VP, National Accounts

Job Summary:

Responsible for building, managing, and developing a team of experienced account managers/directors to expand Akebia sales opportunities and product access within dialysis organizations. Attains sales goals consistent with annual budgets/strategies. Ensures efficient, compliant management of Akebia relationships with Dialysis Organizations (customer relationship management, growth strategy development, contract/pricing negotiation, quarterly business reviews, and interaction management). Creates and sustains productive business partnerships to support product growth, communicates opportunities/issues to internal senior management and stakeholders, integrates sales/marketing strategies with customers, develops strategic plans, and disseminates relevant DO policy/business changes. Partners with commercial, finance, legal, medical affairs, and compliance on account relationships and launch strategies for in-development products.

Essential Functions & Duties:

• Lead Akebia relationships for dialysis organizations and GPO.
• Support commercialization and launch planning in dialysis organizations.
• Lead development of account-specific strategies/plans with quarterly/annual objectives.
• Build relationships to ensure optimal physician prescribing/access.
• Identify business issues impacting Akebia products.
• Develop/negotiates contracts and promotional programs within DO accounts.
• Monitor treatment protocols and access/reimbursement knowledge.
• Ensure contract compliance via quarterly performance review.
• Ensure compliance with service agreements (e.g., reporting purchase/data/service fees).
• Communicate organization rules/promotional policies to field sales.
• Provide expert consultation on provider business issues.
• Work with Medical Affairs on critical business initiatives.
• Maintain relationships with decision-makers; prepare executive presentations.
• Manage accounts/territory within OPEX and budget/revenue guidelines; develop/justify customer program budgets.
• Maintain knowledge of pull-through opportunities, program implementation, negotiation, industry/competitive and dialysis service dynamics.

Skills & Experience:

Basic Qualifications:

• Bachelor’s degree.
• 15+ years in dialysis account management (LDO/MDO/SOD/IDO).
• Established relationships with dialysis customers.
• 3+ years on commercial leadership team.
• Clinical/technical/scientific knowledge for complex disease states.
• Valid driver’s license.

Preferred Qualifications:

• 12+ years in bio/pharmaceutical industry.
• Experience/relationships with large dialysis organizations.
• Prior account management, team management, and sales experience.
• Health economics + Medical Affairs integration.
• Advanced renal reimbursement/logistics knowledge (provider/payer).
• Experience developing/executing account strategic/tactical plans.

Field Based/Travel:

• Travel at least 60% (overnight and weekends).

Compensation/Benefits (as stated):

• Targeted Base Salary: $307,913–$380,363 USD; additional corporate bonus/incentive/equity; health care, vision, dental, retirement, PTO.