National Account Director, Pharmacy Channel Management

Job Summary

National Account Director (NAD) — Pharmacy Channel Management is a strategic leader responsible for managing national pharmacy relationships, FFS contracting, cross‑functional collaboration, channel expertise, generating actionable insights, and protecting Gross‑to‑Net performance. The role is the primary cross‑functional owner for national pharmacy channel strategy and execution, ensuring brand, FFS programs, KPIs, and patient support goals are met while maintaining compliance and ensuring launch excellence.

Key Responsibilities

• Serve as primary J&J account liaison for assigned national pharmacy partners, managing long‑term relationships and strategic alignment.
• Act as single point of accountability for contract implementation, performance monitoring, escalations, and issue resolution.
• Collaborate with cross‑functional teams (PECS, SMOx, brand partners, SAM Team, etc.) to communicate enterprise needs to pharmacy accounts.
• Engage pharmacy accounts to identify solutions and strategies that improve patient experience.
• Facilitate quarterly business reviews to identify insights, trends, and opportunities for journey improvement.
• Lead cross‑functional partners to achieve contract goals and ensure accurate implementation with FMV guidance and HCC/Legal approval.
• Act as channel lead for new product launches, line extensions, and related contractual requirements.
• Attend channel conferences and trade shows to inform healthcare ecosystem opportunities.

Leadership Responsibilities

• Demonstrate balanced judgment when combining innovation, business strategy, and compliance in account engagement.
• Apply channel and marketplace knowledge to develop and execute strategic business plans.
• Understand value‑based healthcare economics, payment and delivery models, and payer/provider/patient roles.
• Collaborate across J&J operating companies and functional areas.
• Champion and manage change, coaching others to adapt quickly.
• Serve as interface between SCG, customers, brands, and senior management, working across key functional areas.
• Own external customer engagements and build high‑impact, strategic relationships.

Qualifications

• BA/BS degree required.
• Minimum 8 years progressive experience in pharmaceutical account management, payer or pharmacy contracting, market access, or commercial strategy.
• Track record of leading complex negotiations and delivering measurable financial outcomes.
• Demonstrated success in achieving results and strategy development.
• Strong analytical skills and ability to translate data into actionable insights.
• Ability to collaborate at various organizational levels.
• Effective communication skills and ability to defend business arguments.
• Previous people management strongly preferred.
• Experience in decentralized and cross‑functional business models and project leadership in matrix environments preferred.
• Valid U.S. driver’s license and successful background check required.

Required Skills

• Account Management
• Alliance Formation
• Commercial Awareness
• Customer Centricity
• Customer Experience Management
• Interpersonal Influence
• Lead Generation
• Mentorship
• Organizing
• Personalized Services
• Pharmaceutical Sales Marketing
• Program Management
• Revenue Management
• Sales Presentations
• Sales Trend Analysis
• Solutions Selling
• Strategic Thinking
• Technical Credibility

Travel

Field‑based position requiring up to 25% travel for meetings, conferences, training, overnight stays, and weekends.

Salary

Anticipated base pay range: $122,000.00 – $212,750.00.

Benefits

Eligible for company retirement plans, long‑term incentive program, and various time‑off benefits including vacation, sick time, holiday pay, parental leave, bereavement leave, caregiver leave, volunteer leave, and military spouse time‑off. Detailed benefit information is available on the company website.

Locations

• Albuquerque, New Mexico
• Chicago, Illinois
• Dallas, Texas
• Denver, Colorado
• Horsham, Pennsylvania
• Kansas City, Missouri
• St. Louis, Missouri
• Titusville, New Jersey

Equal Opportunity Employer

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities.

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