Director, Regional Account Lead

This role is considered Virtual.OverviewAs the Director, Regional Accounts (Team Lead), you will play a crucial role in shaping and executing our US market access strategy. This position demands a nuanced understanding of the U.S. healthcare reimbursement landscape, including Medicare and Commercial health insurance. Your primary focus will be to develop and lead a team of regional account leads (RALs), ensuring they maintain strategic relationships with regional payers and achieve optimal access to Alnylam's innovative therapeutic portfolio. This role requires a dynamic approach to adapt strategies to evolving market conditions, healthcare policies, and payer needs.You will be responsible for mentoring and guiding your team, helping them craft and communicate compelling value propositions to key regional payers, negotiate favorable access and medical policy requirements, and assist with the pull-through of complex contracting agreements. Staying ahead of industry trends and regulatory changes, you will leverage these insights to identify opportunities and mitigate risks.In this high-impact role, collaboration with cross-functional teams is essential. You will work closely with sales, marketing, medical affairs, and health economics teams to ensure that market access strategies are integrated with Alnylam's overall commercial objectives. Your leadership will not only drive commercial success but also support Alnylam's mission of transforming the lives of patients through innovative drug discoveries.This position is field-based (remote working) but will require up to 50-70% travel and reports to the Senior Director, National Accounts.Key ObjectivesLead and mentor a team of regional account leads (RALs) to deliver on Alnylam's strategic goals and optimize patient access with MCO's, PBM's and IDN payers for the innovative products coming to market.Ensure cross-functional coordination with the Alnylam leadership team to represent the vision and mission for the company.Refine and execute the payer strategy in alignment with agreed-upon objectives in a timely manner to brand the company, the science, and technology within the payer channel.Address the needs of the marketplace creatively to optimize Alnylam's success in creating access for the patients served.Leverage successful access with all entities to ensure successful pull-through with field sales.AccountabilitiesTeam Leadership ResponsibilitiesDevelop and implement training programs for RALs to enhance their effectiveness in payer negotiations and relationship management.Provide regular performance feedback, coaching, and professional development opportunities to team members.Foster a collaborative and high-performing team culture that encourages innovation and accountability.Account ResponsibilitiesEstablish and maintain multi-touch points at strategic payer accounts, including the C-suite level, to create and communicate the value of Alnylam's products.Navigate payer organizations to ensure Alnylam is building relationships with all key decision-makers and potential influencers.Create partnerships with payer accounts for synergistic long-term relationships, paving the way for the pipeline of innovative products from Alnylam.Ensure proper identification and prioritization of payer accounts.Develop access-maximizing programs for each account.Continuously improve innovative programs to meet the account's and Alnylam's needs.Ensure Alnylam access positioning and/or appropriate medical coverage policy development where applicable.Support Sales Pull-throughReview data (sales, trends, comparison, etc.) to identify pull-through opportunities.Develop (and align) business cases (including tactics, budgets, KPIs) for investment based on clear pull-through assumptions.Work with regional business directors and sales to execute pull-through plans.Assist in training the field on payer knowledge and formulary/processes for reimbursement.Organizational ResponsibilitiesCollaborate with Senior Alnylam leadership, pricing and contracting analytics, and medical outcomes science liaisons (MOSLs) to deliver account goals.Develop and maintain relationships with other internal support functions (e.g., legal, compliance, payer marketing, contracting operations, pricing and contracting strategy, etc.).Deliver payer insights back to market access, HEOR, and patient services teams as appropriate.Ensure the team provides above-brand and on-brand disease-state and product education to key stakeholders within regional payer accounts.Key DeliverablesStrategic plan for the account that is aligned across Alnylam.Optimal access positioning under the medical benefit and medical policy coverage of Alnylam products.Increased sales pull-through.QualificationsBS (preferably Business or Science background), advanced degree a plus (MBA, PharmD).Minimum 5 years of pharmaceutical experience in RAM, KAM, or sales management; prior direct payer experience is a plus.Clear understanding of buy-and-bill dynamics: knowledge and experience with drugs covered under the medical benefit, payer utilization management strategies, site of care management, Medicare Advantage/FFS reimbursement dynamics, etc.Experience with value-based contracting: understanding of challenges, limitations, and utility of value- or outcomes-based contract arrangements.In-depth knowledge of payer/PBM economics: understanding key issues and how these shift given the changing US healthcare landscape.In-depth pharma knowledge: including prescribing, regulations, supply chain, managed care, sales, and legal.Strategic thinking: understand account priorities and impact on individual decision-makers.Consultative selling: ability to identify emerging stakeholder needs and to problem-solve innovative ways (programs, contracts, etc.) for Alnylam to help meet those needs.Clear understanding of analytics: ability to apply analytical insight to drive account performance and ability to "ask the right questions" of analytical resources.Business planning: develop a robust and challenging business plan for the account, and align Alnylam stakeholders against delivery.#LI-DNIAbout Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by "interfering" with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we've been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as one of Science Magazine's Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK - among others.At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.>