Sr. Director, Strategic Accounts - East

Broad Overview

The Senior Director of Strategic Accounts – East Region will serve as the strategic and operational leader for SERB's Rare Emergency Medicine (REM) business and Rare Oncology (RO) business across the eastern United States. This field-based leadership role is responsible for driving regional business performance as it relates to driving access in the Integrated Delivery Networks (IDNs) through the leadership, coaching, and development of a team of approximately five Director of Strategic Accounts (DSAs).

The successful candidate will be a highly collaborative and results-oriented commercial leader with demonstrated success leading teams in complex, matrixed acute care/hospital healthcare environments. This individual must possess deep experience in acute care hospital markets, including the successful commercialization of injectable therapies, and have a proven ability to influence key Healthcare Decision Makers (HCDMs) across IDNs including pharmacy, surgery, anaesthesia, emergency medicine, critical care, oncology and executive leadership.

Business Leadership & Performance

• Ensure transparent and frequent communication between the East DSA team and other cross-functional partners and with Executive Director, Strategic Accounts on both successes and challenges
• Drive portfolio performance (REM and RO) across the East region for Access levers at the IDN level
• Delivery on key Access KPIs for the East region that support the overall SERB performance objectives
• Analyze business performance trends for each brand across both REM and RO portfolios dependent on where the product is in the life cycle (on the market, launch, re-launch), identify opportunities and risks, and identify/implement solutions as needed
• Foster a culture of accountability, execution excellence, and continuous improvement within the East DSA Team
• Participate in annual Brand Planning for Strategic Accounts including strategy and tactical development plans
• Develop trusting and collaborative relationships cross-functionally with Marketing, Sales, Commercial Development, MSLs and Value Access and Trade leadership
• Ensure that all activities and interactions are carried out with the highest ethical and professional standards and that all work is accomplished with integrity and in accordance with SERB values

Team Leadership & Talent Development

• Recruit, develop, coach, and retain a high-performing team of Directors of Strategic Accounts
• Establish clear performance expectations and provide ongoing coaching, feedback, and development opportunities
• Drive adoption of key Field Access competencies and career development frameworks to support the growth of each DSA team member
• Identify performance gaps and implement appropriate coaching, training, and performance management plans
• Build an engaged, highly collaborative and inclusive team culture that reflects SERB's values and leadership expectations
• Develop a strong talent pipeline through succession planning, career development, and proactive talent identification

Acute Care & IDN Leadership

• Translate national Access business strategy into in-depth business plans to support project management and Matrix team activities for targeted IDNs (IDN Formulary Process, Quality Improvement Initiatives, PIE, BIM, Economic Value Presentations, Reimbursement)
• Responsible for bringing East Matrix teams metrics to leadership meetings
• Optimize deployment of regional resources, customer engagement strategies, and business priorities to maximize organizational impact and return on investment (i.e. customer meetings, congresses, speaker programs)
• Support East DSA team to build C-Suite & Pharmacy leadership partnerships within the targeted IDNs
• Provide support to East DSA team related to reimbursement - coding and payment information by payer segment to ensure accounts are aware of and understand the landscape and pathway to appropriate reimbursement (e.g. NTAP & Outlier Payment)
• Support East DSA team in conducting quarterly access focused System-level Business Reviews with IDN customers
• Support DSAs in navigating complex IDN customer environments involving HCDMs (Pharmacy, Surgery, Anesthesia, Oncology, Quality Improvement, C-Suite, etc.) who make population health decisions
• Ensure effective pull-through of key Access levers at the IDN and Account level (consignment, replacement, Budget Impact Model, Value Proposition communication, contracting, reimbursement, quality improvement initiatives, etc.)
• Demonstrate deep expertise in the acute care customer environment to support the DSA team in successful Access wins

Cross-Functional & Matrix Leadership

• Champion a One SERB approach by fostering strong cross-functional relationships and collaboration – lead with the expectation that our team is solution oriented and focused on finding common ground when barriers arise
• Partner effectively with Sales, Marketing, Medical Affairs, Commercial Development, Value Access & Trade Leadership, Legal, Regulatory, Compliance, and Commercial Operations to execute integrated customer engagement strategies
• Lead regional readiness and execution activities supporting future product launches, lifecycle management initiatives, and strategic portfolio expansion opportunities

To be successful in this role, you should demonstrate:

• Bachelor's degree in sciences or business, MBA, MPH preferred
• Minimum of 5 years National/Regional IDN acute care Access experience in a direct Access role (sales roles do not apply to this minimum requirement)
• Minimum of 8-10 years of pharmaceutical, biotech, or medical device commercial experience
• Minimum of 5 years of Access field leadership experience with a demonstrated track record of building and leading high-performing teams
• Demonstrated success driving Access-specific business results in acute care IDN markets
• Experience commercializing injectable pharmaceutical products in IDN/hospital-based settings
• Experience in emergency medicine, cardiovascular, critical care, oncology, rare disease, or specialty pharmaceutical markets preferred
• Experience leading teams through both in-line brand optimization and launch readiness activities, including successful commercialization of new products
• Deep understanding of the specialty and acute space, P&T & Formulary process, and DRG reimbursement
• Experience in the hospital setting promoting and driving access for a multiple product portfolio
• Demonstrated success leading project management teams within an IDN system
• Strong collaboration and communication skills with internal and external stakeholders
• Dynamic leadership qualities that foster trust and empowerment of team members
• Experience operating successfully within growth-stage, emerging, or highly entrepreneurial pharmaceutical organizations where adaptability, resourcefulness, and cross-functional collaboration are essential
• Strong financial acumen, analytic and critical thinking skills
• 65% Travel in large multi-state regions required