Commercial Head, Accounts

Overview
Indivior is a global pharmaceutical company working to help change patients' lives by developing medicines to treat opioid use disorder (OUD).
Our vision is that all patients around the world will have access to evidence-based treatment for OUD and we are dedicated to transforming OUD from a global human crisis to a recognized and treated chronic disease.
Building on its global portfolio of OUD treatments, Indivior has a pipeline of product candidates designed to expand on its heritage in this category.
Headquartered in the United States in Richmond, VA, Indivior employs approximately 500 individuals globally.
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POSITION SUMMARY:
The Commercial Head, Accounts is a senior leadership role responsible for shaping and executing the national account strategy across key institutional and organized customer segments.
This role leads a team of Account Directors and collaborates cross-functionally to drive access, growth, and long-term partnerships with addiction treatment centers, health systems, integrated delivery networks (IDNs), Veterans Affairs (VA), and other high-impact accounts.
Essential Functions
Strategic Leadership
Develop and implement a national commercial strategy aligned with corporate objectives and therapeutic priorities.
Lead the design and execution of account segmentation, targeting, and engagement models.
Serve as a strategic advisor to the SVP, Commercial on market dynamics, access trends, and customer insights.
Team Management
Direct and mentor a team of Account Directors.
Foster a high-performance culture focused on accountability, collaboration, and innovation.
Oversee recruitment, onboarding, and development of account team talent.
Customer Engagement
Cultivate executive-level relationships with key decision-makers across health systems, and coordinate with matrix partners to support efforts with payers and government entities.
Ensure consistent delivery of value-based solutions tailored to account needs.
Represent the company at industry forums, conferences, and strategic customer engagements.
Cross-Functional Collaboration
Partner with Market Access, Medical Affairs, Marketing, Channel, and Compliance to ensure coordinated execution.
Align account strategies with field sales, reimbursement, and patient support services.
Performance & Analytics
Set and monitor KPIs for account performance, access milestones, and revenue growth.
Leverage data analytics to inform decision-making and optimize resource allocation.
Ensure compliance with all regulatory and ethical standards.
Minimum Qualifications
Bachelor's degree required; MBA or advanced degree preferred.
10+ years of progressive commercial/sales experience in the pharmaceutical or biotech industry as well as leadership experience.
Proven success in leading national account teams and driving access in complex healthcare environments.
Deep understanding of organized customer models, including IDNs, VA, and correctional health systems.
Strong business acumen, strategic thinking, and executive presence.
Competencies/Conduct
Strategic Thinking: Ability to develop long-term strategies that drive business success.
Leadership: Strong leadership skills to motivate and manage a diverse team.
Analytical Skills: Strong analytical and problem-solving skills to make data-driven decisions.
Customer Focus: Deep commitment to understanding and meeting customer needs.
Adaptability: Ability to thrive in a fast-paced, dynamic environment and manage change effectively.
Communication: Excellent verbal and written communication skills, with the ability to present ideas clearly and persuasively.
Benefits
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do.
The Indivior experience includes:
3 weeks' vacation plus floating holidays and sick leave, plus company closure from December 24th- January 1st
401(k) and Profit Sharing Plan - Company match of 75% on your first 6% of contributions and profit sharing contribution equal to 4% of your eligible pay
U.S. Employee Stock Purchase Plan - 15% Discount
Comprehensive Medical, Dental, Vision, Life and Disability coverage
Health, Dependent Care and Limited Purpose Flex Spending and HSA options
Adoption assistance
Tuition reimbursement
Concierge/personal assistance services
Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
Gym, fitness facility and cell phone discounts
Guiding Principles
Indivior's guiding principles are the foundation for each employee's success and growth.
Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
Compliance Obligations
Indivior is committed to maintaining a workplace where employees are committed to compliance and feel comfortable raising concerns about potential violations of policies or unethical behaviour.
As part of your responsibilities, you are expected to:
Employee Obligations: Have unquestionable ethics and integrity with the willingness to stand firm on these principles even under significant pressure
Risk IQ: Know what policies apply to your role and adhere to them.
Speak Up: If you see something, say something.
Manager Obligations:
Have unquestionable ethics and integrity with the willingness to stand firm on these principles even under significant pressure
Reinforce risk awareness with your team, with accountability and oversight for ongoing review and mitigation.
Model and reinforce a Speak Up culture on your team.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined.
The employee may perform other functions that may be assigned.
Management retains the discretion to add or change the duties of this position at any time.
EQUAL EMPLOYMENT OPPORTUNITY
EOE/Minorities/Females/Vet/Disabled
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