Director, Strategic Accounts- Central

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 also 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 discussions in reference to 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 role will support the Central region consisting of 8 states: MI, OH, VA, WV, MD, DE, IN, KY

As Director, Strategic Accounts, your responsibilities will include:  

• Serve as the primary contact at target IDN accounts. 

• Develop and maintain, ongoing, in-depth business plans to support project management and Matrix team activities for targeted IDNs (Quality Improvement Initiatives, PIE, BIM, Economic Value Presentations) 

• 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 Matrix Team 

• 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 local, state & national IDN 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 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.