Director, Key Accounts - Remote

We go where others won’t, taking on some of the biggest public health challenges to protect and enhance millions of lives, and create a better, more secure world. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect and enhance life.

JOB SUMMARY 

This person is responsible for assessing, developing and executing state-level strategies to expand access to the company’s naloxone portfolio. This individual will engage with key state level functions & personnel including procurement, state health departments, public health, correctional healthcare programs, and harm reduction organizations to ensure products and service offering are available, affordable, and aligned with the state’s goals related to opioid overdose prevention. This role drives high-level partnerships, ensuring fiscal stewardship and maximizing public health impact for state accounts.
This role is ideal for someone who possesses the dynamic skills of navigating the complexities of state-level accounts at, with a sense of purpose and passion about public health especially in the context of the opioid crisis.

ESSENTIAL FUNCTIONS
Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Engagement & Account Management

• Develop and execute a state sales business strategy that meets or exceeds financial goals, aligning with broader organizational objectives.
• Identify trends and opportunities for sales optimization through data analytics and use insights to adapt sales strategies and maintain a competitive edge.
• Identify and interact with key decision makers and influencers   within the region to gather insights, expand product visibility, and influence market strategies.
• Maintain compliance with all company policies, practices, and regulations in all aspects of regional sales operations.
• Serve as the primary liaison between the company and customer stakeholders involved in purchasing, distributing, or recommending naloxone.
• Develop and manage strategic relationships with:
  
  • State public health departments and overdose prevention teams
  • Departments of Corrections and Behavioral Health
  • State Emergency Medical Services (EMS) coordinators
  • Harm reduction and syringe services programs (SSPs) funded by the state
  • Other key leaders as identified

Access, Contracting & Procurement

• Lead or support the company’s participation in government-issued Requests for Proposals (RFPs), invitations to bid, and other public procurement processes.
• Coordinate cross-functional teams (legal, pricing, compliance, supply chain, market access) to develop high-quality, compliant RFP submissions that align with public health goals.
• Negotiate and manage state contracts and bulk purchasing arrangements.

Public Health & Funding Strategy

• Identify and support opportunities to leverage federal and state funding streams (e.g., SAMHSA block grants, opioid settlement funds, CDC cooperative agreements) to expand naloxone distribution.
• Partners with government and public health agencies on bulk purchasing programs and public access initiatives (e.g., vending machines, school-based access, first responder programs).

Internal Collaboration

• Provide real-time policy and regulatory insights to market access, government affairs, commercial, and compliance teams.
• Partner with Sr. Director National Sales Strategy & Innovations, Marketing, Analytics & Data, Medical Affairs, and State Government Affairs teams to identify and act on opportunities, share insights, and respond to market changes
• Partner with colleagues in training, analytics, and medical affairs to support appropriate product use and education.

The above statements are intended to describe the nature of work performed by those in this job and are not an exhaustive list of all duties. Nothing in this job description restricts managements right to assign or reassign duties and responsibilities to this job at any time which reflects management’s assignment of essential functions. 

MINIMUM EDUCATION, EXPERIENCE, SKILLS

• Bachelor’s degree required; Master’s in Public Health (MPH), Public Administration (MPA), Master of Business Administration (MBA) or related field preferred.
• 8+ years of experience in pharmaceutical market access, key account management, government affairs, or public health, with a strong focus on state government accounts and public sector purchasing 
• Direct experience working within or closely with state procurement offices, public purchasing teams, or related contracting roles is strongly preferred.
• Proven track record of formulating and executing effective sales strategies to achieve and exceed revenue targets.
• Strong understanding of the competitive landscape and market trends
• Demonstrated experience leading or contributing to responses to government-issued Requests for Proposals (RFPs), bids, or bulk purchasing contracts.
• Knowledge of public sector funding streams such as SAMHSA grants, opioid settlement funds, and federal/state block grants.
• Excellent critical thinking, problem-solving, and business analytics skills to assess regional opportunities and develop data-driven strategies.
• Experience engaging with state government, public health departments, or behavioral health agencies.
• Ability to navigate complex funding landscapes, including government grants and settlements.
• Exceptional communication, negotiation, and relationship management skills

Preferred Attributes

• Deep understanding of the U.S. opioid epidemic, overdose prevention strategies and/or public health crisis.
• Strong network within public health and state account spaces.
• Mission-driven with a passion for improving access to life-saving interventions.
• Strategic and adaptable; comfortable working in a fast-moving policy and healthcare environment.
• Excellent verbal, written, and interpersonal communication skills.
• Ability to work independently and collaboratively across internal and external teams.
• Ability to travel extensively, including overnight stays.

U.S. Base Pay Ranges and Benefits Information

The estimated annual base salary as a new hire for this position ranges from $155,500 to $188,200. Individual base pay depends on various factors such as applicant’s education, experience, skills, and abilities, as well as internal equity and alignment with market data.  The salary may also be adjusted based on applicant’s geographic location.  Certain roles are eligible for additional incentive compensation, including merit increases, annual bonus, [and/or long-term incentives in the form of stock options.]Additionally, Emergent offers a comprehensive benefits package*.  Information regarding additional benefits can be found here:  https://www.emergentbiosolutions.com/careers/life-at-emergent

(*Eligibility for benefits is governed by the applicable plan documents and policies).

If you are selected for an interview, please feel welcome to speak to a Human Resources Partner about our compensation philosophy and available benefits.

There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.

Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.

Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce.  Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.

Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy .

Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions’ approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions’ approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.