Corporate Account Director, GPO & IDN Contracting

Come and Save Lives with Us!

SERB is a fast-growing specialty pharmaceutical company that equips healthcare providers worldwide with life-saving medicines for patients facing rare conditions and emergencies.

For over 30 years we have consistently provided emergency medicines, medical countermeasures, and the world’s leading portfolio of antidotes.

Today SERB has over 500 employees in 18 countries and group revenue in excess of €400m. With a strong presence in the US, Europe, and the Middle East, along with a global network of trusted distribution partners, we make a broad range of essential medicines available in over 100 countries.

Having the right culture is as important to us as having the right portfolio. We are guided by our four values:

• We make patients our priority
• We act with accountability and integrity
• We work together as one team        
• We look for better ways forward      

By expanding our reach through selective acquisitions and entering new markets, we’re not just supplying medicine; we’re improving the standard of care for more patients around the world.

Broad Overview 

The Corporate Account Director will be responsible for developing and creating access in National group purchasing organizations (GPOs) and targeted affiliated member network groups and healthcare systems. This individual will be responsible for building partnerships with the GPOs and positioning access resources within the GPO memberships. Activities include the ability to manage multiple objectives while developing Access strategies, actively engaging with healthcare executives and managing contract performance.

This role will have touchpoints with the Cross Matrix Team and will be instrumental in supporting formulary & P&T processes. This individual will be responsible for developing pre-deal analysis to support Access and contracting opportunities across the SERB product portfolio. This role will also be responsible for the education with C-Suite stakeholders that oversee procurement and revenue recovery. 

Other activities will include the delivery of PIE materials, BIMs, access programs and collateral. This person will be a partner with the sales, commercial development and medical teams to effectively drive access for the entire SERB product portfolio. 

As Corporate Account Director, your responsibilities will include: 

• Serve as the primary contact at National GPOs, aggregation groups, regional networks, and collaboratives.  Specifically, HealthTrust and Premier National GPOs.
• Develop and maintain ongoing, in-depth business plans to support project management and Matrix team activities for all National IDNs & GPOs (Quality Improvement Initiatives, PIE, BIM, Economic Value Presentations)
• Responsible for executing and maintaining GPO contracts, rebates, and direct IDN and hospital system agreements.
• Develop and maintain collaborative working relationships with external stakeholder decision makers and account influencers within assigned GPO and IDN accounts.
• Build C-Suite & Pharmacy leadership partnerships within the National IDNs & GPOs through KOL development
• Present and negotiate with GPOs and IDNs to secure favorable contracts that maximize product access and revenue generation.   
• Develop and maintain collaborative cross-functional working relationships with internal and external stakeholders
• Understand DRG & system reimbursement education and care pathways (e.g. Inpatient & OPPs)
• Provide coding and payment information by 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 Account Management, Marketing, Sales, Commercial Development, MSLs and other colleagues
• Provide pricing and reimbursement input for contract and opportunity development

• 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 brand presentations (e.g., appropriate use decks, value propositions, performance QBRs etc.)
• Develop and implement comprehensive business plans for assigned targets to ensure growth of SERB portfolio and future brands acquired and marketed through BD.
• Attend and coordinate strategies for local, state & national IDN & GPO congresses.
• Collaborate with Medical Affairs to support areas of in-depth clinical value to the National IDNs & GPOs.
• Accountable for achieving access and revenue goals as developed and identified in quarterly business plans.
• Responsible for being the voice of the National GPOs, System memberships and industry partners 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: 

• Minimum of 8 years Market Access experience in National GPOs & National IDNs
• Minimum of 10 years Acute Care hospital experience
• Experience presenting, developing, negotiating contracts with hospital GPOs, and 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 products in IDNs & hospitals
• Experience in identifying market trends and implications
• Demonstrated relationships with National GPOs, HealthTrust, Premier and Vizient
• 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
• 50% 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.