Associate Director, Key Accounts

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Field of work:
Sales, Marketing & Market Access

Posting Date: 7 Oct 2026

Shape Access. Build Strategic Partnerships. Make a Difference for Patients.

The Associate Director, Key Accountis a critical position within the pharmaceutical industry, responsible for cultivating and managing relationships with diverse, high-value accounts that significantly impact product access, utilization, and revenue generation. This role requires a deep understanding of the unique needs and decision-making processes of Integrated Delivery Networks (IDNs), Private Equity firms investing in healthcare, large group physician practices, Payers (Managed Care Organizations), and other entities of value.

The AD, KA will develop and execute strategic account plans to maximize market penetration, drive sales growth, and ensure customer satisfaction across these varied segments.

• Relationship Management:
  Build and foster strong, long-term, and trusting relationships with key decision-makers and influencers within targeted accounts. Act as a trusted advisor, understanding the unique needs of each account type and tailoring solutions to meet their strategic goals and business challenges. Collaborate with internal teams (e.g., Sales, Marketing, Reimbursement, Medical Affairs) to provide seamless support and deliver a positive customer experience.
• Strategic Account Planning & Execution:
  Develop and execute comprehensive strategic account plans to achieve sales targets and maximize growth within targeted accounts. Identify and prioritize opportunities for account growth within the assigned portfolio. Gain formulary and protocol access for products within IDNs and Payers, ensuring their inclusion in clinical pathways and both Medical & Pharmacy reimbursement policies.
• Market Access & Reimbursement Expertise:
  Demonstrate a strong understanding of the US healthcare reimbursement landscape, including pricing strategies, formulary dynamics, and access pathways. Expert knowledge of the Buy & Bill process, Medicare Part B, 340B, as well as commercial reimbursement, specialty pharmacies, and identifying alternative sites of infusion are required. Leverage Health Economics & Outcomes Research (HEOR) and real-world evidence (RWE) to support the value proposition of products in payer negotiations.
• Cross-functional Collaboration:
  
  Collaborate with cross-functional teams to align strategies, share best practices, and deliver a seamless customer and patient experience. Provide marketplace feedback and insights to corporate leadership on customer business trends, competitive updates, and industry issues.
• Leadership & Development:
  Provide guidance and mentorship to less experienced members of the sales, training, distribution, finance, and matrix teams, if applicable.
• Compliance and Ethics:
  Operate in full compliance with all applicable regulations and professional standards. Maintain rigorous record-keeping and ensure transparent and accurate communication with stakeholders.

• Bachelor's Degree in a relevant field (e.g., life sciences, business, pharmacy, health economics); advanced degree (MBA, PharmD, etc.) preferred.
• 5+ years in key account management or market access within pharma, biotech, or healthcare; experience in therapeutic areas like dermatology or rare diseases preferred.
• Proven success managing complex accounts and meeting KPIs; experience launching products across segments (e.g., IDNs, Private Equity, Buy & Bill) preferred.
• Experience in C-suite selling preferred.
• Willingness to travel extensively (up to 60–80%); experience with reimbursement issues preferred.

Success in this role comes from…