Sr. Director, Strategic Accounts - East

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, always
  Patients are not a concept — they are why we act, especially when time matters most.
  
• Impact focused
  We 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 powered 
  We 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 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.

As Senior Director Strategic Accounts, your responsibilities will include:  

Business Leadership & Performance

• 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.

Team Leadership & Talent Development

• 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

Acute Care & IDN Leadership

• 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

Cross-Functional & Matrix Leadership

• 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

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, 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
• 65% Travel in large multi-state regions required

Company 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.

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.