Ipsen
National Account Director – Ipsen
Join to apply for the National Account Director role at Ipsen. This role, part of our Value & Access team, is responsible for leading strategic engagement and business development with key national payer/PBM/GPO accounts to ensure optimal access and reimbursement for Ipsen’s portfolio. The candidate is accountable for securing profitable access, aligning with each brand’s access strategy, and serving as the primary face for their accounts. This role plays a critical part in shaping Ipsen’s market access strategy, driving long‑term partnerships, and influencing payer decision‑making to support patient access and commercial success.
The National Account Director collaborates cross‑functionally with Value & Access colleagues, Sales, Marketing, Medical Affairs, and HEOR teams to deliver integrated solutions tailored to payer needs. The role is pivotal in translating Ipsen’s value proposition into actionable strategies that align with payer priorities and healthcare system dynamics. The candidate is responsible for providing key customer insights, developments, and contract performance to various internal leadership on an ongoing basis.
Main Responsibilities
Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization’s therapeutic areas.
Build and maintain deep, trusted relationships with key payer decision‑makers and leadership (e.g., CEO, CFO, Industry Relations, Medical Directors, etc.).
Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
Execute strategic contracts aligned with brand and access goals.
Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes, and anticipate shifts.
Collaborate with internal stakeholders to align on pricing, contracting, and value‑based initiatives.
Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
Utilize data‑driven insights to support value propositions and demonstrate product differentiation.
Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull‑through resource development.
Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer‑facing materials such as value proposition decks, PIE decks, and pull‑through resources.
Essential Knowledge and Experience
12+ years of biopharma experience with at least 5+ years in national account management focused on payers.
Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
Exceptional business and clinical acumen.
Strong presentation skills: ability to clearly convey ideas to key internal stakeholders and decision‑makers in assigned accounts.
Experience leading cross‑functional initiatives and managing complex stakeholder relationships.
Ability to interpret healthcare data and apply insights to inform strategy.
Able to travel, including weekends and overnights when necessary.
Preferred
Experience in rare disease, oncology, or specialty pharmaceuticals.
Familiarity with value‑based contracting and innovative access models.
Established relationships with Zinc and CVS Caremark – strongly preferred.
Education
BA/BS in Business, Life Sciences, or related field is required.
Advanced degree is a plus.
Compensation & Benefits The annual base salary range for this position is $187,500 – $275,000. This job is eligible to participate in our short‑term incentives program. At Ipsen we offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short‑ and long‑term disability insurance, flexible spending accounts, parental leave, paid time off, a discretionary winter shutdown, well‑being allowance, commuter benefits, and much more.
Seniority Level Not Applicable
Employment Type Full‑time
Job Function Sales and Business Development; Pharmaceutical Manufacturing industry
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The National Account Director collaborates cross‑functionally with Value & Access colleagues, Sales, Marketing, Medical Affairs, and HEOR teams to deliver integrated solutions tailored to payer needs. The role is pivotal in translating Ipsen’s value proposition into actionable strategies that align with payer priorities and healthcare system dynamics. The candidate is responsible for providing key customer insights, developments, and contract performance to various internal leadership on an ongoing basis.
Main Responsibilities
Develop and execute strategic account plans for assigned national payers, PBMs, and IDNs.
Lead contract negotiations and manage ongoing payer relationships within assigned accounts to mitigate barriers, ensure favorable formulary positioning and access, and establish Ipsen as a partner of choice across the organization’s therapeutic areas.
Build and maintain deep, trusted relationships with key payer decision‑makers and leadership (e.g., CEO, CFO, Industry Relations, Medical Directors, etc.).
Monitor and report on contract compliance and performance to Sr. Director, Payer Account Management and other key stakeholders.
Execute strategic contracts aligned with brand and access goals.
Analyze market trends, payer policies, and competitive landscape to inform strategy, communicate changes, and anticipate shifts.
Collaborate with internal stakeholders to align on pricing, contracting, and value‑based initiatives.
Serve as the single accountable point of contact for assigned accounts, ensuring timely resolution of issues and proactive communication.
Utilize data‑driven insights to support value propositions and demonstrate product differentiation.
Maintain deep knowledge of healthcare reimbursement, managed care structures, and policy developments.
Work collaboratively across the Payer Account, Marketing, and Sales teams on coverage education and pull‑through resource development.
Partner with HEOR, Market Access Marketing, Brand, Legal, Compliance, and others to develop impactful, compliant payer‑facing materials such as value proposition decks, PIE decks, and pull‑through resources.
Essential Knowledge and Experience
12+ years of biopharma experience with at least 5+ years in national account management focused on payers.
Strong understanding of U.S. payer landscape, including commercial, Medicare, Medicaid, and integrated delivery networks.
Demonstrated success in contract negotiation, formulary access, contract performance analysis, and strategic account planning.
Exceptional business and clinical acumen.
Strong presentation skills: ability to clearly convey ideas to key internal stakeholders and decision‑makers in assigned accounts.
Experience leading cross‑functional initiatives and managing complex stakeholder relationships.
Ability to interpret healthcare data and apply insights to inform strategy.
Able to travel, including weekends and overnights when necessary.
Preferred
Experience in rare disease, oncology, or specialty pharmaceuticals.
Familiarity with value‑based contracting and innovative access models.
Established relationships with Zinc and CVS Caremark – strongly preferred.
Education
BA/BS in Business, Life Sciences, or related field is required.
Advanced degree is a plus.
Compensation & Benefits The annual base salary range for this position is $187,500 – $275,000. This job is eligible to participate in our short‑term incentives program. At Ipsen we offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short‑ and long‑term disability insurance, flexible spending accounts, parental leave, paid time off, a discretionary winter shutdown, well‑being allowance, commuter benefits, and much more.
Seniority Level Not Applicable
Employment Type Full‑time
Job Function Sales and Business Development; Pharmaceutical Manufacturing industry
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