The National Accounts Director position reports to the Head of Market Access and is responsible for developing and leveraging relationships with payers 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 payer customer and take action to move payer decisions in a direction that continue to open patient access to care. These actions will be a result of building strong relationships with payer Medical and Pharmacy Directors (clinical and administrative), Case Managers, and other Pharmacy and Medical benefit managers. Efforts will include working with headquarters of managed care organizations and executing pull-through and contracting strategies to local offices of the national organizations, as well as initiatives with other large and local managed care organizations.

The National Account Director is expected to work with minimal supervision and demonstrate strategic independent thought. This individual will work closely with Marketing, Account Management, Finance, Government and Sales Leadership, to ensure consistent exchange of important payer 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. Key Responsibilities include but are not limited to:

  • 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 Commercial and 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 payer organizations
  • Attends/participates in existing state-based managed care organizations
  • Maintains accurate account information in required customer database
  • Work with the various Ascendis Patient Services Hub and Nurse case managers to assure accurate coverage determinations are rendered and resolve customer issues.


  • Bachelor's degree required; Master's/advanced degree preferred; Minimum 10 years field-based pharmaceutical/biotech Sales and/or Marketing experience, with at least 5 years of direct managed care experience.
  • Established and current relationships with Pharmacy Directors and Medical Directors within key assigned accounts.
  • 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, coding, billing, and patient access to drugs, biologicals, medical devices.
  • Exceptional communication & influencing skills that include verbal, written and presentation abilities.
  • Demonstrated problem-solving capabilities in overcoming complex market and stakeholder relationships.
  • Experience is successfully negotiating contracts and agreements.
  • Outstanding consultative and networking capabilities.
  • Possesses broad based and in-depth understanding of reimbursement issues, payer segments, use of specialty pharmacies, the J-Code application process, managed market customers including private and public payers, national and regional health plans, state Medicaid, Medicare Part B and D, VA/DOD, PBM's, Employers, IDNs, Medical Groups and ACOs.
  • 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 25-30% travel.
  • New hires based in the US will be required to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption or accommodation to this vaccination requirement, subject to applicable law
  • Salary range: $190-230K/year


  • Medical insurance
  • Vision insurance
  • Dental insurance
  • 401(k)
  • Paid maternity leave
  • Paid paternity leave
  • Commuter benefits
  • Disability insurance