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Senior Director, National Account Strategy

Reference Number: 2817
Location: Field-based

Our client is a major global healthcare company.  They have asked us to assist them in their search for a Senior Director, National Account Strategy.

The Senior Director, National Account Strategy is accountable for orchestrating overall strategy to the customer, delivering innovative programs and solutions in coordination with necessary stakeholders (e.g. brand teams, medical affairs, sales, MAPS, etc.) that brings value to both the Company and customers.

Major tasks and responsibilities will include:

  • Communicates any major strategic objectives or changes of the customer to the regional stakeholders (MGBD and Sales EBDs) who may be impacted.
  • Develops and maintains strong working business partnerships with C-Suite and influential leaders in senior management at the customer including parent organizations (e.g., health systems, where applicable), with a goal of understanding unique business needs, model, and strategic challenges.
  • Develops account plan with input from key functions (e.g. medical, brand teams, customer marketing).
  • Leads, negotiates and implements ideas to support brand and above brand strategies.
  • Manages operational and opportunity budgets, rigorously tracks performance and budgetary spending for the customer.
  • Ensures that performance metrics are rigorous and appropriate for the customer strategy and that it is continuously reported across the organization.
  • Oversees solution/service contracting process to ensure contract terms clearly delineate accountability, decision rights, investment, resources between the Company and customer as needed.
  • Makes tradeoff decisions on resource allocation including MAPS sales force, and communicate sales force need to the regional sales lead (e.g. EBD, CBD, DSM).
  • Represents the customer to the entire organization and is aware of all activities from the Company that impact or occur in the national organized provider.
  • Delivers on strategic objectives for national provider.
  • Oversees customer-specific situation analysis.
  • Leads an opportunity-based prioritization of customer needs.
  • Develops customer-specific strategy.
  • Establishes engagement plans.
  • Ensures efficient allocation of Company resources to the account.
  • Offers services to meet the needs of the customer.
  • Collaborates with and ensures alignment with strategic objectives of the national provider across all the business, including all selling teams, Medical Affairs, Corporate Affairs and all other internal stakeholders.
  • Builds and strengthens relationships with key influencers within account so the Company can respond with agility to market changes.

We seek candidates with the following qualifications:

  • A Bachelor's degree is required.  An advanced degree is desirable.
  • Considerable Payer experience is required.
  • Prior experience in commercial function is desirable.
  • A demonstrated proficiency for contracting and marketing is preferred.
  • Marketing experience considered is a plus, but marketing aptitude is mandatory.
  • Experience in managed markets related position (e.g., Account Director, Contracting Director or Brand Strategy Director) is desirable.
  • Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments.
  • History of performance in managing towards business objectives (e.g., sales or share increases).
  • Proven track record of managing business challenges and making appropriate tradeoffs to meet business objectives.
  • Demonstrated coaching skills especially related to business planning and conflict resolution.


Do you have the skills and experience we seek and want to advance your career with one of the world’s leading companies? If so, please email your resume as a Word attachment to us, reference 2817. No calls or faxes, please. Include your daytime phone number and we will contact you confidentially or reply to your email.