Senior Director, Corporate Account Management

Ipsen•Cambridge, MA

23h

About The Position

The Senior Director, Corporate Account Management is a senior leader on the Value & Access team, responsible for developing and executing enterprise-level access strategies across key institutions, integrated delivery networks (IDNs), health systems, and Group Purchasing Organizations (GPOs) to optimize coverage, utilization, and long-term sustainability of Ipsen’s US portfolio. This role is accountable not only for account execution, but also for shaping portfolio-level access strategy in response to the ever changing dynamics in the US Healthcare system, including provider consolidation, site-of-care shifts, and evolving health system economics. Serving as a strategic advisor to Value & Access leadership and the Ipsen Business Units, this role connects brand strategy, pricing and contracting, reimbursement, and field execution to deliver compliant, data-informed access solutions. The Senior Director leads a team of Corporate Account Directors and GPO Account Directors and plays a critical role in influencing formulary decision-making, contracting strategy, and value communication within an increasingly complex and integrated healthcare landscape.

Requirements

Deep expertise in US Market Access, including provider accounts, GPOs, and institutional contracting (10+ years)
Proven experience developing and negotiating complex contracts within healthcare systems
Market Access Account Management experience
Proven launch experience
Strong understanding of reimbursement (Buy & Bill), pathways, Medicare (Parts A, B, C, D), Medicaid, and commercial payer dynamics
Demonstrated ability to partner cross-functionally in regulated environments to influence strategic decisions
Experience leading and developing senior-level account management teams
Bachelor’s degree

Nice To Haves

Oncology, Rare Disease, or Specialty portfolio experience
Experience navigating integrated delivery networks, alternate site of care models, and value-based arrangements
Experience leveraging advanced analytics to inform access and contracting strategy
Advanced degree (MBA, MPH, PharmD, or similar)

Responsibilities

Develop and execute enterprise-level access strategies for key hospitals, IDNs, health systems, specialty clinics, Aggregators and GPOs aligned to the Ipsen portfolio and brand-specific objectives
Own portfolio-level access planning to support growth across current and future assets
Lead proactive account segmentation and engagement strategies informed by health system consolidation, site-of-care dynamics, and clinical pathway evolution
Drive launch readiness and lifecycle access planning for new and in-market products, ensuring alignment across brands and channels
In partnership with Pricing & Contracting and Brand leadership, lead strategic direction and accountability for contract negotiations, including discounts, rebates, administrative fees, and innovative contracting constructs, in accordance with Pricing Committee Guidelines and corporate objectives
Partner with Pricing & Contracting, Finance, Legal, Compliance, and Brand teams to develop enterprise-level business cases and recommendations requiring Pricing Committee approval
Ensure disciplined contract execution, performance tracking, and optimization across channels
Anticipate and respond to evolving provider consolidation, health system purchasing behaviors, site-of-care shifts, evolving pathway, and alternative reimbursement models
Serve as a senior V&A thought partner and strategic advisor to the Ipsen Business Units, Value & Access, and North America Leadership
Collaborate with Value & Access Marketing, HEOR, Medical Affairs, Brand, Regulatory, and Compliance to develop differentiated value narratives and system-level economic messaging
Ensure strong alignment with Reimbursement, Patient Services, Trade & Distribution, and Government Affairs to deliver integrated access solutions across health systems
Oversee the use of dashboards and analytics to assess access performance, contract outcomes, and account-level trends
Translate insights into actionable recommendations to optimize access strategy and resource deployment
Lead, coach, and develop a high-performing Corporate Account Management team
Foster a culture of accountability, collaboration, and continuous learning
Provide clear direction, performance feedback, and development planning for direct reports