📌 Core Information
🔹 Job Title: Director, National Account Management (Elevance/CarelonRx/Kaiser/MediCal)
🔹 Company: Shionogi Inc.
🔹 Location: Florham Park, New Jersey, United States
🔹 Job Type: Full-Time
🔹 Category: Pharmaceuticals
🔹 Date Posted: June 27, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Developing and implementing integrated account strategies for Ensitrelvir and Zatolmilast
- Leading cross-functional access planning and managing key account relationships
- Maximizing market access and reimbursement for Shionogi's products
- Collaborating with diverse internal stakeholders to achieve access goals
ASSUMPTION: This role requires a strategic mindset, strong negotiation skills, and deep experience in market access to manage complex national accounts effectively.
📋 Key Responsibilities
✅ Serve as lead for Shionogi relationship and B2B engagement with assigned accounts
✅ Identify competitive threats and develop response strategies
✅ Lead cross-functional access planning and ensure effective use of Shionogi resources
✅ Develop and oversee implementation of strategies and tactics for appropriate reimbursement and pathways
✅ Develop medium to long-term access strategies to maximize product value for payers and patients
✅ Lead the preparation, negotiation, management, and acceptance of government and/or commercial contracts with assigned payers
✅ Work closely with Regional Account Manager(s) and sales leadership to drive field force communications and pull through maximization
ASSUMPTION: This role involves frequent travel, up to 50%, which may include overnight/weekend travel.
🎯 Required Qualifications
Education: Bachelor’s Degree required; Advanced Degree preferred
Experience: A minimum of 10+ years of biotech/pharma Market Access experience with prior leadership roles in account management and/or sales management
Required Skills:
- Strong Market Access Payer and PBM understanding
- Well-developed negotiation skills
- High level of awareness and understanding of contract strategy implications
- In-depth knowledge of key account selling for targeted channels/segments
- Experience building, recruiting, managing, and developing account management team(s)
- Experience in contract development and negotiation with exceptional consultative and networking capabilities
- Experienced in customer negotiation, financial analysis, legal influences, and execution/implementation of contracting activities
Preferred Skills:
- Experience integrating Health Economics and Medical Affairs resources into access planning
- Demonstrated ability to collaborate with a diverse matrix of internal stakeholders
- Ability to identify future policies, practices, and trends affecting payer management and access decision-making
- Experience leading pull through efforts with sales leadership and field sales teams
ASSUMPTION: Candidates with experience in both specialty outpatient and primary care at the national account level will be highly competitive for this role.
💰 Compensation & Benefits
Salary Range: $200,000 - $250,000 per year
Benefits:
- Comprehensive Benefits
- Vehicle Allowance
- Bonus
- Long-term Incentive
Working Hours: Full-time, typically 40 hours per week, with flexibility for remote work
ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Pharmaceuticals
Company Size: Not specified (check LinkedIn for updated information)
Founded: 1962 (Shionogi & Co., Ltd.)
Company Description:
- Shionogi Inc. is the U.S. subsidiary of Shionogi & Co., Ltd., based in Osaka, Japan
- Focuses on the discovery and development of medicines to treat infectious diseases and other unmet medical needs
- Committed to improving the quality of life for patients around the world
Company Specialties:
- Antiviral drugs
- Antibiotics
- Rare diseases
Company Website: https://www.shionogi.com/
ASSUMPTION: Shionogi Inc. is a mid-sized pharmaceutical company with a strong focus on innovation and improving patient outcomes.
📊 Role Analysis
Career Level: Senior Management
Reporting Structure: Reports directly to the Senior Vice President, Market Access
Work Arrangement: On-site, with up to 50% travel
Growth Opportunities:
- Potential to expand responsibilities based on business needs
- Opportunities to collaborate with cross-functional teams and develop leadership skills
- Possibility to work on innovative therapies and contribute to improving patient lives
ASSUMPTION: This role offers significant growth potential for candidates with strong leadership skills and a strategic mindset.
