Associate Director/Director, Market Access Operations

Department: Market Access
Position Classification: Full Time / Exempt
Location: Yardley, Pennsylvania

The Associate Director or Director, Market Access Operations is responsible for the management and co-development of channel strategy including the operational components of the XHANCE Preferred Pharmacy Network (PPN) and as necessary – trade partners. This role will be primarily responsible for managing the PPN
activities, developing key channel metrics and monitoring performance, maintaining ongoing training, and ensuring a high level of service to patients and providers through various programs as well as adequate inventory. In addition, the role will support the identification and contracting with new pharmacies to expand the PPN as needed. Furthermore, the role is a strong customer-facing role; interacting externally with key customers and internally with Sales and Marketing, Commercial Analytics, Compliance, Legal and Finance in the development, implementation and communication of strategies, policies and contractual obligations associated with driving channel strategies. This individual will help drive recognition and understanding of the changing healthcare landscape. Incumbent can be based in headquarters or in a remote field -based location.

Key Responsibilities

  • Manage specialty pharmacy operations to ensure patient access and healthcare provider support and implement channel activities that support brand goals and field-based priorities.
  • Effectively work with all key stakeholders to ensure channel support to drive alignment on channel strategy and impact to the business.
  • Ensure channel strategy alignment with financial and organizational goals and brand strategies.
  • Interface with distribution partners to ensure timely fulfillment of product needs in all channels.
  • Steer development and implementation of channel strategy dashboards, tracking performance indicators and business impact.
  • Proactively conduct competitive analysis and evaluate changing marketplace; crafting and presenting recommendations on channel strategies to senior management.

Key Activities

Channel Marketing Strategy Development

  • Support development of channel and distribution strategy
  • Develop strategic plans to drive sales through channels and deepen engagement with channel partners
  • Negotiate with key customers and uncover channel strategy opportunities for organization
  • Work with outside consultants in support of product distribution strategies and patient support programs
  • Develop promotional materials for physician and patient in support of brand strategies
  • Analyze marketplace, industry trends, customers, and competitors to develop a clear vision and aligned strategy for channels

Customer Relations

  • Develop strong customer relationships with partners and deep understanding of their business models and operating processes.
  • Ensure effective implementation of all Optinose programs with customers
  • Bolster sales team understanding of customer capabilities and support programs offered.

Strategy Deployment Monitoring and Tracking

  • Develop strong customer relationships with partners and deep understanding of their business models and operating processes.
  • Define and track metrics to measure effectiveness and reach of each channel.
  • Update and report strategy effectiveness vs expected results to senior management.
  • Leverage organizational resources to develop standardized tools for strategy evaluation.


  • Bachelor’s degree in business or other critical thinking major. Advanced business-related degree preferred, such as an MBA.
  • 5-10 years of experience in the US pharmaceutical industry with an emphasis in drug procurement, payer coverage and reimbursement, and patient assistance programs, including experience in contract negotiation and account management.
  • Demonstrated expertise with billing, coding, and general pharmacy benefit management.
  • Strong preference for background in working with specialty pharmacies.
  • Experience in pharmaceutical sales, sales operations, finance, and/or other commercial/analytical functional areas a plus.
  • Proven ability to persuade and influence others collaboratively, including account management, marketing, strategic planning, legal, finance, and other key areas.
  • Proven teamwork and collaboration skills with a demonstrated track record leading highly matrixed, cross-functional work teams comprised of high-level managers and executives.
  • Ability to apply appropriate interpersonal styles and communications methods to influence and build effective relationships with business partners (e.g. peers, functional
    partners, external vendors and alliance partners).
  • Expertise in evaluating and synthesizing qualitative and quantitative data and incorporating this information into sound decision criteria. Applied understanding and utilization of economic, financial, and industry data to accurately diagnose business strengths and weaknesses and to analyze and act on threats and business needs.
  • Ability to effectively manage competing priorities with strong sense of urgency.
  • Creative/innovative thinker with understanding of legal/regulatory environment.
  • Strong written and verbal communication and presentation skills.
  • Models highest level of professional behavior and ethics.
  • Can be based in remote field location – strong preference to be located near major US metropolitan area.

About Optinose

OptiNose Inc. is a global specialty pharmaceutical company on a single-minded mission to improve lives. Launched in 2010 on the foundation of a first technology acquired from Norway, and headquartered in Yardley, Pennsylvania, today Optinose is comprised of highly motivated and highly accomplished professionals working from offices in the U.S., U.K., and Norway. Optinose has both a proven record of successful product development and a promising pipeline of new products.

The Company’s first products are based on a patented closed-palate breath-enabled technology called Optinose Exhalation Delivery Systems. This technology is a platform for developing novel treatments that create meaningful new clinical benefits by enabling high and deep intranasal deposition of carefully selected medications. Optinose successfully developed a first product in the neurology therapeutic area (approved and launched as ONZETRA® Xsail®) and licensed North American commercialization rights to Otsuka (Avanir subsidiary).

In September 2017, Optinose received FDA approval for a product indicated to treat nasal polyps. In 2018, we plan to initiate additional clinical trials to seek a follow-on indication. Optinose is actively growing its team to support this exciting product, including commercial, supply chain, compliance, quality assurance and other key team members.

Looking further ahead, Optinose has other pipeline products targeting large markets with significant unmet needs. These include nose-to-brain applications in the central nervous system therapeutic area (such as OPN-300 for autism) and multiple opportunities in the ENT and allergy therapeutic areas.

Dedicated professionals at Optinose are building a new kind of organization from scratch without the encumbrances of a company with legacy systems and beliefs. Our team is unified by a shared mission: to improve lives. We will do this while creating great value for the healthcare system and great outcomes for investors. As innovators in every aspect of our work, we will pursue faster and less costly product development, explore evolving commercial business models, and actively seek innovative ways to be more effective and efficient. We will operate with an unwavering and overarching commitment to doing what is right. We are committed to working together as a team that chooses to live every day by core company values that guide our daily behaviors, creating a foundation for future success. These include friendship, possibility thinking, fearless conversations, openness, authenticity, perseverance, and one mission.