Modeln Enterprise Account Director at Model N to drive new customer acquisition and strategic account expansion in 340B and Gross-to-Net portfolio. Manage complex sales cycles with healthcare executives.
Responsibilities
We are seeking an Enterprise Account Director specializing in 340B Strategic Solutions to drive new customer acquisition and strategic account expansion within our 340B and Gross-to-Net portfolio.
Reporting to the Vice President of Strategic Sales, you will manage a portfolio of strategic enterprise pharmaceutical and life sciences accounts, lead complex consultative sales cycles with healthcare executives and C-suite stakeholders, and serve as a trusted advisor helping customers optimize their 340B programs and Gross-to-Net revenue management.
This is an ideal role if: - You have deep expertise in the 340B program and regulatory environment - You understand the business pressures facing pharmaceutical manufacturers in government pricing and programs - You can sell complex technology solutions through consultative, value-based selling to regulated enterprise accounts - You thrive in a fast-paced, high-growth environment and want to shape a market category
Lead 340B-focused new customer acquisition – Identify, pursue, and close enterprise pharmaceutical and life sciences customers looking to modernize their 340B program management and Gross-to-Net capabilities
Drive strategic account expansion – Expand wallet share within existing 340B customers through upsell, cross-sell, and adoption initiatives; serve as the primary executive relationship owner for complex accounts
Develop consultative sales strategies – Build and execute strategic commercial plans that address customer business challenges (program compliance, pricing accuracy, operational efficiency, regulatory risk)
Lead complex enterprise sales cycles – Navigate multi-stakeholder environments involving 340B program directors, finance, legal, compliance, market access, and executive leadership; handle complex negotiations and commercial discussions
Build trusted customer relationships – Establish and cultivate relationships with senior stakeholders across program management, commercial, finance, legal, and operations to promote solution adoption and value realization
Execute disciplined pipeline management – Maintain accurate pipeline and account data in Salesforce; establish clear forecasting and ensure consistent visibility into deal progress and customer engagement
Meet revenue targets – Consistently achieve or exceed pipeline development and bookings targets in line with Model N’s 340B commercial strategy
Collaborate cross-functionally – Partner with Solutions Engineering, Product, Marketing, and Customer Success to deliver customer value, incorporate market feedback into product roadmap, and strengthen 340B market positioning
Lead strategic customer engagements – Co-lead quarterly business reviews and strategic planning sessions with enterprise customers; position Model N as a thought leader in 340B program optimization
Qualification
Ability to navigate fast-paced
Required
Deep expertise in the 340B program and regulatory environment
Understanding of pharmaceutical manufacturers' business pressures
Experience selling complex technology solutions through consultative selling
Ability to navigate fast-paced, high-growth environments
