Executive Director, Payer & Corporate Accounts

Sobi•Waltham, MA

10h

About The Position

The Executive Director, Payer & Corporate Accounts is a leadership role within U.S. Market Access, responsible for leading and integrating Sobi’s Payer Accounts and Corporate Accounts teams, including Portfolio Corporate Account Directors responsible for IDNs and hospital systems. The role sets a unified, portfolio-wide account strategy and leads engagement with national and regional payers, integrated delivery networks, and hospital systems to help ensure patients and providers have appropriate access to Sobi’s rare disease therapies. The Executive Director leads contracting, customer engagement, account planning, and cross-functional execution across the Sobi portfolio. The role builds organizational capabilities and coordinates approaches across Commercial, Medicare, hospital, and 340B-related channels. It also develops customer and market insights, business cases, and recommendations to inform strategy and business decisions; uses account performance data and analytics to optimize engagement; and serves as an Account Management and Market Access subject matter expert for the U.S. field organization in a compliant manner. The position builds, coaches, and retains a high-performing organization with clear objectives, performance measures, and accountability.

Requirements

Bachelor’s degree (BA/BS).
15+ years of progressive experience within the biotechnology, pharmaceutical, or related healthcare environment.
3+ years of experience in payer account management.
3+ years of experience working with hospital systems and/or IDNs.
5+ years of people leadership experience.
Experience within oncology and/or hematology, ideally including rare or orphan diseases.
Demonstrated experience developing and executing account strategies that influence access, formulary, and contracting decisions.
Deep expertise in payer, corporate, and strategic account management, with a strong understanding of the U.S. healthcare and access landscape.
Strong business acumen and ability to translate market and account insights into clear strategies, action plans, and measurable outcomes.
Demonstrated ability to build trusted relationships with senior internal stakeholders and external customers.
Strong leadership and coaching capabilities, with a track record of building and developing high-performing teams.
Excellent communication, influencing, negotiation, and executive presentation skills.
Ability to navigate complex customer organizations and align multiple stakeholders around shared objectives.
Strong analytical and problem-solving skills, including the ability to use data to identify opportunities and guide prioritization.
Collaborative mindset and demonstrated success working across Commercial, Market Access, Finance, Legal, Compliance, and other cross-functional teams.
Ability to lead effectively in a fast-paced, evolving environment while balancing strategic priorities with execution.
Proficiency with Microsoft Office applications and relevant business, CRM, analytics, and account management systems.

Nice To Haves

MBA or other relevant advanced degree.
10+ years of payer account experience, including 3+ years working with national accounts.
5+ years of experience leading a hospital or corporate accounts sales team.
Product launch experience within the pharmaceutical or biotechnology industry.

Responsibilities

Lead, develop, and inspire the Payer Accounts and Corporate Accounts teams, including Portfolio Corporate Account Directors responsible for IDNs and hospital systems.
Set strategic direction and priorities for both teams, ensuring a coordinated, portfolio-wide approach to key customers and accounts.
Lead contracting strategy and execution across Sobi products with national and regional payers and hospital accounts.
Build and maintain strategic relationships with decision-makers across national and regional payers, IDNs, and hospital systems.
Drive integrated account planning with Value & Access, Finance, Sales, Marketing, Legal, Compliance, and other cross-functional stakeholders.
Influence formulary, access, and contracting decisions by aligning Sobi resources and strategies with the needs of key accounts, patients, and providers.
Provide actionable customer and market insights to Market Access leadership to inform strategy, investment, and business decisions.
Develop business cases and recommendations supporting payer and corporate account strategies and initiatives.
Oversee contract updates, performance reviews, and strategic discussions with key accounts across the portfolio.
Use account performance data, analytics, and dashboards to identify opportunities, prioritize resources, and optimize account engagement.
Navigate access considerations across Medicare Part B and 340B-related channels in partnership with cross-functional teams.
Lead account team strategy and engagement at key payer, IDN, and corporate account conferences and summits.
Serve as an Account Management and Market Access subject matter expert for the U.S. field organization, supporting the U.S. sales organization’s informational needs in a compliant manner.
Build, coach, and retain a high-performing organization with clear objectives, performance measures, and accountability.