National Account Specialist - West Coast

Location: Bay Area or Greater Los Angeles, CA

Scope: California, National Health Systems and National Dermatology Accounts

Reports to: VP of Sales

Lucas James Talent Partners is partnering with Phothera, a Madison Medical company within Madison Industries, on a direct hire opportunity for a National Accounts Specialist.

This is a field-based healthcare sales role supporting Phothera's key national health systems and national dermatology accounts. The ideal candidate brings current or recent dermatology sales experience, established relationships within the dermatology community, and a proven ability to drive utilization and prescription growth within complex healthcare organizations.

About Phothera

Phothera is part of Madison Medical, the healthcare and life sciences platform of Madison Industries, a global organization focused on building and scaling market-leading businesses.

Phothera is advancing phototherapy to improve outcomes for patients with chronic skin conditions such as psoriasis, eczema, and vitiligo. Their solutions provide a safe, effective, and cost-efficient alternative to traditional therapies, enabling patients to receive treatment in the comfort of their own home.

As the organization continues to grow, Phothera is investing in expanding access and utilization across key strategic accounts, including national health systems and dermatology networks.

The Opportunity

Phothera is seeking a National Accounts Specialist to drive growth across some of the most important healthcare and dermatology organizations in California.

This role will serve as the primary point of contact for Kaiser Permanente while also supporting additional strategic health systems, dermatology organizations, and large physician groups throughout California.

Success in this position requires more than territory coverage. We are looking for someone who understands the California healthcare landscape, has experience navigating large health systems and dermatology organizations, and can build relationships that translate into measurable business growth.

The ideal candidate brings existing healthcare relationships, strong account management skills, and a proven ability to influence providers, administrators, and key stakeholders across complex organizations.

This role requires residency in or relocation to either the Bay Area or Greater Los Angeles market.

Territory Overview

• This role can be based in either the Bay Area or Greater Los Angeles market.
• Coverage spans the entire state of California, with responsibility for supporting Kaiser Permanente and other assigned strategic health system and dermatology accounts.
• Kaiser Permanente will serve as the primary strategic account for this role.
• Additional responsibilities include supporting key dermatology organizations, health systems, and strategic accounts throughout California.
• Coverage is focused on high-volume health system and dermatology locations across the state.
• Regular statewide travel is required, including air travel as needed, to support provider engagement, account meetings, presentations, and strategic account initiatives.
• Account assignments may be tailored based on a candidate's existing relationships and experience within the California dermatology and healthcare market.

Key Responsibilities

Strategic Account Management

• Serve as the primary field-based representative supporting Kaiser Permanente and other assigned strategic accounts
• Develop and execute account growth plans designed to increase utilization and patient access
• Identify opportunities to expand awareness, adoption, and prescription volume within assigned organizations
• Build relationships with key clinical, operational, and administrative stakeholders

Business Development & Growth

• Leverage existing relationships to accelerate account penetration and utilization
• Identify new opportunities within health systems, physician organizations, and dermatology networks
• Develop strategies to expand engagement across existing and prospective accounts
• Partner with internal leadership to drive long-term account growth initiatives

Provider & Stakeholder Engagement

• Conduct in-person meetings, presentations, and educational programs with healthcare providers and decision-makers
• Serve as a trusted resource for stakeholders evaluating phototherapy treatment solutions
• Maintain a visible and active presence throughout assigned accounts

Cross-Functional Collaboration

• Partner closely with Sales, Marketing, Operations, and Leadership teams
• Share market intelligence, competitive insights, and customer feedback
• Support broader strategic initiatives focused on expanding patient access and utilization

The Profile

We are seeking a healthcare sales professional who combines strategic account management experience with strong relationship-building skills.

Successful candidates are likely to have experience selling into large healthcare organizations, specialty practices, health systems, or dermatology networks and understand how to navigate complex stakeholder environments.

The ideal candidate is:

Relationship Driven

• Skilled at developing trusted partnerships across provider organizations and health systems

Strategic & Account Focused

• Able to identify growth opportunities and execute plans that drive measurable results

Self-Directed & Entrepreneurial

• Comfortable working independently while managing a large geographic territory

Healthcare Market Knowledge

• Understands healthcare delivery systems, provider dynamics, and patient access challenges

Growth Oriented

• Motivated by building business, expanding relationships, and delivering strong performance

Compensation & Benefits

Base Salary: $85,000-$100,000 (flexible based on experience and location)

Variable Compensation: Performance-based incentive tied directly to prescription growth, utilization, and account performance across assigned health systems and dermatology organizations.

Additional offerings include:

• Mileage reimbursement
• Travel expense coverage
• Comprehensive healthcare benefits
• Opportunity to join a growing organization focused on expanding patient access to phototherapy solutions

Qualifications

Required

• 3+ years of current or recent dermatology sales experience with active relationships across dermatology practices, dermatologists, health systems, or dermatology-focused provider organizations
• Experience managing provider relationships, strategic accounts, health systems, or large physician organizations
• Demonstrated ability to influence stakeholders and drive utilization, adoption, referral volume, or prescription growth
• Strong presentation, communication, and territory management skills
• Ability to travel extensively throughout California, including air travel as needed

Preferred

• Existing relationships within California-based dermatology practices, health systems, and provider networks strongly preferred
• Experience working with organizations such as Kaiser Permanente, Sutter Health, UCLA Health, UC Davis Health, Golden State Dermatology, Skin & Cancer Associates, large dermatology groups, or similar healthcare systems
• Medical dermatology, aesthetic dermatology, specialty pharmaceutical, biologic, phototherapy, dermatology-focused skincare, or medical device sales experience
• Experience navigating complex healthcare accounts with multiple clinical, operational, and administrative stakeholders

What Success Looks Like

Success in this role will be measured by the ability to expand utilization, strengthen strategic partnerships, and drive meaningful growth across assigned accounts.

Top performers will:

• Increase utilization within Kaiser Permanente and other strategic accounts
• Expand relationships with key providers and decision-makers
• Identify and capture new growth opportunities throughout California
• Leverage existing networks to accelerate business development efforts
• Become a trusted partner to healthcare stakeholders while advancing patient access to Phothera's solutions

Equal Opportunity Employer

Phothera is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, age, or any other status protected by applicable federal, state, or local law.