Regional Director, Key Accounts - West US
Company Overview
Our Mission: At Esperion, we are working tirelessly to deliver innovative medicines that help patients reach their goals today, tomorrow, and into the future.
Esperion is a fully remote based company with a corporate headquarters located in Ann Arbor, MI. The Company offers a competitive salary including a performance-based incentive program aligned with company policies and stock-based compensation, a comprehensive benefits package including a 401(k) matching plan and health insurance, and paid time off and holidays.
Position Title: Regional Director, Key Accounts (RDKA)
The Regional Director, Key Accounts (RDKA) is a first-line people leader responsible for leading a team of Key Account Directors/Managers and for developing and executing regional strategies and account plans across assigned Integrated Delivery Networks (IDNs), large health systems, and other organized customers. This role builds and maintains senior relationships with executive and clinical leadership within targeted accounts through value-driven, compliant engagement. The RDKA partners cross-functionally to support appropriate patient utilization aligned with patient needs and access while ensuring the team operates within all legal, regulatory, and corporate policies. This role reports into the National Director, Key Accounts.
Territory: Western United States
Essential Duties and Responsibilities*
- Lead, coach, and develop a regional team of Key Account Directors/Managers, including onboarding, field coaching, capability building, and succession planning.
- Set clear expectations and drive accountability through goal setting, performance management, and ongoing feedback aligned to company values and compliance standards.
- Own regional business planning, including prioritization of key accounts, resource allocation, forecasting, and execution of national and regional initiatives.
- Provide strategic oversight for development and execution of comprehensive account plans for priority IDNs and health systems, ensuring plans are insight-driven and compliant.
- Build and maintain executive-level relationships with C-Suite, pharmacy leadership, medical directors, and population health stakeholders within select strategic accounts.
- Partner cross-functionally navigating complex account structures including GPOs, IDNs, ACOs, specialty pharmacies, and integrated care models to support patient access and appropriate utilization.
- Partner with Medical Affairs, Market Access, Marketing, and Patient Support Services to coordinate compliant resolve barriers to access.
- Monitor regional and account performance metrics, analyze trends, and drive action plans to improve outcomes.
- Ensure accurate and timely completion of required administrative and compliance activities across the team (e.g., reporting, expense management, credentialing), and escalate issues as appropriate.
- Represent the region in cross-functional forums by providing field insights that inform regional and national strategy, operational improvements, and customer engagement models.
*additional duties and responsibilities as assigned
Qualifications (Education & Experience)
- Bachelor’s degree is required. Preferred degree in sciences (e.g., Biology, Chemistry, Physics, Kinesiology, Pre-med, other STEM background) and 10+ years of pharmaceutical or relevant healthcare sales/market access experience, including 5+ years in key account management/IDN engagement; or equivalent education and experience.
- Demonstrated first-line people leadership experience (e.g., hiring, coaching, performance management) leading a field-based team; experience leading KAM/KAD, IDN, or complex account teams strongly preferred.
- Proven track record of high performance engaging and working with complex health systems and organized customers (e.g., IDNs, AMCs, large group practices) with strong understanding of formulary processes, care delivery models, navigating patient journeys, and account-based selling strategies.
- Experience driving regional business planning, forecasting, and execution of strategy through others.
- Knowledge of cardiovascular and heart failure marketplace is highly preferred.
- Experience collaborating cross-functional partners across Sales, Market Access, and Marketing teams while compliantly engaging Medical teams when needed.
- Must be willing and able to travel up to 40% including overnight stays for business needs and occasional Regional and National Sales Meetings.
- Valid driver’s license and clean driving record that meets Esperion employment standards.
- Desire to work in a start-up environment or successful experience operating in an entrepreneurial account model with responsibility for leading performance within a large geographic region.
- Ability to embrace a performance driven and growth culture.
- Demonstrated excellent presentation and communication skills.
- Ability to influence and work successfully with varied audiences, including customers, colleagues, and scientific and technical leaders.
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