharmacy distribution and reimbursement.
- Informs access strategy with insights into payer mix, pharmacy benefit adoption, biosimilar dynamics, step-edits, and tiering.
- Provides strategic input into brand planning, pricing, and evidence generation needs.
- 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, and Medical Affairs to align on pharmacy strategy.
- Partners with sales leadership to ensure timely and coordinated pull-through across geographies.
Requirements
- Bachelor's degree, preferably in a life science, business or marketing or a combination of equivalent education and applicable job experience.
- 8+ years of experience in Market Access, Regional Accounts, or Managed Markets within the pharmaceutical, biotech, or medical device industries.
- Demonstrated success negotiating contracts with PBMs, health plans, or specialty pharmacy networks.
- Prior experience working in a company with a strong pharmacy-first or hybrid distribution model preferred.
- Deep understanding of the pharmacy benefit landscape, PBM contracting, pharmacy reimbursement, and specialty distribution.
- 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 within payer and pharmacy organizations.
- Experience in hub services, patient access programs, and co-pay assistance models.
- 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, per company policy.
Benefits
- Medical, Dental & Vision
- Health Savings Accounts
- Flexible Spending Accounts
- 11 Paid Holidays
- 20 Days PTO
- 401(k) Matching
- Employee Stock Purchase Plan
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.