Regional Account Director

Location: West- CAJob Title: Regional Account DirectorReports to: Head of US OperationsAbout LXO USLXO US is a dynamic, entrepreneurial pharmaceutical organization focused on commercializing innovative products in the US market. As part of a recent strategic acquisition, we are building a lean team to drive growth and integration. With a small US footprint, we emphasize collaboration, agility, and broad ownership to achieve ambitious goals in a fast-paced environment.Position SummaryLXO is seeking a Regional Account Director — West Region to support growth across key hospital, ASC, and health system accounts, with a primary focus on California. This role is ideal for a commercially strong, account-based sales leader with established relationships in anesthesia, PACU, perioperative services, pharmacy, and/or major health systems.The RAD will be responsible for developing and executing territory-level growth plans, expanding access, supporting formulary and protocol adoption, and driving appropriate utilization of LXO’s products in hospital and ASC settings. This is a high-impact field role requiring strong business ownership, disciplined account planning, and the ability to navigate complex health system decision-making.Key ResponsibilitiesAccount Ownership & Territory GrowthOwn and execute the West Region territory plan, with California as the core focus.Identify, prioritize, and develop high-value hospitals, ASCs, IDNs, and health system accounts.Build account plans that include stakeholder mapping, access barriers, formulary status, orderability, stocking, protocol opportunities, and pull-through actions.Drive territory performance through both new account development and deeper penetration of existing accounts.Health System & Stakeholder EngagementLeverage established relationships with anesthesia, PACU, pharmacy, perioperative leadership, ASC administrators, and/or major health systems.Develop credible relationships with key clinical, operational, and economic stakeholders.Support appropriate product education using approved materials and compliant messaging.Partner with hospital and ASC stakeholders to understand workflow, protocol, purchasing, and utilization barriers.Access, Formulary & Pull-ThroughSupport formulary, P&T, protocol, order set, and pathway-related opportunities.Help accounts move from product awareness to access, stocking, first use, repeat use, and sustained adoption.Work cross-functionally with Marketing, Commercial Operations, Market Access, Trade, and Leadership to resolve account-level barriers.Capture field insights and translate them into practical recommendations for commercial execution.Compliance & Execution DisciplineConduct all activity in accordance with FDA promotional requirements, company policies, PhRMA Code principles, Sunshine/Open Payments requirements, and applicable healthcare compliance standards.Use CRM consistently to document account plans, stakeholder engagement, opportunities, barriers, and next steps.Maintain a high level of professionalism, urgency, and accountability in a field-based environment.Ideal Candidate ProfileThe ideal candidate has strong California market knowledge and direct relationships across hospital, ASC, anesthesia, PACU, pharmacy, perioperative, and/or health system stakeholders. This person should be comfortable operating with autonomy, building territory strategy, and turning complex account dynamics into practical action.QualificationsBachelor’s degree required.5+ years of pharmaceutical, medical device, hospital, ASC, or specialty account management experience.Demonstrated success selling into or managing complex hospital, ASC, IDN, or health system accounts.Established relationships in California with anesthesia, PACU, perioperative services, pharmacy, ASC leadership, and/or major health systems.Strong understanding of hospital and/or ASC decision-making, including formulary, pharmacy, P&T, purchasing, order sets, protocols, and clinical workflows.Proven ability to build territory plans, prioritize accounts, manage stakeholders, and drive measurable account progression.Excellent communication, business planning, and cross-functional collaboration skills.Ability to travel frequently within the West Region, especially California.Preferred QualificationsExperience in anesthesia, perioperative care, PACU, surgery centers, antiemetics, hospital injectables, or acute care products.Existing relationships with major California health systems, academic centers, large community hospitals, and/or ASC networks.Experience supporting formulary submissions, protocol development, order set implementation, or pathway adoption.Familiarity with GPOs, IDNs, wholesalers, hospital pharmacy operations, and ASC purchasing models.Experience working in a smaller, growth-oriented commercial organization where field input directly shapes strategy.LXO US offers a competitive compensation package, including base salary, performance bonuses, car allowance, and comprehensive benefits. We are committed to fostering an inclusive, innovative culture where every team member contributes to our shared success.