Job Summary
The Senior Director, Access Account Management will be responsible for oversight of our payer account director team responsible for calling on US payers.
This leader, along with their team, will work closely with pricing and contracting strategy, patient and provider services, sales and marketing to optimize access to Fresenius Kabi's specialty products for patients and providers. The Senior Director must be goal-oriented, know how to set aggressive, but achievable targets, mentor and develop the accounts teams, motivate cross-functional teams as well as business partners, and get things done.
Salary Range: $210,000 - $250,000 per year
Position is eligible to participate in a bonus plan with a target of 22% of the base salary. Position is also eligible to participate in our medium-term incentive plan. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.
Responsibilities
- Lead a payer account management team:
- Assessment of FTE's required, target account lists and assignments, territory design.
- Hiring, training, coaching, performance assessment, and IC plan development for teams.
- Establishment of field operations needs for CRM documentation, formulary status data, provider sales data, travel and expense reporting, fleet car program, etc.
- Coordinate offers, agreement structure and final agreement language for payers/PBMs in coordination with VP, Market Access, Payer Strategy, Commercial Operations and the Pricing Review Committee.
- Conduct analytic reviews of payer agreement to ensure expected performance and pull-through.
- Partner with Medical Affairs colleagues to address medical and clinical information needs and priorities to optimize the commercial payer value proposition.
- Coordinate with Sales and Patient/Provider Services to address regional reimbursement issues through provider education/training and payer initiatives.
- Provide consolidated feedback from payers and providers to internal leadership colleagues to inform and evolve pricing, contracting and marketing strategies.
- Ensure compliance with corporate policies and procedures as well as US healthcare laws and regulations.
Requirements
- Bachelor's degree required.
- 12+ years of increasing experience in Biotech or Pharmaceutical industry within sales, marketing, or managed markets roles in account management, formulary access, reimbursement, distribution, program development, contract negotiations and coverage policy development.
- 7+ years national and regional direct account management with responsibility across multiple payer types.
- Results-oriented leader who conveys a sense of urgency and drives for closure.
- Excellent leadership skills in managing a team of professionals.
- Possesses a blend of strategic and operational experience with the ability to see the big picture, and to dive into details.
- Exceptional planning, priority setting, negotiation, project management, and relationship building skills
- Expertise in the payer and PBM/trade environment for specialty products.
- Flexible, adaptable, diplomatic and able to effectively deal with ambiguity.
- Strong presentation skills with the ability to effectively present ideas, get buy-in, and drive consensus within the commercial organization and across cross-functional project teams.
- Successful experience in a fast-paced entrepreneurial environment.
- Ability to influence in a matrix environment.
- Experience in building and leading account teams from inception and leading a field National Accounts team.
- Must have the ability and willingness to travel frequently; up to 70% (air and auto).
Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability,401K with company contribution, andwellness program. Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.
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Fresenius Kabi USA, LLC
$210,000.00 - $250,000.00 / yr
life insurance, 401(k)
Aug 07, 2025