[Hiring] Director, National Accounts @Xenon Pharmaceuticals

Role Description

The Director, National Accounts, will play a critical leadership role in shaping and executing our U.S. market access strategy with national and large regional commercial payers in preparation for our first launch of Azetukalner in epilepsy. This is a critical, field-based role responsible for building relationships with targeted customers, communicating our value proposition and securing favorable access to minimize hurdles for the patients we serve. We are seeking individuals that are strategic thinkers who thrive in a fast-paced, startup environment, and can contribute across the organization for success. This position reports to the Senior Director, Payer Accounts, and will be fully remote.

Responsibilities

• Ensure Xenon’s products are quickly reviewed post approval to ensure rapid formulary adoption enabling patient access that is equal to branded products in relative categories Xenon competes in.
• Establish and maintain multiple touch points at strategic payer accounts, including senior executives, to communicate the Xenon payer value story.
• Navigate payer organizations to build long-term relationships with key decision makers and potential influencers paving the way for the pipeline of innovative products from Xenon.
• Have complete understanding of the complex payer organizations and different wholly owned subsidiaries who may have services and programs that impact the Epilepsy class. Monitor to assess opportunities for partnerships long term.
• Prioritize top accounts using data and personal intelligence.
• Secure access and coverage rapidly for all Xenon products that is at parity with key competitors in respective classes.
• Develop strategic business plans by account.
• Secure appropriate coverage and formulary positioning in alignment with Commercial goals working collaboratively with Medical Affairs and Value and Access to ensure the value proposition and HEOR data is appropriately communicated to target audiences.
• Evaluate contracting opportunities that are consistent with Xenon’s goals. Lead the contract process from initiation to negotiation/completion. Manage ongoing contracts with quarterly business reviews and evaluate ROI.
• Review data (sales trends, competitive landscape by local market) to identify pull-through opportunities. Work with regional sales directors and sales representatives to address access challenges and maximize success by executing aligned pull-through plans.
• Assist in field training on access and reimbursement.
• Deliver payer insights back to market access, medical affairs, and patient services as appropriate.
• Represent Xenon at Key Industry Conferences (e.g., AMCP, Asembia, PCMA).
• Develop and propose short- and long-term objectives for the function in accordance with overall Company strategies and plans.
• Plan and manage budget proposals and approved budgets in accordance with the Company’s strategic and operating plans and Finance policies.
• Recruit, lead, direct, develop, coach and evaluate direct reports, if any, in accordance with the Company’s Human Resource policies and practices.
• Act in accordance with Company policies, including, for example, the Code of Business Conduct and Ethics and ensure policies are understood and followed by direct reports, if any.
• Some international travel may be required.
• Other duties as assigned.

Qualifications

• Minimum of a bachelor's degree required; advanced degree a plus.
• Minimum of 10-12 years of market access experience, in biotech pharmaceuticals with at least 5 years calling on national accounts.
• In-depth knowledge of payer/PBM economics: understanding key issues and how these shift given changing US healthcare landscape.
• Clear understanding of analytics: ability to apply analytical insight to drive account performance and ability to “ask the right questions” of analytical resources.

Benefits

• Base salary, target bonus, and stock options.
• Full range of benefits including medical, dental, vision, short- & long-term disability, accidental death & dismemberment, and life insurance programs.
• Employee Assistance Program and travel insurance.
• Retirement savings programs with company matching contributions.
• Time to rest and re-charge through vacation, personal days, sick days, and an end-of-year company shutdown.
• Employee development with an expanding Training, Learning & Development program, including a Tuition Assistance program for advanced degrees.