National Account Director - Emisar​/OptumRx​/UHC

Summary

The National Account Director for Emisar/Optum Rx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio.

• Develop and execute comprehensive, multi-year account plans for Emisar/Optum Rx/UHC.
• Serve as primary point of contact and build high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives and formulary decision-makers.
• Lead complex contract negotiations to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
• Deliver clear clinical and economic value propositions to demonstrate benefits to member populations.
• Collaborate cross-functionally with Market Access (Contracting, Pricing, Access Strategy, Legal), Sales, and Medical Affairs.
• Monitor PBM/GPO/managed care landscape; analyze trends, competitor activity, and policy changes impacting market access.
• Analyze product performance; conduct quarterly business reviews and report key metrics to senior management.
• Coordinate with field and national sales teams to ensure “pull-through” of access strategies.
• Understand and incorporate Artificial Intelligence (AI) to streamline internal and external capabilities.

• Bachelor’s degree required; MBA or advanced related degree preferred.
• 10–15 years pharma/biotech experience; 5–10 years in managed markets or national accounts focused on PBMs.
• Extensive established PBM/GPO/Payer relationships and proven negotiation track record.
• In-depth knowledge of the U.S. healthcare landscape.
• Strong business acumen, analytical skills, strategic thinking, and exceptional negotiation/presentation.
• Frequent travel, often 50–65%.

• Health, wellbeing support, and financial protection (401(k), insurance, disability, etc.);
  Paid Time Off.
• Starting compensation range: $216,620–$262,496 (plus possible incentive cash/stock based on eligibility).