Director, Strategic Accounts - Northeast

BioSpace; Minneapolis (MN); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid working

Vacation & sick time

Paid company holidays

401(k) with company match

Job summary

SERB Pharmaceuticals seeks a Director of Strategic Accounts to drive hospital access for IDNs across Northeastern regions. You will manage multi-department collaborations with HCDMs, GPOs, and payer teams to optimize formulary positioning and reimbursement for critical medicines.

You will lead education on DRG and reimbursement, coordinate CI/PI materials, and develop strategic plans to expand SERB's presence in target accounts. Strong leadership and market insight are essential.

Qualifications

• Experience in national/regional IDN hospital access
• Experience contracting with IDNs and hospital systems
• Proven ability to secure formulary approvals (P&T) and reimbursement

Responsibilities

• Serve as primary contact at target IDNs with Health Care Decision Makers
• Develop and maintain business plans to support matrix team activities
• Lead DRG and system reimbursement education for IDNs
• Manage cross-functional project teams for Rare Emergency Medicine and Rare Oncology units
• Build C-Suite and Pharmacy leadership partnerships within IDNs
• Ensure understanding of payer landscape and reimbursement pathways
• Develop relationships with GPOs, account management, marketing, and sales teams
• Present quarterly access-focused system-level business updates

Skills

IDN access strategy

P&T knowledge

DRG reimbursement understanding

Cross-functional leadership

Education

Bachelor’s degree in sciences or business

MBA preferred

Job description

Critical Needs. Immediate Action.

SERB is a fast-growing global specialty pharma company designed to address rare and urgent conditions by delivering life-saving medicines when time and complexity leave no room for failure.

We operate end-to-end across 100+ countries, ensuring 70+ essential medicines for rare diseases, emergency care, and medical countermeasures reach patients and clinicians with urgency - wherever and whenever they are needed. Shaped over the past 25 years by an entrepreneurial, disruptive spirit, SERB combines the focus and agility of a biotech with the scale, reach, and reliability of a global pharmaceutical company - always grounded in medical purpose, not corporate convention.

Our 600+ employees are driven by three core values:

Patients first, alwaysPatients are not a concept - they are why we act, especially when time matters most.

Impact focusedWe are agile, entrepreneurial, and disciplined - working smart and learning continuously to deliver results that matter, with the consistency, quality, and trust that critical care demands.

Team poweredWe go the extra mile - together - because our shared commitment drives extraordinary outcomes.

Guided by a clear ambition and a relentless focus on patients, SERB continues to expand through selective, innovative acquisitions, launching new treatments and entering new geographies. Across every step - from integration to delivery - our people act with passion, ownership, and determination to ensure life-saving medicines become available to patients who need them, worldwide.

Broad Overview

The Director of Strategic Accounts will be responsible for driving access in the IDNs. Activities include the ability to project manage multiple large IDN systems while developing Access strategies and actively engaging with Healthcare Decision Makers (HCDMs). This role will have weekly touchpoints with the IDN Systems Cross Matrix Team and will be instrumental in the formulary & P&T process. This individual will be responsible for ensuring IDN system performance against applicable GPO and/or Direct contracts. This individual will be responsible for working with the GPO lead to assess pre-deal analysis of their IDN(s) to support Access opportunities across the SERB product portfolio. This role will also be responsible for the education of C-Suite stakeholders that oversee procurement and revenue recovery. This person will actively engage in reimbursement discussions (ex:340B Program, NTAP and Outlier payments). Other activities will include the delivery of the PIE materials, BIMs, access programs and collateral. This person will partner with the GPO, sales, commercial development and medical teams to effectively drive access in the targeted IDNs.

This individual will oversee Accounts in the Northeast Region.

As Director, Strategic Accounts, Your Responsibilities Will Include

• Serve as the primary contact at target IDNs with HCDMs.


• Develop and maintain, ongoing, 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)


• Develop and maintain collaborative cross-functional working relationships with internal and external stakeholders


• Lead DRG & system reimbursement education and pull-through for targeted IDNs


• Project Management of a Systems Cross Functional Matrix Team for Rare Emergency Medicine and Rare Oncology Business Units


• Build C-Suite & Pharmacy leadership partnerships within the targeted IDNs through KOL development


• Provide 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)


• Develop trusting and collaborative relationships with GPO, Account Management, Marketing, Sales, Commercial Development, MSLs and other colleagues


• 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.


• Conduct quarterly access focused System-level Business Update presentations


• Develop and implement comprehensive business plans for assigned targets to ensure growth of SERB portfolio and future brands acquired and marketed through BD.


• Develop and maintain collaborative working relationships with external stakeholder decision makers and account influencers within assigned accounts.


• Attend and coordinate strategies for access Congresses (lead for local state & regional HCDM Access congresses.


• Collaborate with Medical Affairs to support areas of in-depth clinical value to the IDNs


• Accountable for achieving access and reimbursement goals as agreed upon and identified in account generated business plans.


• Responsible for being the voice of the targeted IDNs in an effort to support market research, marketing planning and other internal planning processes.

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

To Be Successful In This Role, You Should Demonstrate

Bachelor’s degree in sciences or business, MBA preferred.

Minimum Of 7 Years National/Regional IDN Hospital Access Experience

• Minimum of 10 years Acute Care hospital experience


• Experience working and contracting with IDNs


• Demonstrated ability to secure and achieve IDN/ Hospital P&T formulary approval of branded acute care 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 experience in launching new Acute Care and Rare Oncology products in IDNs & hospitals


• Experience in identifying market trends and implications


• Demonstrated success leading project management teams within an IDN system


• Understanding of and the ability to educate C-Suites in the patient and reimbursement journey in an Acute Care, DRG driven space


• Strong collaboration and communication skills with internal and external stakeholders


• Dynamic leadership qualities that foster trust and empowerment of team members


• Strong financial acumen, analytic and critical thinking skills


• 65% National & Local Travel required

Company Benefits

• Hybrid Working


• 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.

Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.