National Account Director - Heart Failure
The National Account Director is a senior, field-based commercial leader responsible for both managing a team of Key Account Managers and directly overseeing select high-priority strategic accounts. This player-coach role drives national execution and adoption of an innovative drug/device therapy for patients with worsening heart failure. The director provides hands-on leadership, strategic direction, and expert guidance to ensure effective onboarding, P&T success, and operationalization across complex health systems and IDNs. In addition to coaching and developing the Key Account Manager team, the role requires personally leveraging established, trusted relationships within the Heart Failure community to accelerate access and influence key decision makers. The director partners closely with cross-functional teams to align field execution with broader commercial strategy. Success in this role requires strong cardiovascular account experience, proven leadership capability, and deep familiarity with health system dynamics. This position plays a critical role in shaping national growth, customer success, and long-term strategic adoption of the therapy.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Leadership Responsibilities (People Manager)
- Lead, manage, and develop a team of Key Account Managers, including hiring, training, performance management, coaching, and ongoing capability development
- Build and execute national and regional account strategies to support consistent and scalable adoption of subcutaneous furosemide across key health systems and IDNs.
- Leverage extensive existing HF relationships to help accelerate team access, open strategic system doors, and enhance credibility during top-level engagements.
- Monitor and manage team performance metrics, provide field coaching, and ensure achievement of regional and national objectives.
- Ensure consistent execution of best practices, including hospital onboarding, P&T and formulary processes, and cross-functional collaboration.
- Synthesize insights from team members and communicate key trends to leadership, enabling effective strategy adjustments.
- Foster a culture of compliance, ensuring all activities align with legal, regulatory, and ethical standards.
Direct Account Ownership Responsibilities (Player)
- Personally manage select high-priority national or strategic accounts, supported by existing relationships and network influence within the HF community.
- Initiate, support, and grow adoption of subcutaneous furosemide within assigned accounts.
- Leverage existing HF relationships to facilitate faster adoption, secure executive sponsorship, and accelerate implementation.
- Assist HCP champions and system leaders in operationalizing the therapy within their care pathways.
- Navigate complex IDN structures to maximize product access and address barriers to adoption.
- Provide expert guidance during hospital onboarding, including P&T and formulary processes.
- Conduct product presentations, education, and in-service training for healthcare professionals within assigned strategic accounts.
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Qualifications
MINIMUM KNOWLEDGE, SKILLS, AND ABILITIES:
The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.
- Education: Bachelor’s degree required.
- Experience:
- 7+ years of cardiovascular and/or IDN account management experience.
- 2+ years of leadership experience managing commercial or account-management field teams.
- Established and current relationships within the Cardiovascular community, including CV specialists, advanced CV program leaders, and health system decision makers. Preference for experience in Heart Failure.
- Demonstrated success leading both team performance and direct strategic account management (player-coach or similar hybrid roles strongly preferred).
- Strong leadership, strategic thinking, and executive communication skills.
- Deep understanding of IDN structures, hospital processes, and account-based selling.
- Familiarity with PHrMA & Sunshine Act requirements.
- Licenses/Certificates: Valid driver’s license.
- Technical Skills: Proficiency with Microsoft Office Suite.
PREFERRED QUALIFICATIONS:
- Education: Advanced Degree
- Experience and/or Training: Quality improvement and care management pathway outcomes across large health systems, physician groups and/or payers
- Experience with hospital P&T and Formulary approval processes highly preferred
Additional Information
OUR CULTURAL BELIEFS
Patient Minded - I act with the patient’s best interest in mind.
Client Delight - I own every client experience and its impact on results.
Take Action - I am empowered and hold myself accountable.
Grow Talent - I own my development and invest in the development of others.
Win Together - I passionately connect with anyone, anywhere, anytime to achieve results.
Communication Matters - I speak up to create transparent, thoughtful and timely dialogue.
Embrace Diversity - I create an environment of awareness and respect
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