Director, Regional Accounts

Job Description

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Director, Regional Accounts

Job Location: Bridgewater, New Jersey, USA

Job Requisition ID: 15487

Join our global diversified pharmaceutical company enriching lives through our relentless drive to deliver better health outcomes to our patients. We are all in it together to make a difference. Be a part of a culture that doesn't just wait for change but actively creates it-where your skills and values drive our collective progress and impact.

The Regional Account Director is a leadership role within the Market Access, Strategic Account Management organization. This position is responsible for leading, coaching, and developing the Regional Account Executive (RAE) team to drive strategic push\pull-through execution with field sales, while maximizing profitable access for Bausch Health products across key accounts and geographies.

Key Responsibilities

• Provide direct leadership to the Regional Account Executive team to achieve regional, state, and local account profitability and sales objectives through effective managed markets execution and optimized access strategies.
• Lead the development and execution of strategic push\pull-through initiatives in partnership with field sales teams to ensure alignment and impact.
• Collaborate with Sales Leadership to educate and support the effective implementation of Market Access strategies and processes.
• Partner with National Account Directors to design and implement programs, services, and communication strategies that align with brand objectives and address customer needs.
• Identify and assess customer needs; ensure insights are integrated into Market Access strategies and cross-functional initiatives.
• Drive the development and timely delivery of tools and analytics to evaluate contracting outcomes and pull-through investment performance.
• Contribute to the development of managed markets strategies at the national, regional, and local levels in collaboration with Brand, Medical, Sales, and Market Access stakeholders.
• Actively participate in key internal meetings, including Core Team calls, leadership meetings, product launches, National Sales Planning sessions, and Market Access leadership forums.
• Partner with Sales Training and Market Access Leadership to develop and enhance training programs that build Market Access capabilities and leadership competencies.
• Travel expectation: approximately 50-75%.

Qualifications and Experience

• Education: Bachelor's degree in a relevant field required; MBA or advanced degree preferred.
• Experience:
• Minimum of 10 years of pharmaceutical industry experience, including sales leadership.
• Proven ability to lead, develop, and mentor high-performing teams, with a strong focus on talent development, succession planning, and employee engagement.
• Demonstrated experience in payer account management, including contracting strategies and strategic account planning to optimize patient access while achieving profitability targets.
• Proven success in securing favorable medical and pharmacy policy and formulary positioning with payers.
• Broad understanding of the healthcare landscape, including specialty pharmacy and distribution channels.
• Strong business acumen, financial and business analytics capability, and project management proficiency.
• Strong interpersonal, leadership, and collaboration skills with the ability to influence stakeholders across all levels of the organization.
• Proven ability to prioritize, manage multiple projects, and execute with a high degree of professionalism and accountability.
• Advanced project management, organizational, and presentation skills with demonstrated executive presence.
• Deep understanding of market access contracting, including pre- and post-contract analytics, RFP processes (e.g., Medicare Part D bid cycles), and rebate validation.
• Knowledge of payer reimbursement, Pharmacy & Therapeutics (P&T) committee processes, utilization management, and policy development.
• Strong analytical and problem-solving skills with the ability to conduct gap analyses and derive actionable insights.
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, and Outlook).
• Self-motivated, proactive, and results-oriented with excellent communication, listening, and customer service capabilities.

The range of starting base pay for this role is 193K - 266K. Actual starting pay will be based on a wide range of factors including, but not limited to, relevant skills, experience, qualifications, education and location. In addition to base pay, this position is eligible for participation in either (i) our annual bonus program or (ii) a sales incentive plan.

Benefits package includes a comprehensive Medical (includes Prescription Drug), Dental, Vision, Flexible Spending Accounts, 401(k) with matching company contribution, discretionary time off, paid sick time, stock purchase plan, tuition reimbursement, parental leave, short-term and long-term disability, life insurance, accidental death & dismemberment insurance, paid holidays, employee referral bonuses and employee discounts.

We are an Equal Opportunity Employer. EOE Disability/Veteran. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates collaboration.

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