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Reference Number: SK-RADMCW
Location: California, United States

Regional Area Director Managed Markets – West:

My client, a mid-sized, well-established multi-billion global pharmaceutical company in the Atlanta suburbs, aims to be the next generation biopharmaceutical leader based on unique blending of innovation, entrepreneurship and experience, bringing breakthrough innovation and new medicines for patients suffering from severe disease.  My client operates in more than 40 countries, integrating technology and chemistry so they can gain much deeper insights into disease pathways, including the complexities of severe diseases, as well as producing more potent, cost-effective drugs.

Among this networked organization, you will also find a focus on bringing together patients that suffer from ailments and giving them an opportunity to share their experiences and insights both virtually and live, with each other, the company, their partners, etc.

They believe in unlocking creative potential of their employees and partners and in creating a networked, cross-functional organization.  The company is small enough for each member of their team to feel that their contribution counts, and large enough to ensure that their combined efforts have an impact where it really matters. 

My client offers outstanding benefits and an environment where you can grow your skills, use your creativity to think outside of the box, and have fun while working hard!  This company moves quickly. 

Currently seeking a Regional Area Director Managed Markets for the West.  This person will reside anywhere mid-west to the west coast.  You will lead a team of Account Managers in your region, covering a portfolio of products in multiple therapeutic areas.


  • Commercial payer (regional or national) experience across all channels is ideal
  • Will also consider field-based directors of market access or directors of field reimbursement
  • Will consider candidates from the payer side and specialty pharmacy side of the business as well
  • Strong leadership experience (must have managed direct reports either in account management, sales or another function)
  • Buy and bill experience required
  • Specialty pharmacy experience required
  • Understanding of the IDN space
  • Ability to function in a matrix environment
  • Familiarity with payers in the west is a plus
  • HEOR experience is a plus
  • Contracting experience is a plus
  • Immunology or Neurology experience is a plus
  • Medicaid and Medicare experience
  • High energy, action-oriented, self-driven


TITLE:  Regional Area Director Managed Markets – West (Access Accelerator Lead)

REPORTS TO:  Head of Account Management


RELOCATION:  Field based mid-west to west coast (will also consider folks that are based in Atlanta) 

The Regional Area Director of Managed Markets leads the West Region Field Access Accelerator Leads’ efforts to drive revenue and growth for the organization by providing consistent strategic account direction to facilitate the development of rewarding relationships / partnerships with key regional and national managed care customers leading to positive negotiations and ultimately the acceptance of the company’s products in an appropriate access formulary position.  Also requires thorough understanding of state pharmacy and medical reimbursement including the full impact of the Medicare Modernization Act (MMA).

Scope of the job also includes leading and developing the Access Accelerator Lead teams, large matrix teams both internally and externally around regional and national customers and creating innovative solutions to customer partnerships and needs.


  • Develop and maintain the Market Access strategic plan and customer level Access Accelerator Lead plans for their areas in conformance with the company strategic plan and mission statement
  • Participate in the development of strategies across multiple customers and segments, assessing the business impact and return on customer-specific investments
  • Provide direction and communicate the Market Access vision and mission to the company matrix team, Access Accelerator Lead team, regional and national customers which impact their area
  • Plan and execute all sales and marketing functions directed toward special customer segments including competitive analysis, new product launches, contracting strategies, outcomes research, medical, support systems and budgeting requirements
  • Develop and maintain thorough knowledge of customers and their business environment to provide a basis for profitable partnering, through close and frequent contact with identified accounts of regional and national prominence in their area
  • Proactively identify customer needs and business opportunities and ensure those are rapidly incorporated into the business plan and executed with the customer
  • Achieve sales, market share growth, and ROI targets through a relentless focus on customer needs, the company business opportunities and priorities, a commitment to excellence and superior execution of each customer plan
  • Demonstrate excellence in understanding of each customer including: their marketing strategy, medical and pharmacy reimbursement systems, organization for health care delivery, and processes for disease management and outcomes research
  • Demonstrate outstanding sales, communication, negotiation and project management skills and knowledge of the company products while establishing the company as the preferred HCM partner with our key customers
  • Penetrate the account and establish strong, sustainable relationships with multiple points of contact within key customers and move the company beyond supplier to strategic partnerships with one or more of our most important customers
  • Create and maintain a business plan for each customer that incorporates the appropriate the company field and home office resources to maximize the return on our customer investments
  • Demonstrate leadership in the formulary management process, including contract pull-through by HCM area and the company field personnel, ensuring the creation of a seamless cross-functional team with common goals and measurable objectives
  • Develop and lead multi-disciplined customer teams, aligning key customer and the company functional areas including Operations/Finance, Medical, Legal, Marketing, Area Sales, Field Sales, Disease Management and Executive Management
  • Develop and lead National Account pull-through teams, focused on implementation with strategic National Customer Regional/Area Health Plans. Drive coordination with HCM Area Directors, Access Accelerator Leads, National Account Executives, the company Field Sales and Field Management
  • Coordinate with Marketing in creating visibility around the contribution made by strategic national customers to annual sales and share targets with Brand Marketing, Sr Management and Executive Management
  • Independently manage all aspects of the company relationship with our key regional customers providing a single point of contact to coordinate the company investment decisions and customer communications
  • Build and lead a high-performance Access Accelerator Lead team by securing the best available talent, developing future leaders, encouraging the pursuit of developmental opportunities and by providing ongoing coaching and feedback



  • Bachelors’ degree’; Masters’ degree preferred
  • 8-10 years pharmaceutical account management experience
  • Experience managing a team of direct reports
  • Deep understanding of health plans
  • Hands-on account management experience
  • Will look at candidates on the pharmaceutical side OR the payer side
  • Ability to cover a large territory (western half of US)
  • Ability to travel 50-60% (including some overnight)
  • Collaborative working style
  • Ability to influence others
  • Experience with IDN’s
  • Deep understanding of the laws from state to state
  • Immunology experience a plus
  • Understanding of Medicare, Medicaid, and Medicare Modernization Act
  • Must be authorized to work for any employer in the US without sponsorship