Senior Director, Portfolio Corporate Accounts

Sobi•Waltham, MA

10h

About The Position

The Senior Director, Portfolio Corporate Accounts is a leadership role within U.S. Market Access, responsible for leading Sobi’s Corporate Account Director team and driving national strategy across integrated delivery networks (IDNs), hospitals, and health systems. The role shapes and executes a portfolio-wide strategic account approach, supporting effective engagement with hospital executives, pharmacy and therapeutics decision-makers, and other health-system stakeholders. The Senior Director leads a national team focused on expanding appropriate formulary access, supporting contracting strategies, and driving adoption across Sobi’s rare disease portfolio. In partnership with Market Access, Medical Affairs, Health Economics, Sales, Marketing, Finance, Legal, and Compliance, the role turns portfolio strategy into actionable account plans and coordinates resources for priority health-system customers. The position also develops the company’s capabilities within the changing IDN landscape and shares customer and market insights with leadership and the U.S. field organization.

Requirements

BA/BS degree.
10+ years of progressive experience in biotechnology, pharmaceuticals, or a related healthcare environment.
5+ years of experience in IDN, hospital/health-system, Corporate Accounts, GPO, or strategic account management.
3+ years of people management or demonstrated leadership of field-based strategic account teams.
Demonstrated experience navigating hospital and health-system decision-making, including formulary and access processes.
Experience working across multiple products and/or therapeutic areas, ideally including rare or orphan diseases.
Demonstrated success collaborating cross-functionally to develop and execute strategic account initiatives.
Ability to build, coach, motivate, and lead a high-performing, geographically dispersed strategic account team.
Deep understanding of IDNs, hospital and health-system customers, strategic account management, and the evolving U.S. healthcare landscape.
Strong business and strategic acumen, with the ability to translate organizational priorities into actionable account plans and measurable outcomes.
Executive-level communication, influencing, negotiation, and relationship-building skills.
Ability to establish trusted relationships with senior health-system leaders and internal stakeholders.
Strong analytical and problem-solving capabilities, including use of account and market data to identify opportunities and guide prioritization.
Ability to navigate complex organizations and align cross-functional stakeholders around shared objectives.
Ability to translate customer, field, and market feedback into strategic action.
Ability to lead in a fast-paced, evolving environment while managing competing priorities across a national organization.
Proficiency with Microsoft Office applications and relevant CRM, analytics, and strategic account management systems.

Nice To Haves

Master’s degree, MBA, or other relevant advanced degree.
12+ years of progressive biotechnology, pharmaceutical, or related healthcare industry experience.
Previous leadership of Corporate Account Directors, National Account Directors, or comparable field-based strategic account teams.
Product launch experience within a multi-product or portfolio environment.
Experience in rare disease, oncology, and/or hematology.

Responsibilities

Lead, coach, and develop the Corporate Account Director team, setting clear objectives, expectations, and accountability.
Set national account priorities, account assignments, performance objectives, and measures of success aligned with Sobi’s portfolio strategy.
Recruit, hire, onboard, and retain Corporate Account Directors.
Foster a collaborative, high-performance culture grounded in Sobi’s values, leadership principles, and compliance standards.
Lead national IDN and health-system strategy across the Sobi portfolio and ensure consistent execution across priority accounts.
Establish and maintain senior-level relationships with IDN and health-system stakeholders, serving as an executive partner and escalation point.
Guide the team through hospital and health-system formulary processes and advance appropriate access to Sobi therapies.
Coordinate cross-functional resources, including Medical Affairs and Health Economics, in support of priority accounts and customer needs.
Translate marketplace and customer insights into recommendations for corporate account, Market Access, and broader commercial strategy.
Partner with senior stakeholders across Value & Access, Medical Affairs, Finance, Sales, Marketing, Legal, Compliance, and other functions to develop and execute integrated IDN strategies.
Support the development and approval of business cases for strategic account initiatives, programs, and sponsorships.
Coordinate appropriate educational and marketing initiatives within IDNs and health systems with cross-functional partners.
Represent Corporate Account priorities and customer insights in portfolio and commercial planning.
Use account performance data, dashboards, and market insights to identify opportunities, prioritize accounts, and optimize team resources.
Establish performance measures and use insights to improve team and account effectiveness.
Provide leadership visibility into account performance, contracting activity, customer dynamics, and emerging opportunities across priority IDNs and health systems.
Identify market trends and access challenges affecting the portfolio and translate them into actionable recommendations.
Lead team and cross-functional engagement at key hospital, health-system, IDN, and industry conferences and summits.
Represent the Corporate Accounts function in senior leadership and cross-functional forums.
Communicate relevant IDN and health-system insights to support the U.S. field organization in a compliant manner.
Serve as a subject matter expert on strategic account management, IDNs, hospital systems, and evolving customer dynamics.