Collegium Pharmaceuticals

Director of National Accounts - Field Based

3 months ago
# of Openings
Market Access & Trade


The Director of National Accounts (DNA), under the guidance of the VP of Market Access and Trade, will support the commercialization of next generation, abuse deterrent products for patients suffering from chronic pain.DNAs are responsible for developing and maintaining relationships with national and select regional managed care organizations.This is a unique opportunity to join a small and highly experienced team that will shape Collegium’s market access strategy.


  • Communicate the clinical and economic value of Collegium’s products to managed care organizations in accordance with brand positioning and account-level pricing strategy.
  • Utilize supporting tools (e.g. budget impact models, clinical data, disease-state data) to educate pharmacy directors and secure favorable access to Collegium’s products.
  • Negotiate and manage private payer contracts for select target accounts.
  • Create clear and concise account plans/profiles and account access goals that are grounded in customer analytics, customer feedback, and competitive intelligence.
  • Work directly with the home-office market access team to make data-driven contracting decisions.
  • Educate the commercial team and field sales team on evolving market and account-level dynamics.
  • Work with the field sales team on pull through opportunities related to key formulary decisions.
  • Assist with the development of Collegium’s payer value proposition and market access strategy for Xtampza ER™ and other pipeline products.


  • Commitment to representing Collegium and its products with the highest level of professionalism and ethics at all times.
  • Prior experience as a national or regional account director with current pharmacy director relationships throughout the managed care community.
  • Strong team player who brings a sense of urgency to every account interaction and who thrives in a collaborative decision making environment.
  • Comfort with basic market access data tools (Fingertip Formulary/MMIT, IMS FIA).
  • Commitment to using data analytics to inform appropriate account-level decisions.
  • Commitment to embracing new ideas and new ways of securing access.
  • Willingness to work on projects unrelated to primary role as the need arises.

Additional experience desired:


  • Undergraduate degree in a quantitative discipline (economics, accounting, finance etc.)
  • Experience in the pain management category
  • Prior launch experience


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