Regional Account Director - Northwest

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WA,OR, Northern CA (incl. San Francisco) and AK, United States


The Regional Account Director (RAD) position reports to the Zone Business Director (ZBD), and serves as the primary point of contact with assigned regional payer customers.  These customers may include managed care organizations (MCOs), pharmacy benefit managers (PBMs), and other payer customers such as integrated delivery networks (IDNs) and organized provider groups (OPGs) as may be assigned by the ZBD.

Full Description

The Regional Account Director (RAD) position reports to the Zone Business Director (ZBD), and serves as the primary point of contact with assigned regional payer customers.  These customers may include managed care organizations (MCOs), pharmacy benefit managers (PBMs), and other payer customers such as integrated delivery networks (IDNs) and organized provider groups (OPGs) as may be assigned by the ZBD.

This individual is responsible for:

  • Maintaining full compliance with all Acorda policies and procedures
  • Gaining formulary access with assigned customers
  • Meeting key objectives for Acorda products
  • Executing account-specific business plans
  • Preparing the marketplace for new product entries
  • Coordinating push-through/pull-through program(s) via:
    • Collaboration with Regional Business Directors (RBDs), Area Business Managers (ABMs), and other Account Directors
    • Activities in support of national account formulary wins, at the regional level
  • Ensuring relevant information regarding assigned accounts is communicated to the ZBD
  • Completing other ad hoc projects as assigned by leadership 

*Essential Duties and Responsibilities include the following. Other duties may be assigned.

  • Critical knowledge
  • Account business planning and development
  • Tactical execution
  • Customer relationship management
  • Consultative selling
  • Service as a market access marketplace resource for the ZBD and other regional colleagues

A description of these responsibilities is included under each of the roles.  

Account Business Planning and Development

Development of account business plans will draw on the RAD’s critical knowledge of products, processes, customers, and the marketplace.  The RAD will utilize Acorda account planning processes to develop a customer business plan for each assigned account, applying knowledge of the customer’s goals, processes, and environment to draft approaches for achieving business goals as outlined in annual Acorda corporate business plans.

As part of the planning process, the RAD:

  • Identifies and allocates appropriate resources.
  • Tracks results against the plan over time and adjusts priorities and resources as customers and markets change during the performance period.
  • Modifies business plans based on customer needs.
  • Creates mutually beneficial solutions and alternatives for accounts.
  • Communicates account performance to the ZBD.
  • Maintains a long term perspective when developing plans for each account.
  • Provides input into the integrated regional business plans.

Tactical Execution

The RAD will implement customer business plans to achieve account-specific objectives.  This execution includes coordination with appropriate account management and field sales colleagues, as well as internal team members, to secure formulary access, drive effective pull-through of Acorda products, and achieve overall organization goals.

As part of the execution process, the RAD:

  • Identifies, develops, and executes business opportunities for Acorda by focusing on formulary access for Acorda products within targeted payer customers.
  • Negotiates formulary contracts, where applicable, within the approved rebate liability limits that are aligned with the market access business unit goals.
  • Tracks and analyzes contracted product performance and communicates account performance to the ZBD.
  • Documents all account meetings within the CRM system according to Acorda standards, including recording within appropriate timeframes and securing customer records in a timely manner.
  • Engages the field team in regard to appropriate messaging, to drive contract utilization.

Customer Relationship Management

It is critical for the RAD to identify key customer personnel, distinguishing internal connections within and across key departments, as well as developing and expanding relationships that will assist in achieving business plan goals.

As part of the relationship management efforts, the RAD:

  • Performs a regular customer business review with each assigned account, focused on that assigned account’s sales of Acorda products, data analytics on utilization, and data reporting accuracy.
  • Communicates effectively, both within the company regarding all aspects of the market access business, as well as outside Acorda to the payer community and other key constituents.

Consultative Selling

To deliver an account business plan, as well as Acorda organizational objectives, the RAD will conduct structured business meetings and presentations, with each assigned market access account, that include clinical (with MSL support) and relevant utilization information on Acorda products.

As part of the selling process, the RAD:

  • Develops an understanding of each customer’s business processes and environment.
  • Cultivates an awareness of customers’ business goals, processes, and environment.
  • Actively engages customers, with the intention of optimizing formulary access for Acorda products. 

Education and/or Experience:

Bachelor’s degree required. MBA or other advanced degree preferred with five to ten years related experience in the pharmaceutical/biotech industry, four of which should be in Market Access. Experience in sales management is preferred. Proven track record with strong existing account relationships is preferred. 

Supervisory Responsibilities: None. 


Representing the company to regional payer customers requires the RAD to have a strong working knowledge with regard to Acorda products and the competition, as well as a keen understanding of our business processes.  Equally important is awareness of general payer dynamics, customer organizations, their goals, and the market influences affecting their businesses. 

Computer Skills:

  • Must be proficient in MS Office Suite. 

Certificates, Licenses, Registrations:

  • Valid and current driver's license and current auto insurance. 

Other Skills and Abilities:

  • Demonstrated ability to develop, communicate, and implement successful strategic initiatives at the national level
  • Ability to effectively compete for resources with both internal and external customers
  • Demonstrated ability to thrive in a dynamic, fast-paced environment
  • Excellent written and verbal communication skills, including presentation skills
  • Ability to prioritize and multi-task successfully in a fast paced environment
  • Excellent time management skills with a sense of urgency and a proven ability to work on multiple projects at any given time 

Physical Demands:

The physical demands here are representative of those that must be met by an employee to successfully perform the essential functions of this job. 

The average travel for this position is 40-50% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

No specific work demands.

*To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.