Director Integrated Market Development
About the role
Position Summary
The Director Integrated Market Development is a newly consolidated role that unifies two previously separate functions — field payer relations and segment market development — into a single accountable leader who owns TCMD's full field ecosystem-building motion. This role is the primary interface between TCMD's upstream strategy (clinical evidence, product positioning, payer coverage policy) and the markets where that strategy must be realized: the clinical accounts, payer systems, and integrated health networks where referral decisions are made and coverage is determined.
In practical terms, this leader owns two distinct but interdependent capabilities: the field payer engagement function (structured account plans, air game strategy, and KPI-driven payer relationship management across regional and national payers) and the clinical segment market development and downstream marketing function (HCP ecosystem building, clinical education deployment, and referral development across oncology, vascular/therapy, and respiratory segments). Both functions report through this role. Both are deployed against an analytics-fed targeting model. Both operate as coordinated inputs to the coverage and referral outcomes TCMD's strategic plan requires.
This role is the sole commercial conduit through which clinical evidence and economic arguments produced by the Office of Medical Affairs & Health Economics enter field deployment. It does not generate clinical strategy — it receives it from Medical Affairs and the Group Product Category Director and translates it into field execution plans with named accountabilities, defined KPIs, and measurable outcomes. The Director is accountable for execution quality, field discipline, and market access results — not for the upstream evidence or positioning those results depend on.
The ideal candidate brings 8–12 years of experience spanning market access, managed care, and field market development in medical devices or related regulated healthcare industries. This individual is equally comfortable in a payer medical director meeting and a clinical account strategy session — and has the organizational discipline to run two distinct field teams as one coordinated function.
Accountabilities & Responsibilities
Field Payer Access
- Structured account plans and KPI-driven payer relationship management across regional and national payers
- Air game strategy and deployment of clinical evidence into payer systems
- Coordination with Medical Affairs and Group Product Category Director to translate clinical strategy into field execution plans