National Key Accounts Executive Director (NKAED)

The Executive Director, National Key Accounts Director (NKAD) is a senior commercial leader responsible for developing and providing the strategy, vision, and direction for the national Key Accounts channel for Tryngolza (olezarsen), while building, directing, and continuously elevating a national team of Regional Key Account Directors (RKADs) and their KAM organizations across the United States. The NKAD defines and owns how Ionis engages with priority Integrated Delivery Networks (IDNs), academic medical centers, organized medical groups, and large health systems at a national scale; establishes enterprise engagement standards and ensures that regional and cross-functional execution is consistently aligned to the strategy.

This leader serves as the enterprise commercial owner and senior advisor to executive Commercial leadership for the KAM channel, shaping and integrating national brand, market access, medical, trade and distribution, field, and operational strategy with account-level execution. The NKAD is accountable for national KAM channel performance, including patient identification, institutional access, on-label adoption, and revenues in the institutions they’re responsible for while contributing to top-line sales growth for Tryngolza (olezarsen).

The NKAD partners with senior leaders across Market Access, Medical Affairs, Brand Marketing, Trade & Distribution, Field Teams, and Commercial Operations to establish cohesive direction, shape the integrated commercial model, anticipate factors that may influence Ionis’s strategy and market position, translate broader Commercial strategy into muti-functional objectives, and ensure that the One Ionis account approach is delivered with consistency and impact across the country - enabling strong performance, achieving meaningful outcomes, and delivering against defined goals.

CORE RESPONSIBILITIES

1. National Channel Strategy & Commercial Performance Ownership

Develop, and provide the strategy, vision, and direction for the national Key Account channel for TRYNGOLZA, translating broader company and franchise strategy into coordinated muti-functional objectives and a coherent, executable national account framework. Define national account tiering criteria, enterprise engagement standards, and KAM channel operating principles. Set national performance targets for formulary wins, institutional access milestones, patient identification, and pull-through execution.

Monitor national performance against these objectives, identify systemic gaps, and lead strategic course corrections across the RKAD organization.

2. Senior People Leadership & Organizational Development

Lead, develop, and retain a team of RKADs, each accountable for a multi-state region and a team of KAMs. Establish consistent expectations for team performance, coaching standards, and talent development across the national organization. Conduct structured performance and development reviews with RKADs, assess regional execution quality, and ensure each RKAD is building depth, capability, and succession within their team.

Build a high-performing, inclusive, and accountable national organization aligned with Ionis Core Principles.

3. National Account Strategy & Enterprise Partnership Development

Lead or sponsor direct engagement with nationally significant health system partners — including IDN C-suite executives, national pharmacy leadership, and GPO or integrated system partners — where national commercial leadership presence drives strategic impact beyond what regional leaders can achieve. Champion the development of enterprise-level institutional partnerships that advance appropriate patient access, care pathway integration, and long-term adoption of TRYNGOLZA.

4. Commercial Leadership Team Integration & Cross-Functional Ownership

Serve as the enterprise leader and principal advisor to executive Commercial leadership for the national KAM channel. Lead with senior partners across Market Access, Brand Marketing, Field Sales, Medical Affairs, Trade & Distribution, and Commercial Operations to develop integrated strategy, establish multi-functional objectives, and influence the policies and practices governing enterprise account engagement. Co-own the design and evolution of the One Ionis account model alongside senior cross-functional partners, ensuring coordinated field execution at every account touchpoint.

Provide cohesive direction toward company goals and serve as the senior escalation and decision owner for national-level account matters requiring executive or cross-functional resolution.

5. National Intelligence & Strategic Insights

Synthesize field-level intelligence from across the RKAD organization — including formulary and access trends, competitive dynamics, health system decision-making patterns, and emerging patient identification barriers — into coherent national strategic insights. Assess emerging and intangible market variables, anticipate factors that may influence Ionis’s commercial strategy and position in the market, and translate national account intelligence into strategic direction and decisions for executive leadership, market access, brand strategy, field deployment, and operational planning. Serve as a primary voice of the field in national strategy forums, brand planning cycles, and commercial leadership reviews.

6. Channel Architecture & Operational Standards

Establish, implement, and continuously improve the enterprise account-management policies, practices, operating frameworks, standards, and tools that enable coordinated, high-quality KAM channel execution nationwide — including account planning standards, quarterly priority account reviews, CRM utilization expectations, field ride protocols, cross-functional coordination processes, and performance management rhythms. Partner with senior leaders in Commercial Operations to ensure the KAM organization is equipped with the analytics, resources, and systems needed to execute with precision and accountability.

7. Operational Excellence & Compliance Leadership

Champion a culture of full compliance across the national KAM organization. Ensure 100% adherence to patient privacy standards, adverse event reporting obligations, mandatory training requirements, and all applicable promotional, legal, and regulatory policies. Engage proactively with Compliance to identify and address systemic or emerging risk areas across the field organization.

Model and reinforce compliant, ethical commercial behavior at every level of the team.

EDUCATION, EXPERIENCE, AND OTHER REQUIREMENTS

• Valid U.S. driver's license and driving record in compliance with company standards.
• Bachelor's degree required; advanced degree (MBA, PharmD, MPH) or equivalent experience strongly preferred.
• A minimum of 20 years of pharmaceutical or biotech commercial experience (18 years with advanced degree), including a sustained track record of progressive leadership in field commercial roles.
• Minimum of 6 years in people leadership roles, including at least 2 years leading managers or directors with their own field-based teams (i.e., second-level leadership experience required).
• Demonstrated success building and leading national or multi-regional commercial organizations with accountability for enterprise strategy, revenue performance, resource allocation, talent development, and strategic execution.
• Deep expertise in institutional account management, including direct experience with IDN and academic medical center engagement, P&T committee processes, formulary strategy, and multi-stakeholder health system navigation.
• Proven track record of developing and executing national commercial channel strategies in complex, launch-stage or growth-stage specialty or rare disease environments.
• Experience engaging national-level health system executives, GPO leadership, or enterprise institutional partners in strategic, outcomes-oriented discussions at a scale commensurate with this role.
• Demonstrated experience advising executive leaders, influencing multi-functional strategy and policy, and leading decisions involving complex or highly critical commercial matters.
• Demonstrated ability to lead and integrate cross-functional field organizations — spanning commercial, medical, and access functions — within a coordinated national enterprise account model.
• Experience in cardiometabolic, lipidology, endocrinology, or a specialist-driven therapeutic area requiring active patient identification and care pathway development strongly preferred.
• Strong working knowledge of the managed care and specialty pharmacy landscape, including the structural relationship between payer policy, specialty distribution, and institutional formulary and prescribing decisions.
• Familiarity with EHR systems (e.g., Epic, Oracle/Cerner, Meditech) and the institutional workflows governing drug file additions, electronic prescribing, and order set management preferred.
• Willingness to travel nationally, including regular field visits with RKADs and KAMs and direct engagement at priority accounts and industry forums. Estimated travel: up to 50–60%.
• Must have a valid driver's license. Must be able to comply with all applicable healthcare provider access requirements, including background check and vaccination requirements where applicable.
• Demonstrates and upholds behaviors that are in alignment with Ionis Culture, Core Principles, and Working with Each Other policy.

Ionis offers an excellent benefits package! Follow this link for more details: Ionis Benefits

The pay scale for this position is $260,000-295,000

Ionis Pharmaceuticals, Inc. and all its subsidiaries are proud to be EEO employers.

#J-18808-Ljbffr