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Director, National Accounts - West Full-time

at TRIS PHARMA INC in New York (Published at 27-04-2019)


Founded in 2000, Tris Pharma, Inc. (www.trispharma.com) is a technology driven, specialty pharmaceutical company. With our intense focus on application of physical chemistry in the biological systems, coupled with the requirements of manufacturing and market demands, we have grown our employee base over 250% in the past three years. Specifically, we are engaged in research, development, and manufacturing of both OTC and Rx branded products and specialty generic products. Our mission is to understand the science driving the delivery of drugs into the human body; develop and bring to market products that add value to our customers and patients and provide a benefit to our company, employees and society at large.

We truly believe that to innovate and to set us apart, we will need the most talented and tenacious minds. Accordingly, we are always looking for people who are open to challenges, learning-oriented and want to make a difference in their environment. If you want to be a part of a growing, high energy, learning-oriented company and are willing to work hard, we want to hear from you.

This is an exciting time for Tris as we build and expand our Commercial team in support of our ADHD product portfolio. We have an immediate opening for a Director, National Accounts in the WEST US.

The Director, National Accounts is responsible for negotiating coverage (reimbursement) for designated products within assigned account areas through contracting, where necessary, and non-contracting opportunities, where possible. The incumbent assesses and diagnoses the current business environment in each key account to gain positive formulary access for the company portfolio with minimal restrictions. Account responsibilities include, but are not limited to: Pharmacy Benefit Managers, National/Regional Health Plans, State Medicaid, Medicaid PBMS (i.e., Change Healthcare, Magellan, etc.).


  • Facilitates account management by assessing contracting options, coordinating selling activities and customer interactions through effective leadership, communication and implementation with field sales force to ensure appropriate customer needs are met/exceeded

  • Develops and implements partnerships with Sales and Senior Management leaders, in order to build a successful comprehensive business plan to gain product trial and adoption. This includes, but is not limited to: comprehensive account profile, business strategies, financial
models, key result areas, information systems, inventory management strategies, competitive intelligence for each account, current resources being utilized, execution of above, follow up action steps to ensure compliance, and coordination/procurement of available resources, etc.

  • Develops, establishes and strengthens successful business partnerships with external partners and stakeholders including, but not limited to: executive management (Chief Executive Officer (CEO), Chief Financial Officer (CFO), Director of Pharmacy Services, State Medicaid officials and fiscal intermediaries, etc.), medical directors, key physicians and secondary customers (i.e., pharmacists, nurses and other health
care professionals)

  • Implements approved plans and monitors plan execution against targets and regions

  • Develops and implements business reviews of key accounts/marketplace on an agreed upon, consistent basis with Regional Sale Managers (RSMs)

  • Serves as a subject matter expert (SME) and resource in collaboration with Area Business Directors (ABDs), Regional Sales Managers (RSMs) and Sales Representatives when appropriate for accounts within their regions/districts/territories

  • Executes customer calls, consultations on regional accounts outside of assigned key accounts, and specific skill building initiatives with Sales Representatives on managed care selling to drive formulary pull through

  • Participates in key conventions as needed (i.e., Academy of Managed Care Pharmacy (AMCP), National Association of Managed Care Physicians (NAMCP), Pharmaceutical Care Management Association (PCMA), etc.)


Bachelors degree and minimum 8 years relevant national accounts, sales, payer marketing and/or managed markets experience in a pharmaceutical, biotechnology or related industry in positions of increasing technical and strategic responsibility OR a combination of education and 10 years relevant experiences in above specialties in the pharmaceutical, biotechnology or related industry in positions of
increasing technical and strategic responsibility.

  • Strong understanding of the US payer environment, payer market dynamics, payer marketing principles and market access organization decision making process REQUIRED
  • Proven track record of building strong relationships with key decision makers REQUIRED
  • Proven record of high ethical values and health care compliance REQUIRED
  • Demonstrated ability to work closely with field sales organization on account pull through and local training REQUIRED
  • Demonstrated ability to access, analyze and present claims data REQUIRED
  • Government/Tricare/DOD/VA experience REQUIRED
  • National Account management experience with a successful track record within target accounts PREFERRED
  • Proven track record of successful pharmaceutical, biotechnology or business to business sales and/or management experience PREFERRED
  • Experience successfully contracting and negotiating with Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), State
Medicaid decision makers/PBMs (i.e., Change Healthcare, Magellan), Integrated Delivery Networks (IDNs) and Health Systems PREFERRED
  • Experience in Attention Deficient Hyperactivity Disorder (ADHD) therapeutic area PREFERRED

This is a field based position with travel of 60 - 70%. Qualified candidates must live within reasonable driving distance to a major airport.

Tris Pharma, Inc. offers a highly competitive compensation and benefits package. Tris Pharma, Inc. is an Equal Opportunity Employer.

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