Regional Account Executive - California

Location: San Francisco, CA, US

Job Description:


The Regional Account Executive (RAE) is a field-based position dedicated to fostering relationships with, educating and influencing Regional Payers to increase physician/patient access and assist in driving GBT product utilization in the geography. This requires an established understanding of the key regional MCOs and IDNs in all segments: Commercial, Managed Medicaid, and Medicare and expertise in educating and influencing specialty drug reimbursement. The position also requires close coordination with many internal departments - Sales, Marketing, Contract Analytics & Distribution, Specialty Pharmacy, Commercial Operations and Medical. The Strategic Account Manager will report directly to the Head of Managed Markets.

Essential Duties and Responsibilities:

Secure appropriate formulary status, medical policy and payment for GBT products with targeted payers, by establishing high-level business relationships with key decision makers by:

  • Prioritizing and building relationships with key Commercial, Managed Medicaid, and Medicare Part D MCOs in the Western Region

  • Identifying Payer policies and timelines for specialty drug reimbursement

  • Delivering analysis of scientific data, clinical practice goals, guidelines, and anticipated economic program outcomes as basis for on-going payer-related efforts and interaction;

  • Engaging clinical expertise of Managed Markets Liaisons or medical providers in delivering comprehensive product and disease state presentations to key decision makers.

  • Develop and execute annual strategic action plan for all key accounts

  • Coordinate strategy, action planning, and reporting to address regional provider reimbursement needs by:

Providing high value intervention with key physician and institutional customers to overcome economic barriers and contribute to positive sales results;

Identifying and developing provider-related advocates, and drive “pull-through” reimbursement initiatives at provider level for assigned geography through Sales teams.

  • Build relationships with regional policy leaders, societies, HCPs, doctors, nurses, practice managers and patient organizations to monitor coverage and reimbursement issues.

  • Maintain and share key information regarding contacts, prior authorization requirements, trends, competitive intelligence, policy drivers, etc., across the organization.

Effectively partner with field sales, Managed Markets Medical Liaison/HEOR, Specialty Pharmacy staff to provide support and information to payer and HCP customers in order to ensure optimal and efficient access to GBT therapies.


  • The successful candidate will have extensive orphan disease product launch experience and existing relationships with key Commercial, Managed Medicaid and Medicare Payers in the region. A strong working knowledge of/experience with successful payer education, value proposition, economic model, Contracting and specialty product launch experience.

  • 10+ years of pharmaceutical/biotech experience in the Managed Markets segment or leader in leadership positions

  • Existing relationships with key Commercial, Managed Medicaid, and Medicare MCOs in the West region

  • Working knowledge of reimbursement, clinical coding/terminology, managed care and healthcare policy.

  • Good understanding of regulatory, legal, compliance requirements for success.

  • A track record of building and maintaining relationships with key stakeholders .

  • A keen sense of the policies, regulations and compliance areas that surround this function and will seek to keep the company and our customers safely within them.

  • Specialty oral product launch experience.

  • Skilled at negotiating with business partners or management and influencing senior level leaders regarding matters of significance to the organization.

  • Strategic thinker experienced in working with commercial and financially oriented issues.

  • Ability to build relationships with Managed Care, Trade, and Policy executives.

  • Bachelors’ degree required and an advanced degree (e.g. MBA, RPh., PharmD) preferred.

  • Able to travel 50-60% of the time to ensure appropriate representation with distribution and trade customers.

Fit with GBT Culture and Values:

  • Strong team orientation

  • Solutions-focus

  • Hands-on approach

  • Values-based leadership consistent with GBT’s core values


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