Medicaid National Account Director

Location: San Francisco, CA, United States

Date Updated: Jul 10, 2025

Job ID: 10429

Description

Ascendis Health Companies, Inc. is a diverse and decentralized pharmaceutical company that is committed to focusing on our key stakeholders while delivering consistently high performance. Our values provide the overall direction for our company and provide us with the tools necessary to rise to any challenge by leveraging our collective hard work and effort along with our unwavering competitive spirit. These values help us set goals based on our organization’s potential and what we hope it will become.

Job Description

The National Account Director, Medicaid (West) position reports to the Senior Director, National Accounts and Payor Strategy and is responsible for developing and leveraging relationships with the FFS Medicaid Program stakeholders and influencers to gain and maintain access for Ascendis products. This role is responsible for the implementation of short- and long-term business plans that will optimize appropriate coverage, payment of and patient access to Ascendis products. This individual will assess sales implications of short- and long-term actions with each FFS Medicaid Program customer and take action to move decisions in a direction that continues to open patient access to care aligned with the respective package inserts. Efforts will include working with Medicaid program decision makers including DUR and P&T committees, as well as the following influencers: Medicaid Pools, PDL Vendors, POS and PA Vendors, etc. There will also be internally focused responsibilities of executing pull-through and supplemental contracting strategies when needed to optimize coverage.

The Medicaid National Account Director (WEST) is expected to work with minimal supervision and demonstrate strategic independent thought. This individual will work closely with Pricing & Contracting, HEOR, Advocacy, Patient Services, Marketing, Finance, Operations and Sales Leadership, to ensure consistent exchange of important coverage information, marketplace dynamics, and messages that should be consistently communicated. This role will provide periodic market updates to Sales Management that link important provider, payer and health care reform trends and issues as well as documents initiatives and their outcomes.

The position is remotely based. Travel up to 50%.

Key Responsibilities include but are not limited to:

• Leading contract pricing committee discussions regarding approvals for contracting requests for targeted accounts.
• Support business development opportunity assessments for market access considerations.
• Influence the development of strategies and solutions to address marketplace opportunities and barriers while proactively considering future market events (ie competitor launch)
• Independently seek analysis to support negotiations as a backbone for fact-based decision making working in partnership with finance, business analytics and medical affairs (HEOR)
• Provide customer insights and expertise in combination with analytics for support of key business decisions and strategies.
• Implements strategies and tactics to support appropriate formulary placement, reimbursement (coverage, coding, payment and patient access) across payer customers
• Negotiates cost effective contracts that allow access to all Ascendis products for providers and their patients
• Full understanding of outcome goals in Medicaid payers assigned
• Creates clear messages for dissemination to sales on important payer trends, reimbursement changes, and billing requirements that will affect product utilization
• Represents the Ascendis Market Access Team at priority national Medicaid organizations
• Attends/participates in assigned state-based DUR and P&T meetings
• Work with the Ascendis Patient Services Field Reimbursement Managers to assure accurate coverage determinations are rendered and resolve customer issues

Minimum Qualifications:

• Bachelor's degree required; Master's/advanced degree preferred; Minimum 10 years field-based pharmaceutical/biotech Market Access, Sales and/or Marketing experience, with at least 5 years of direct managed care experience in the Medicaid channel.
• Established and current relationships with Pharmacy Directors and Medical Directors within key assigned accounts (i.e., Medi-Cal).
• Role models behaviors consistent with the company vision, mission and values (Patients, Science, Passion).
• Therapeutic experience in Endocrine marketplace preferred.
• Demonstrated knowledge of payer decision-making for formulary processes, coverage, utilization management and patient access to self injectables
• Exceptional communication & influencing skills that include verbal, written and presentation abilities.
• Demonstrated problem-solving capabilities in overcoming complex market and stakeholder relationships.
• Proven experience in successfully negotiating mutually beneficial contracts and agreements.
• Outstanding consultative and networking capabilities.
• Possesses broad based and in-depth understanding of reimbursement issues, payer segments, and the use of specialty pharmacies,
• Extensive relationships and contracting experience with payers, health systems and organized customers at the national and regional level. Develops & nurtures key external relationships with payers, KOLs and business partners.
• Delivers and implements Business Account plans for all assigned customers and outlines required financial results.
• Becomes an expert on the Ascendis target therapeutic areas, products and competitive products.
• Develops and sustains highly collaborative and effective cross-functional working relationships with global (US and European) colleagues.
• Excellent project management skills, with the ability to handle multiple competing priorities and tasks at once.
• Ability to skillfully negotiate in tough/complex situations with both internal and external groups.
• Understanding of organizational behavior, corporate culture and be able to flourish in a complex and rapidly evolving entrepreneurial workplace.
• This role is field based and will require up to 50-65% travel.

The anticipated salary range for this role is $240,00-$265,000