Senior Director, National Accounts

Job Summary: The Senior Director, National Accounts, will be a critical commercial leader responsible for developing and executing the company's national account strategy in preparation for and following the launch of the organization's first commercial product. This individual will lead relationships and negotiations with key healthcare stakeholders including Group Purchasing Organizations (GPOs), Pharmacy Benefit Managers (PBMs), national and regional health plans, specialty pharmacies, distributors, and other strategic channel partners. As a member of the Market Access leadership team, the Senior Director will play a highly visible role in shaping pricing, contracting, reimbursement, distribution, and access strategies that support successful product adoption and patient access. This role requires both strategic vision and hands-on execution, thriving in a fast-paced, entrepreneurial biotech environment. Primary Relationships: Within Cristcot: Collaborates closely with Sales, Marketing, Finance, Medical and Legal. Outside Cristcot: Builds and maintains relationships with top GPOs, PBMs, Payers, Specialty Pharmacies and Distributors. The activities of the Senior Director, National Accounts will include, but are not limited to: National Account Strategy & Execution Develop and implement a comprehensive national accounts strategy to support launch readiness and long-term commercial success. Establish and manage executive-level relationships with key stakeholders across PBMs, GPOs, national and regional payers, specialty pharmacies. Identify, prioritize, and secure formulary access opportunities that align with corporate objectives. Serve as the primary commercial lead for assigned national accounts, creating account-specific business plans and performance objectives. Payer & GPO/PBM Contracting Lead negotiations and management of rebate, formulary, and value-based agreements with PBMs and health plans. Collaborate with Pricing, Market Access, Finance, Legal, and Compliance teams to develop contract strategies and evaluate financial implications. Monitor payer coverage policies, competitive dynamics, and market trends to proactively adjust account strategies. Support pull-through initiatives to maximize access and utilization within contracted organizations. Distribution & Channel Management Lead commercial contracting and relationship management with specialty distributors, wholesalers, specialty pharmacies, and related channel partners. Support the design, implementation, and optimization of the company's distribution network and channel strategy. Partner with Supply Chain, Operations, and Finance to ensure contract performance and product availability. Monitor channel metrics, inventory management, and distribution performance. Launch Readiness & Cross-Functional Leadership Serve as a key contributor to launch planning and commercialization efforts. Provide account insights to support forecasting, pricing strategy, patient access programs, and brand planning. Collaborate closely with Commercial, Medical Affairs, Trade, Supply Chain, Finance, Legal, Compliance, and Executive Leadership teams. Develop processes, tools, and analytics to support national account management in a growing organization. Leadership Foster a culture of accountability, collaboration, customer focus, and excellence. Contribute to broader commercial strategy and organizational development initiatives. Skills and Qualifications: Bachelor's degree required; advanced degree (MBA, MPH, PharmD, or related field) preferred. 10+ years of progressive experience in pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare organizations. Minimum 5+ years of direct national account management experience with responsibility for PBMs, payers, GPOs, IDNs, or major healthcare customers. Demonstrated success negotiating complex payer, PBM, GPO, and/or distribution agreements. Experience supporting pharmaceutical product launches and commercialization efforts. Strong understanding of market access, reimbursement, specialty pharmacy, distribution, and healthcare contracting dynamics. Proven ability to influence senior executives and manage complex stakeholder relationships. Strong financial acumen and contract evaluation capabilities. Experience in a small or emerging biotechnology company environment preferred. Experience launching specialty, rare disease, oncology, or other high-value therapeutic products preferred. Existing relationships with major PBMs, national payers, GPOs, wholesalers, and specialty pharmacy organizations preferred. Experience building infrastructure and processes within a growing commercial organization preferred. Approximately 40–60% travel, including customer meetings, industry conferences, and internal planning sessions.