National Director of Sales, Market Access

National Director Of Sales, Market Access

Edgepark and Advanced Diabetes Supply Group (ADSG) are leading providers of direct-to-home durable medical equipment and supplies, serving a wide range of patient needs across critical therapy areas. Collectively, Edgepark and ADSG represent the insurance billing and direct-to-patient supplier arm of Cardinal Health - a Fortune 15 global healthcare services and products company headquartered in Dublin, OH. The National Director of Sales, Market Access serves as the dynamic commercial leader for the integrated Edgepark & Advanced Diabetes Supply Group (ADSG) market access sales team. This position is a high-impact leadership role demanding the dynamic oversight of a team of nine National and Regional Account Managers. The leader is uniquely responsible for balancing traditional people management with direct, hands-on support for the team's critical frontline efforts, covering both strategic hunting and complex account management with payers and managed care organizations. By combining rigorous performance management with seasoned expertise in the managed care industry, this leader translates the overarching market access sales strategy into actionable, target-exceeding results. Furthermore, the National Director of Sales, Market Access will directly support the team's diverse account management responsibilities across our network of 500+ existing payers. This hands-on support spans the full relationship lifecycle, managing everything from pipeline generation and dynamic contracting efforts to executing strategies that maximize reach and market penetration, and optimizing cash collections.

Location - Fully remote (nationwide search), with 20 - 30% travel expected

Responsibilities

• Provide dynamic leadership to a team of nine National and Regional Account Managers, setting the standard for commercial excellence and strategic customer engagement
• Strategically coach and develop the team's capabilities, equipping them with the executive presence and advanced business acumen required to successfully negotiate and drive high-impact discussions with payer organizations at the C-suite and senior leadership levels
• Institute rigorous performance management and professional development frameworks to ensure all Account Managers consistently exceed established financial targets, partnership growth objectives, and key performance indicators
• Mandate and oversee the consistent, high-fidelity utilization of Salesforce and enablement tools to ensure data integrity, robust pipeline visibility, and actionable insights into payer engagement lifecycle
• Ensure consistent execution of the overarching managed care sales strategy, translating organizational objectives into clear, actionable plans for the account management team
• Act as a direct executive contact and partner for key national and regional payers, ensuring active participation in ongoing Joint Operating Committees, quarterly business reviews, and strategic business development discussions
• Serve as the primary internal champion and liaison, seamlessly coordinating with cross-functional teams to ensure the flawless execution and post-contract realization of payer programs and contracts
• Drive seamless cross-functional coordination ensuring teams (e.g., Marketing, Finance, RCM, Operations) are aligned and mobilized to successfully execute on high-priority business objectives
• Gather, synthesize, and disseminate market intelligence related to managed care trends, payer policies, and competitor actions to inform team strategy
• Prepare and present regular performance reports, market insights, and strategic recommendations to senior leadership
• Cultivate a high-performance learning culture through coaching, mentorship, and personalized growth plans, actively identifying and preparing top talent for future leadership roles within the organization
• Establish and lead regular strategic development sessions focused on advanced negotiation tactics, value-based contracting complexities, and deep market analysis to continually sharpen the team's commercial and strategic acumen

Qualifications

Ideally targeting individuals with 10+ years of industry-specific experience which could include working for a national / regional payer, working in DME (durable medical equipment), working for a manufacturer, or working for a digital chronic condition management company

Successful track record of recruiting, mentoring, developing, and retaining high-performing teams that consistently exceed performance expectations and drive superior results

Experience coaching and delivering results related to negotiation, contracting strategies, and payer account management within the managed care industry

Experience cultivating strategic C-suite and senior executive leadership partnerships with payers and managed care organizations

Comprehensive understanding of the evolving managed care landscape and the impact of value-based care models

Robust network of strong, existing professional relationships with key decision-makers and influencers within major national and regional payer organizations

Extensive, hands-on experience successfully negotiating, executing, and managing preferred and exclusive payer agreements

Proven expertise in strategic pipeline management with a focus on maximizing team execution and driving differentiated and impactful market access wins

Anticipated pay range : $235,500 - $309,800 (includes targeted variable pay) Bonus eligible : Yes Benefits : Cardinal Health offers a wide variety of benefits and programs to support health and well-being.

Application window anticipated to close : 12 / 01 / 2025