National Account Director

Location: Cambridge, Massachusetts

Job Description:


Responsible for the continual expansion of AKEBIA’s sales opportunities and product access within assigned large dialysis organizations associated key provider accounts; responsible and accountable for attaining sales goals and objectives consistent with the company’s annual operating budgets and strategies.

This position has primary responsibility ensuring the efficient and compliant management of AKEBIA’s relationship with Large Dialysis Organizations including communicating business issues and opportunities on an ongoing basis to internal senior management and business colleagues; integrating sales and/or marketing strategies into interactions with customers (LDOs); formulating of strategic plans and initiatives; gathering and interpreting relevant LDO policy and/or business changes for dissemination to internal, Akebia, business partners.

This position plays a role as a key business partner interacting with the commercial business units, finance, legal, medical affairs, and compliance stakeholders as it pertains to Akebia’s relationship with these dialysis organizations and key provider accounts. In addition to creating optimal access to Akebia’s approved product within these organizations, the role will work on launch strategies for Akebia’s product in Phase 3 development.

  • Support both in-line commercialization and launch planning process for Akebia products within assigned provider accounts

  • Lead the development of account specific plans with clear account objectives and key results measured on a quarterly and an annual basis for assigned LDO

  • Build positive business relationships within assigned LDO account(s) and ensure optimal access for physician prescribing of Akebia products within these accounts

  • Identify key business issues within assigned accounts in order to assess impact on Akebia product(s)

  • Lead the development and negotiation of contracts and/or Akebia-approved promotional programs within assigned LDO account(s)

  • Manage and expand mail order, specialty pharmacy or retail sales to Dialysis Organization accounts for current and future products

  • Monitor and maintain a high level of awareness of treatment protocols and guidelines as well as access and reimbursement knowledge that may impact product utilization

  • Ensure contract compliance by reviewing business performance on quarterly basis

  • Work closely with internal stakeholders and dialysis organizations to ensure compliance with services agreements, such as reporting purchase, data and service fees

  • Be knowledgeable and effectively communicate organization-specific rules and promotional policies with Akebia field sales force

  • Effectively support sales and marketing by providing expert consultation on provider specific business issues

  • Compliantly work with Medical Affairs resources to support critical Akebia business initiatives across assigned accounts

  • Establish and maintain positive business relationships with key decision-makers within assigned provider accounts leveraging Commercial and Executive leadership as needed

  • Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques

  • Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation

  • Work closely with Commercial leadership, Legal and Compliance on contracting strategies and execution

  • Maintain a comprehensive and detailed business plan

  • Maintain an outstanding ability to prepare and present executive level presentations

  • Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines

  • Develop and justify budgeting requests for specific customer programs

  • Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness

  • Maintain an outstanding level of dialysis service knowledge, techniques, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact to dialysis organizations and key account groups

  • Maintain an outstanding level of competitive companies, product lines, place in therapy, contracting activities, and value-added program knowledge

Desired Competencies and Qualifications:

  • Advanced business planning and negotiation skills

  • Strong compliance mindset

  • Advanced team selling skills

  • Ability to excel in start-up, small company environment

  • Outstanding communication and negotiation skills

  • Strong presentation skills and presenc

Basic Qualifications:

  • Bachelor’s Degree in a relevant area of study

  • 5+ years’ experience in an account management role with responsibility for national payer customers

  • Established relationships with national dialysis customers

  • Clinical, technical and scientific knowledge and aptitude in complex disease state

  • Valid driver’s license

Preferred Qualifications and Experience:

  • 10+ combined years’ experience in the bio/pharmaceutical industry

  • Previous experience and relationships with large dialysis organizations preferred

  • Previous account management experience preferred

  • Previous team management experience preferred

  • Previous sales experience preferred

  • Experience integrating health economics and Medical Affairs resources into account management process

  • Experience in working in complex disease states

  • Advanced knowledge of Renal business issues including reimbursement logistics both within provider and payer areas

  • Proven track record of effective account management skills and of of building and maintaining positive business relationships with key decision-makers

  • Proven ability to develop and execute account level strategic and tactical plans

Travel requirements: Willing to travel at least 60% of the time including significant overnight and weekend travel


Don't forget to customize your application!

We offer specialized Resume and LinkedIn makeovers for the biotech industry exclusively. If you need more help, you can add 50 minutes of personalized, one-on-one job search strategy coaching onto any of our packages.

I want to land the job

More hot jobs

Arlene Jordan