Sr. Director, Strategic Accounts - East

SERB

12d • Remote

About The Position

The Senior Director of Strategic Accounts – East Region, will serve as the strategic and operational leader for SERBs 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.

Success in this role requires a leader who thrives in dynamic environments, embraces change, and can effectively balance strategic thinking with operational execution. The ideal candidate is a proactive problem solver who demonstrates resilience, adaptability, and sound judgment while navigating complex business challenges and evolving organizational priorities. A high level of collaboration and experience working cross-functionally is a priority for this position.

The Senior Director of Strategic Accounts will serve as a key member of the REM and RO Leadership Team, be a critical contributor to the development and execution of SERBs holistic US Access strategy and will partner closely with Sales, Marketing, Value Access and Trade verticals (Corporate Accounts, Payer/Reimbursement, Trade), Medical Affairs, Commercial Development, Commercial Operations, and other cross-functional stakeholders to deliver business results while fostering a culture of collaboration, accountability, agility, and continuous improvement.

Requirements

• 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

Responsibilities

• 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.
• 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
• 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
• Critical to 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

Benefits

• Vacation, Personal and Sick time
• 15 Paid Company Holidays
• Medical, Dental, Vision and other Voluntary benefits
• Paid Parental Leave
• Tuition Assistance
• Discretionary Bonus Plan
• Competitive 401(k), $1 for $1 up to 6% of pay. The safe harbour match is vested immediately. In addition, SERB also offers a discretionary match of up to 4% of pay which vests 20% a year for 5 years.

What This Job Offers

• Job Type: Full-time
• Career Level: Director