Valeant Pharmaceuticals

Director National Accounts (Market Access)

Job ID
Pos. Category
Pos. Type
Full Time


Valeant Pharmaceuticals International, 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.

Through depth and breadth of customer and industry knowledge, the Director of National Accounts will be responsible for aiding in the development of Strategic Markets Division (SMD) sales and marketing initiatives, contract strategies, and pull-thru programs. By participating in the development of these programs it is also the expectation that the National Account Director will take responsibility for communication, facilitation and implementation. These efforts will be directed specifically with the intent to position Valeant Pharmaceuticals International products favorably on MCO formularies. Special emphasis and attention will be required to maximize profitability. Markets identified as potentially within the scope of this position include; HMO’s, PPO’s, EPO’s, PBM’s, GPO’s, Government (VA/DOD), Mail Order, Medicaid/Medicare and Chain Drugs Stores. The position requires broad knowledge of the insurance market, U.S. Healthcare delivery, prescription reimbursement and financial mechanisms.


  • Utilize a high level of influence within Strategic Market’s with key decision makers; create a basis to enhance current and future business opportunities. Apply learnings across disciplines to improve Valeant Pharmaceuticals International market positions.
  • Identify opportunities and apply sound business practices to effect appropriate changes to issues affecting Managed Markets including contracting, formulary access, product distribution, Medicaid/Medicare, Chain Drug Store stocking & services, and Government Selling (VA/DOD).
  • Develop detailed and compelling proposals for plan level contracting strategies within assigned geographies, including financial analyses (sales+/-, Medicaid impact, market share), market research, and competitive response and intelligence overviews. Facilitate approval of these proposals and sell the proposal to the customer.
  • Prioritize geographic projects that address dynamic customer and market conditions, present business case for opportunity evaluation, and coordinate/manage program implementation. (Pull-through, Push-through Programs).
  • Represent the SMD perspective to Sales Team and Management.
  • Build strong-networked relationships with customers, Trade Organizations, Professional Organizations, and other influential groups specific to the market segment.
  • Maintain a strong knowledge and ethical standard with regard to healthcare laws and regulations.
  • Lead communication initiative between SMD and Territory Management at the geographic level. Ensure Territory Managers and their supervisors maintain appropriate level of customer awareness and account messages.
  • Position self as resource for the Sales Division for strategies, tactics and market influences. This to be achieved through maintaining current knowledge of factors affecting local accounts within assigned geographies (including: key contacts, address, phone, client lists, major statistics, # of lives, affiliations, key business initiatives, market forces affecting future growth/sales, plan controls, sales by product and contract information and potential).
  • Assist Supervisor in the development of departmental business initiatives, including; business plans, pull-thru initiatives, account selling strategies, clinical and/or outcome trials, marketing research opportunities, national contract strategy, and managing departmental resources. And other tasks that may be assigned by management at certain times.


  • Minimum of 10 years’ experience in pharmaceutical and/or health care sales.
  • Minimum 3 years’ experience as National Account Manager
  • Experience with various account types (HMO, PBM, GPO, Mail Service, VA/DOD, Drug Stores).
  • Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities.
  • Excellent communication and presentation skills, with strong organizational habits.
  • Experienced developing “pull-through” programs.
  • Demonstrated ability to work collaboratively.
  • BA/BS degree Business and/or Sciences
  • MBA or advanced Degree highly preferred

Valeant Pharmaceuticals is an equal opportunity employer and supports workforce diversity.


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