Senior Director, Corporate Accounts

The Role:
Reporting to the Senior Director, Market Access & Trade Relations, the Senior Director of Corporate Accounts is a player/coach role, responsible for leading a team of commercial account directors focused on launch planning for multiple TKIs in the NSCLC market and responsible for individual payer accounts. Responsible for driving the on-label placement and positioning of Nuvalent’s commercial oncology products. You will work closely with cross-functional internal stakeholders to define and execute the payer engagement plan, recruit and provide leadership and strategic direction to the team, and have account responsibility. The Senior Director of Corporate Accounts is accountable for developing, communicating, and implementing the strategic engagement plans for payers and health plans. You will build and enrich relationships with payers and manage care stakeholders at a business-to-business relationship level.  The goal of this position is to minimize and prevent access barriers to facilitate rapid, appropriate access, and develop strategies for long-term access solutions for Nuvalent products. Collaborates closely with customer-facing colleagues and the broader commercial team.  Requires time with customers and key business stakeholders (70%) and time with internal stakeholders (30%).  You will play a critical role in shaping the company’s brand perception in the lung cancer community. Working with other key functions, you will be an integral part of growing the company to meet the needs of patients and support their treatment journey. 

Responsibilities:

•    In coordination with Market Access and Commercial Leadership, develops a payer strategy aligned with Nuvalent’s commercial goals and ensures a comprehensive tactical plan is built and deployed to achieve commercial strategic objectives
•    Strategy and Business Development:
•    Develop payer (engagement, insight, and contracting) and field reimbursement (remit and resourcing) strategy and plan
•    Serve as subject matter expert for the Nuvalent enterprise on payer policy and health care reform trends (Nuvalent point of contact for AMCP and PCMA)
•    In collaboration with market access marketing, Identify and develop payer and reimbursement opportunities that align to brand strategy 
•    Responsible for payer insights, including up-to-date policy coverage resource for health plans 
•    Responsible to partner with internal stakeholders (SP, Hub, Account Team) in support of denial management, appeals, payer education, and payer communication
•    Collaborate with Medical Affairs on Guideline and Pathways Strategy
•    Develop the roles, recruit, on-board, train, and lead a team of corporate account directors and field reimbursement specialists
•    Create a cohesive and impactful environment for team members to make an impact, develop and thrive as an integrated, collaborative team within commercial and Nuvalent
•    Account Management:
•    Serve as the primary contact for specific national and regional payers
•    Develop account plans to ensure optimal and on-label patient access to Nuvalent products in a competitive and dynamic marketplace
•    Develop and engage with key decision makers (medical directors, pharmacy directors) at payer entities (commercial, government, and payer/health system entities).
•    Deliver value proposition and health economic information to educate payers, formulary committees on product(s), including economic benefit, in collaboration with Field HEOR as applicable 
•    Proactively manage business relationships by understanding current and future trends within the payer segment
•    As applicable, develop the business case, lead negotiations, and manage contract performance with target accounts based on approved strategies
•    Collaborate with field teams (sales and medical) to identify any access barriers and lead mitigation of barriers to access
•    Work collaboratively with Specialty Pharmacy and Patient Services partners to ensure reimbursement confidence and access in alignment with product FDA label
•    Ensure compliance with Nuvalent policies and federal/state regulations
•    Proactively identify issues, resolve issues, and engage appropriate resources for customer solutions

Competencies include:
•    Demonstrated ability to navigate deep into the payer, manage executive engagements, and foster customer touch points within pharmacy, medical, policy, and reimbursement stakeholders
•    Strong understanding of the US healthcare landscape, policy, and reimbursement (oral oncolytic emphasis)
•    Strategic problem-solver, analytical, and decisive
•    Moves beyond the traditional ways of doing things, pushes the status quo, continually assesses the market potential of innovative ideas and solutions.
•    Foster a culture of empowerment, collaboration, and a focus on patient impact.
•    Strong scientific and clinical orientation, comfortable with data, and ability to distill complex clinical information into business implications and credible narrative with internal and external stakeholders
•    Exceptional communication and influence skills, with the ability to inspire confidence and work successfully with varied stakeholders including the Brand Team and Product Development Team
•    Drives for results- creates and nurtures a performance-based culture of continuous improvement, addressing concerns and conflict proactively
•    Characteristics include being entrepreneurial, collaborative, and an energetic self-starter with strong interpersonal and analytical skills

Qualifications: 
•    Bachelor’s degree. MBA or equivalent degree preferable
•    10+ years of proven success in biopharma roles
•    5+ years commercial oncology experience in the US market including roles in market access with National and Regional Payer Account responsibility
•    Oncology, lung cancer and oral oncolytic (pharmacy benefit/Part D) experience preferred
•    Demonstrated organizational skills to manage multiple projects simultaneously, prioritize projects effectively and communicate at all levels within the company
•    Strong written and verbal communication skills (including presentation skills)
•    Up to 50% domestic travel