🌍 Location & Work Environment
Office Type: Corporate headquarters
Office Location(s): Florham Park, New Jersey
Geographic Context:
- Florham Park is located in Morris County, New Jersey
- Approximately 30 miles west of New York City
- Offers a mix of urban and suburban living with easy access to cultural attractions and outdoor recreation
Work Schedule: Full-time, typically 40 hours per week, with flexibility for remote work
ASSUMPTION: The work environment is dynamic and collaborative, with a strong focus on cross-functional teamwork and achieving strategic goals.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen
- In-person or virtual interviews with cross-functional stakeholders
- Final interview with the hiring manager
Key Assessment Areas:
- Market Access and Payer strategy
- Contract negotiation and management
- Cross-functional collaboration and leadership
- Problem-solving and strategic thinking
Application Tips:
- Highlight relevant Market Access experience and achievements in your resume
- Tailor your cover letter to demonstrate your understanding of the role and Shionogi's mission
- Prepare for behavioral and situational interview questions focused on your experience in account management and market access
ATS Keywords: Market Access, Account Management, Payer Strategy, Contract Negotiation, Cross-functional Collaboration, Leadership, Strategic Thinking
ASSUMPTION: The application process may include assessments or case studies to evaluate your problem-solving skills and strategic mindset.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, Veeva)
- Market research and analytics tools
- Contract lifecycle management software
ASSUMPTION: Familiarity with industry-standard tools and technologies is expected, and specific tools may be mentioned during the interview process.
👔 Cultural Fit Considerations
Company Values:
- Patient-centric
- Innovative
- Collaborative
- Accountable
Work Style:
- Dynamic and fast-paced
- Cross-functional and collaborative
- Results-driven and strategic
Self-Assessment Questions:
- How do you prioritize and manage multiple projects and deadlines in a fast-paced environment?
- Can you describe a time when you successfully negotiated a complex contract with a payer or other stakeholder?
- How do you approach building and maintaining strong relationships with key decision-makers in target accounts?
ASSUMPTION: Shionogi values candidates who are patient-centric, innovative, collaborative, and accountable, with a strong work ethic and a strategic mindset.
⚠️ Potential Challenges
- Managing complex national accounts and multiple priorities simultaneously
- Navigating a dynamic and competitive market access landscape
- Balancing the needs of patients, payers, and internal stakeholders
- Adapting to changes in the market access environment and regulatory landscape
ASSUMPTION: Successful candidates will be able to thrive in a challenging and dynamic environment, demonstrating strong leadership, strategic thinking, and adaptability.
📈 Similar Roles Comparison
- This role is similar to other National Account Management positions in the pharmaceutical industry but may have a greater focus on strategic planning and cross-functional collaboration
- Industry-specific context: The pharmaceutical industry is highly competitive and regulated, requiring strong negotiation skills and a deep understanding of market access strategies
- Career path comparison: This role can serve as a stepping stone to senior leadership positions in market access or other areas of the pharmaceutical industry
ASSUMPTION: Candidates with experience in similar roles in the pharmaceutical industry or related industries will be well-positioned to succeed in this role.
📝 Sample Projects
- Developing and implementing a strategic account plan for a major payer, resulting in improved access and reimbursement for a novel therapy
- Leading a cross-functional team to negotiate and secure a favorable contract with a key account, ensuring optimal patient access and maximizing product value
- Identifying and addressing competitive threats in the market access landscape, and developing response strategies to maintain optimal product access
ASSUMPTION: Successful candidates will be able to provide specific examples of their experience in market access and account management, demonstrating their ability to drive strategic results.
❓ Key Questions to Ask During Interview
- How does this role fit into the broader market access strategy for Shionogi's portfolio?
- Can you describe the team structure and dynamics within the Market Access organization?
- What are the most significant challenges facing the company in the market access landscape, and how can this role contribute to addressing them?
- How does Shionogi support the professional development and growth of its employees in market access roles?
- What are the key priorities for this role in the first 90 days?
ASSUMPTION: Asking thoughtful and strategic questions during the interview process will demonstrate your interest in the role and commitment to driving success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight relevant Market Access experience and skills
- Write a cover letter that demonstrates your understanding of the role and Shionogi's mission
- Prepare for behavioral and situational interview questions focused on your experience in account management and market access
- Follow up with the hiring manager one week after submitting your application, inquiring about the status of your application and expressing your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
