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Director, National Accounts

New York, NY, USA | Zogenix, Inc.

  • Industry:
    Pharmaceutical / Biotech
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
Job Description:
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The Director, National Accounts will lead field operations for the company’s payer-related initiatives in the United States. The position will manage corporate efforts to establish appropriate product reimbursement and effective business relationships in rare diseases with key national payers and PBM accounts, as well as targeted downstream clients and regional payers. The Director will also ensure effective communication and collaboration between Specialty Pharmacy Providers, Patient Services, Sales, Sales Operations, Medical Affairs, and Marketing.

The Director, National Accounts will be a disciplined risk-taker comfortable in an entrepreneurial environment with the resource constraints of a young commercial organization. Ideal candidate should be creative, flexible, and adaptable to new and changing situations. The Director must be goal-oriented, know how to set aggressive, but achievable targets, motivate cross-functional teams as well as business partners, and get things done.


Understand the overall company payer strategy and objectives in rare disease; plan and execute cross-functional account strategy for assigned accounts.

Prioritize customers and opportunities to maximize impact, leveraging all available data sets and stakeholder input to inform effective decision making

Apply expert Market Access knowledge of account management methods and strategies to establish effective peer relationship with customers; become a valued strategic partner to our customers.

Develop relationships across payer functions, including pharmacy, trade, medical, care management, and other relevant functions, moving beyond transactional relationships.

Negotiate effectively with accounts, ensuring achievement of both short- and long-term goals to secure optimal access, drug policy and reimbursement for assigned products.

Identify and proactively address account-specific issues that will have an impact on company objectives. Leverage internal and external resources to ensure drug policy criteria for rare disease product(s) enhances patient access.

Lead cross-functional, payer specific account teams, energizing members to deliver business objectives, including appropriate KAMs, MSLs, Marketing, Patient Services and Patient Advocacy.

Develop and effectively manage account business plans, clinical presentations, payer value messaging, payer coverage trends and insights across all internal platforms.

Understand and integrate concepts, theories, and principles of finance, sales, marketing, contracting, legal, regulatory, compliance, and health economics into long-term strategic and operational aspects of account planning and decision making.

Identify new opportunities and payer insights to bring incremental value to Zogenix that go well beyond product coverage and formulary status.

Demonstrate value as a market trend resource for the Zogenix commercial and senior leadership team; participate as requested on brand, medical science liaison, field sales and other commercial teams.

Lead Market Access specific initiatives and projects to expand Fintepla awareness with payers; leveraging industry associations, vendor relationships and analytic platforms to increase impact with internal and external customers.

Understand and comply with laws and regulations governing pharmaceutical industry, healthcare, and account/contract/education provisions.

Other duties as assigned

Core Competencies, Knowledge and Skill Requirements

Proven leadership and account management skills.

Expertise in the payer and PBM/trade environment for orphan, specialty products, limited distribution networks and HUB services

Existing relationships with top US payers, and experience working across commercial health plans, PBMs, Specialty Pharmacies, Medicare/Part D, Medicaid and IDN segments of the business.

Ability to thrive in a start-up environment and prepared to assume roles and responsibilities outside of traditional job functions.

PC literacy required; MSOffice skills (Outlook, Word, Excel, PowerPoint)

Communication & Interpersonal Skills

Exceptional planning, priority setting, negotiation, project management, and relationship building skills

Excellent analytical, problem solving, written and verbal communication skills

Strong customer orientation: a passion for science-based brands that can dramatically improve patients’ lives.

Ability to influence in a matrix environment.

Facilitates open and honest conversations with colleagues and gives candid ongoing feedback.

Friendly, perseverant, flexible, inclusive, and confident – good sense of humor is a plus!

Strong results orientation and a sense of urgency to get things done are critical.



Undergraduate Degree in life sciences or business discipline.

Post Graduate degree in relevant discipline is desirable.


10+ years of increasing experience in Biotech or Pharmaceutical industry with focus in managed care/national accounts, sales, trade, operations, access and distribution for orphan and specialty products.

Demonstrated record of success in sales or related operational goals and in building positive relationships with assigned national accounts.


Regularly required to operate standard office equipment (personal computer, photocopy machine, etc.)

Ability to work on a computer for extended periods of time.

Regularly required to sit for long periods of time, and occasionally stand and walk.

Regularly required to use hands to operate computer and other office equipment.

Close vision required for computer usage.

Occasionally required to stoop, kneel, climb, and lift up to 20 pounds.

Travel: 25-50% per month (US-based)

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