Senior Director, Portfolio Corporate Accounts

Sobi•Waltham, MA

1d•$250,000 - $275,000

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, including engagement with hospital executives, pharmacy and therapeutics decision-makers, and other influential health-system stakeholders. It leads a high-performing team focused on expanding appropriate formulary access, supporting contracting strategies, and driving adoption across Sobi’s rare disease portfolio. The Senior Director works across Market Access, Medical Affairs, Health Economics, Sales, Marketing, Finance, Legal, and Compliance to translate portfolio strategy into account plans and coordinate appropriate resources for key health-system customers. The position also builds Sobi’s capabilities in the evolving IDN landscape and supports meaningful patient impact.

Requirements

BA/BS degree.
At least 10 years of progressive experience in biotechnology, pharmaceuticals, or a related healthcare environment.
At least 5 years of experience in IDN, hospital/health-system, Corporate Accounts, GPO, or strategic account management.
At least 3 years of people management experience 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, including the ability to turn organizational priorities into actionable account plans and measurable outcomes.
Executive-level communication, influencing, negotiation, and relationship-building skills.
Ability to build trusted relationships with senior health-system leaders and internal stakeholders.
Strong analytical and problem-solving skills, including using 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.
At least 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 by setting clear objectives, expectations, and accountability.
Set national account priorities, account assignments, performance objectives, and success measures aligned with 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 Sobi’s 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 with cross-functional partners on appropriate educational and marketing initiatives within IDNs and health systems.
Ensure Corporate Account priorities and customer insights are represented 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 with visibility into strategic account performance, contracting activity, customer dynamics, and emerging opportunities.
Identify market trends and access challenges affecting the portfolio and translate insights 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.