IDN Strategic Account Director

Celltrion USA; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

Celltrion USA, Inc. is seeking an IDN Strategic Account Director to serve as the enterprise commercial owner for selected IDNs and organized customers across defined regions.

You will coordinate with field teams and cross-functional partners to advance formulary access, adoption, and operational readiness while ensuring compliant execution. The role requires 8–10+ years in pharma/market-access with IDN management experience; travel within the region and nationally; strong strategic account

Qualifications

• Eight to ten or more years of relevant pharmaceutical, biotechnology, specialty, biologic, market-access, or strategic-account experience preferred.
• At least three years of direct experience managing IDNs, academic health systems, large specialty groups, Centers of Excellence, or similarly complex organized customers preferred.
• Experience in Immunology, Gastroenterology, Rheumatology, infused therapies, injectable therapies, buy-and-bill, or specialty pharmacy preferred.
• Demonstrated success developing strategic account plans and influencing stakeholders without direct authority.

Responsibilities

• Own the commercial relationship and integrated enterprise account strategy for designated IDNs, academic health systems, Centers of Excellence, and other priority organized customers. Serve as the primary enterprise account owner for assigned parent organizations, coordinating with regional counterparts and field teams when affiliated sites extend beyond the assigned geography.
• Develop and routinely refine account plans covering the parent organization, relevant business units, affiliated locations, specialty practices, infusion sites, pharmacies, and other sites of care.
• Map decision-makers, influencers, implementation owners, and barriers across executive, clinical, pharmacy, formulary, procurement, finance, contracting, infusion, and operational functions.
• Establish account objectives, opportunity hypotheses, measurable milestones, owners, timelines, and contingency plans using customer insights and available performance data.
• Lead strategic customer engagements that advance formulary review, pathway or protocol inclusion, contracting implementation, reimbursement access, operational readiness, and appropriate product adoption.
• Lead integrated account planning and coordinate execution with Market Access, GPO/Contracting, Field Reimbursement, Patient Services, Medical Affairs, Marketing, Trade, Analytics, Sales Operations, and field leadership. Market Access and GPO/Contracting retain ownership of access and contracting processes and required approvals. Field Sales owns routine HCP engagement and local execution under the agreed account plan.
• Translate approved enterprise agreements and access decisions into account-specific activation plans with clear local actions, accountable owners, and timelines for priority affiliated sites and field teams. Track product availability, ordering readiness, and appropriate utilization, and coordinate corrective actions with accountable functional owners.
• Identify and elevate barriers involving pharmacy routing, prior authorization, patient services, infusion workflow, site readiness, purchasing, reimbursement, or affiliated-site coordination.
• Conduct regular account reviews, track progress against milestones and performance indicators, and communicate opportunities, risks, and recommended actions to leadership.
• Maintain timely CRM records, account plans, opportunity status, forecasts, next actions, and expense reports; comply with all legal, regulatory, privacy, promotional, and company requirements.

Skills

Executive-level communication

Stakeholder mapping

Cross-functional collaboration

Project management

Strategic thinking

Education

Bachelor's degree in business, life sciences, healthcare, pharmacy, or related discipline

Job description

The IDN Strategic Account Director is the enterprise commercial owner for selected high-value integrated delivery networks, academic health systems, and organized customers assigned within a defined region. This is a focused strategic-account role rather than broad coverage of all IDNs or individual prescribers within the region. The Director develops and executes portfolio-level account strategies focused on Celltrion's Immunology and Rheumatology products, engages decision-makers above the individual HCP level, and connects parent-organization strategy to affiliated-site execution. The role coordinates with field sales and cross-functional partners to advance formulary access, operational readiness, appropriate adoption, and measurable pull-through in a compliant manner.

2. KEY ROLES AND RESPONSIBILITIES

• Own the commercial relationship and integrated enterprise account strategy for designated IDNs, academic health systems, Centers of Excellence, and other priority organized customers. Serve as the primary enterprise account owner for assigned parent organizations, coordinating with regional counterparts and field teams when affiliated sites extend beyond the assigned geography.
• Develop and routinely refine account plans covering the parent organization, relevant business units, affiliated locations, specialty practices, infusion sites, pharmacies, and other sites of care.
• Map decision-makers, influencers, implementation owners, and barriers across executive, clinical, pharmacy, formulary, procurement, finance, contracting, infusion, and operational functions.
• Establish account objectives, opportunity hypotheses, measurable milestones, owners, timelines, and contingency plans using customer insights and available performance data.
• Lead strategic customer engagements that advance formulary review, pathway or protocol inclusion, contracting implementation, reimbursement access, operational readiness, and appropriate product adoption.
• Lead integrated account planning and coordinate execution with Market Access, GPO/Contracting, Field Reimbursement, Patient Services, Medical Affairs, Marketing, Trade, Analytics, Sales Operations, and field leadership. Market Access and GPO/Contracting retain ownership of access and contracting processes and required approvals. Field Sales owns routine HCP engagement and local execution under the agreed account plan.
• Translate approved enterprise agreements and access decisions into account-specific activation plans with clear local actions, accountable owners, and timelines for priority affiliated sites and field teams. Track product availability, ordering readiness, and appropriate utilization, and coordinate corrective actions with accountable functional owners.
• Identify and elevate barriers involving pharmacy routing, prior authorization, patient services, infusion workflow, site readiness, purchasing, reimbursement, or affiliated-site coordination.
• Conduct regular account reviews, track progress against milestones and performance indicators, and communicate opportunities, risks, and recommended actions to leadership.
• Maintain timely CRM records, account plans, opportunity status, forecasts, next actions, and expense reports; comply with all legal, regulatory, privacy, promotional, and company requirements.

Job Scope:

Northeast , Southeast, Central , West

3. WORK EXPERIENCE

• Eight to ten or more years of relevant pharmaceutical, biotechnology, specialty, biologic, biosimilar, market-access, or strategic-account experience preferred.
• At least three years of direct experience managing IDNs, academic health systems, large specialty groups, Centers of Excellence, or similarly complex organized customers preferred.
• Experience in Immunology, Gastroenterology, Rheumatology, infused therapies, injectable therapies, buy-and-bill, or specialty pharmacy preferred.
• Demonstrated success developing strategic account plans and influencing stakeholders without direct authority.

4. QUALIFICATIONS

• Strong understanding of formulary and P&T processes, reimbursement, specialty distribution, contracting, provider economics, and patient-access workflows.
• Ability to interpret sales, claims, access, affiliation, and account-performance data and convert insights into priorities and actions.
• Executive-level communication, presentation, negotiation, stakeholder mapping, and project-management skills.
• Proven ability to coordinate cross-functional teams and deliver measurable access, implementation, adoption, or growth outcomes.
• Ability to travel regularly within the assigned region and nationally as business needs require.

5. EDUCATION

• Bachelor's degree required in business, life sciences, healthcare, pharmacy, or a related discipline.