National Account Director

Position Title: National Account Director (NAD) 

Department: Commercial – Market Access

Reports To (title): Vice President, Market Access, Trade and Government Affairs

Location: Remote 

☒  Exempt           ☐  Non-Exempt   

Summary of Position:

The National Account Director serves as the primary strategic leader for Paratek Pharmaceutical’s most critical national payer relationships, including Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), Medicaid FFS, Medicare PDPs, and other payer types as assigned. This role is pivotal in achieving Paratek’s targeted payer access objectives with a focus on maximizing profitability and enhancing long-term account partnerships.

As a leader within the Market Access organization, this position is responsible for shaping and executing high-impact strategies to secure access for Paratek products. The role will oversee comprehensive pull-through activities, working closely with the National Account Directors (NAD), Field Reimbursement Managers (FRM), Marketing, Sales Leadership, Sales Training, Sales Operations and cross-functional teams to drive performance outcomes and support key corporate initiatives. This role will also integrate market access insights into Paratek’s strategic planning and forecasting processes.

This position reports to the Vice President, Market Access, Trade and Government Affairs and is embedded within Paratek's Market Access leadership structure to provide insights and direction on national payer strategy.

Position Responsibilities:

• Lead and expand high-value business partnerships within designated national and strategic regional payer accounts, achieving targeted payer access with optimal profitability.

• Develop a robust understanding of each customer's business environment and processes, leveraging this knowledge to secure optimal formulary access and achieve performance goals.

• Ensure the needs of, and opportunities in, assigned accounts are communicated to Market Access leadership and other internal stakeholders so that they can be integrated into strategic planning and forecasting as appropriate.

• Negotiate and communicate the financial and clinical value proposition of Paratek products effectively, considering the broader impact on profitability.
• Design and oversee the execution of Account Business Plans using Active Account Planning for each assigned account, informed by deep insights into customer and market influences.
• Monitor and evaluate account progress, updating strategies and resources as necessary to maximize access, volume growth, and market share.
• Build and maintain strategic alliances with field-based colleagues to ensure coordinated cross-functional support for customer accounts and successful pull-through execution.
• Collaborate cross functionally and act as a leader with colleagues to stay ahead of policy and legislative changes that may impact the business, allowing for proactive intervention to positively impact access and profitability of marketed products.
• Work closely with Sales Leadership to educate and enhance understanding of access dynamics, including identifying Key Opinion Leaders (KOLs) to advocate for access where appropriate.
• Regularly analyze contracted product performance and communicate updates with key stakeholders in Market Access, Legal, Commercial Operations, and Finance.
• Provide ongoing training for sales teams on Market Access developments that may impact shared goals, including legislative and market changes at all levels.
• Conduct quarterly business reviews with health plans, covering Paratek product performance, utilization data, and other critical analytics to optimize strategic alignment.
• Identify and allocate resources efficiently, tracking and adjusting based on evolving customer needs and market conditions.

Candidate Requirements:

• Emulates Paratek’s Core Values: Resourceful, Collaborative, Passionate, Purposeful.
• Bachelor’s degree required; MBA or PharmD preferred.
• Minimum of 7+ years of experience securing product access with national and regional payers, with demonstrated success in a leadership role.
• Deep expertise in the antibiotic or relevant pharmaceutical marketplace is preferred.
• Proven ability to make independent decisions with a strategic understanding of when to engage senior leadership.
• Demonstrated experience in dynamic, fast-paced environment with a focus on innovative account strategies and strong sense of urgency.
• Comprehensive knowledge of managed markets (private and government), with the ability to drive innovation in market access approaches.
• Excellent interpersonal, written, and oral communication skills, with a proven ability to lead and collaborate effectively with cross-functional teams.
• Strong knowledge of regulatory and healthcare enforcement environments, with demonstrated integrity.
• Strong interpersonal skills and the ability to develop strong working relationships and work collaboratively across cross-functional teams.
• Strong oral and written communication skills; excellent planning and organizational skills to work within date sensitive deadlines.
• Solid understanding of healthcare regulatory and enforcement environments along with demonstrated integrity on the job.

• Strong attention to detail combined with a keen ability to recognize issues in the context of higher-level policies and regulations.

• Exceptional organizational skills and attention to detail, with an ability to assess issues in the context of broader policies and regulations. 

Additional Information:

• Technology needs: Proficiency in MS Office required.
• Travel requirements (%): Approximately 40-50%, subject to variation based on business needs.

• Valid driver’s license with a good standing driving record.