Key Account Director, Health System & Institutional Accounts

Location: Dallas-Fort Worth, Texas and/or Philadelphia Area, PA preferred

Function: U.S. Commercial Organisation

Role Type: National role

Travel: Approximately 50% to 70% national travel

Key Responsibilities 

• Identify, prioritise and manage high-value institutional accounts, including academic medical centres, Integrated Delivery Networks, neuroscience institutes, rehabilitation hospitals, VA facilities, 340B Covered Entities and DSH hospitals.
• Lead the development, negotiation, execution and implementation of health-system purchase agreements, institutional pharmacy agreements, outpatient pharmacy participation agreements, contract pricing arrangements, 340B-related strategies and strategic commercial partnerships.
• Build relationships with health-system outpatient pharmacies, hospital-owned specialty pharmacies, discharge pharmacies, contract pharmacies and pharmacy networks to support product availability, stocking, fulfilment and patient access.
• Partner with neurology, PM&R, spasticity clinics, movement disorder programmes, MS centres, stroke programmes, ALS clinics and rehabilitation teams to understand account-level patient needs and access barriers.
• Work cross-functionally with Market Access, Trade, Legal, Finance, Supply Chain, Sales, Medical Affairs, Patient Services and Commercial Operations to move opportunities from account planning through to agreement and implementation.
• Track account progress, contract status, pharmacy activation, product stocking, prescription pull-through, access barriers, revenue impact and executive relationship development.

 

About You

• A bachelor’s degree, with an advanced degree in business, pharmacy, health administration or a related field preferred.
• 10+ years’ experience in pharmaceutical, biotech, specialty pharmacy, market access, institutional account, health-system, national account or key account roles.
• Proven ability to manage complex accounts and develop commercial relationships with IDNs, academic centres, outpatient pharmacies, 340B entities or institutional pharmacy programmes.
• Experience supporting or negotiating purchase agreements, pricing arrangements, pharmacy participation agreements or institutional commercial contracts, strongly preferred.
• Understanding of 340B, DSH hospitals, Medicare, Medicaid, commercial reimbursement, outpatient pharmacy, specialty pharmacy and trade/distribution channels, preferred.
• Experience in neurology, rehabilitation medicine, spasticity, movement disorders or complex chronic disease, preferred.
• Strong business acumen, executive presence, negotiation skills, project management capability and cross-functional leadership.

 

What Success Looks Like

In this role, success will include building and maintaining strategic account plans, establishing executive account relationships, executing and implementing commercial agreements, activating outpatient pharmacies, supporting 340B and DSH opportunities, improving product access and fulfilment, and creating scalable processes to support future launches.

Compliance

All activities must be conducted in accordance with FDA-approved product labelling, applicable healthcare laws and regulations, Rosemont policies, pricing and contracting governance, and promotional compliance standards.

We are committed to fostering an environment of enablement where our people can grow, develop their talents, and pursue meaningful career paths. By placing patients and customers at the heart of everything we do, we drive high performance through accountability, consistency, and a strong governance structure. We champion inclusion, community, and a rewarding employee experience – creating a culture that supports development, celebrates achievement, and empowers individuals to thrive.

Diversity & Inclusion is integral to our culture and reflecting the patients we serve. At Rosemont, we believe equal opportunity for all is fundamental to our company’s values and all our applicants can expect fairness and transparency in our recruitment process.