Head of US National Accounts, Market Access - Optum/United

Job Title: Head of US National Accounts, Market Access - Optum_United

Location: Cambridge, MA , Remote, US

About the job

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.​

Overview:

The Head of US National Accounts, Market Access will be responsible for leading and managing a cross-functional team to develop and execute strategic initiatives that enhance market access and payer relationships across the Sanofi US Pharma business. This role requires a deep understanding of the evolving payer access landscape and the ability to navigate complex healthcare environments. The individual must demonstrate a strong financial acumen to fully understand the organizational spend with any large integrated customer and how that compares to the forecasted financial cycles for Sanofi.

This position reports to the Head, US Market Access, and is responsible for the entire customer vertical of Optum/United for the US Pharma business (Specialty Care and General Medicines). This key leadership role involves guiding and developing a cross-functional team to build strong, credible relationships across one of our largest key accounts, including Group Purchasing Organizations (GPOs), Pharmacy Benefit Managers (PBMs), and both commercial and government payers. This role is instrumental in developing the strategic account direction and achieving rapid, broad, and clinically appropriate access while maintaining effective coverage for the entire Sanofi North America Portfolio.

The individual will lead the implementation of short- and long-term business plans that optimize coverage, coding, payment, and patient access to Sanofi’s product portfolio. This role requires a strong commitment to talent management, including hiring, coaching, training, and performance evaluation of team members to foster their professional growth and ensure high levels of engagement and productivity.

Additionally, this role will be responsible for the financial stewardship of accounts, focusing on Gross-to-Net (GTN) management strategies and ensuring that account activities align with financial targets and profitability goals.

Main Responsibilities:

• Leadership & Strategy: Develop and implement strategic account management plans for national accounts, focusing on maximizing product availability and reimbursement.

• Team Management: Lead and manage a cross-functional team, fostering collaboration across clinical, operational, and administrative functions to achieve organizational goals.

• Payer Relationships: Establish and maintain strong relationships with key decision-makers within payer organizations, including Managed Care, PBMs, and other healthcare stakeholders.

• Market Analysis: Monitor and analyze national and regional healthcare policy trends, reimbursement changes, and payer decision-making processes to inform strategic planning.

• Performance Tracking: Forecast, track, and report on key performance metrics, including sales, margins, and trade terms, to ensure alignment with business objectives.

• Conflict Management: Implement best practices for conflict management within the team to ensure effective collaboration and problem-solving.

• Innovation & Improvement: Drive continuous improvement initiatives to enhance market access strategies and optimize payer engagement.

About You

Required Qualifications:

Education:

• Bachelor’s degree in business, Marketing, Healthcare Administration, or a related field. MBA or advanced degree preferred.

Experience:

• Minimum of 10 years of experience in market access, payer strategy, or related roles within the healthcare industry.

Skills:

• Proven record of building and leading high-performing teams, with established relationships with Trade Directors, Pharmacy Directors, Medical Directors, and other key personnel.

• Strong understanding of payer decision-making for formulary processes and patient access strategies.

• Recorded success with fiscal management and GTN strategies within managed care settings.

• Experience across multiple therapeutic areas, with preference in Vaccines, General Medicines, and Specialty Care.

• Exceptional communication and people skills, with a proven ability to negotiate successfully and resolve conflicts.

• Comprehensive understanding of payer decision-making bodies and cycles, processes, and procedures (including contracting), and data and reporting.

Travel: Remote/ Field-based position requiring over 50% travel

Why choose us?

• Bring the miracles of science to life alongside a supportive, future-focused team.​​

• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.​​

• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.​​

• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.​

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

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Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.