Senior Director, Portfolio Corporate Accounts
Sobi · Waltham, Massachusetts, United States · remote
At Sobi, we believe diversity drives innovation and inclusion creates stronger teams. We are committed to building a workplace where everyone feels valued and empowered to contribute.
If this role excites you but you’re unsure if you meet every requirement, we encourage you to apply. Your unique perspective and experiences could be exactly what we need. We look forward to hearing from you!
At Sobi, each person brings their unique talents to work as a team and make a difference. We are dedicated to developing and delivering innovative therapies to improve the lives of people who live with a rare disease. Our edge comes from our team of people and our commitment to patients.
Our mission and culture at Sobi North America get us excited to come to work every day, but here are a few more reasons to join our team:
- Competitive compensation for your work
- Generous time off policy
- Opportunity to broaden your horizons by attending popular conferences
- Emphasis on work/life balance
- Collaborative and team-oriented environment
- Making a positive impact to help ultra-rare disease patients who are in need of life saving treatments
The Senior Director, Portfolio Corporate Accounts role is a key leadership position within U.S. Market Access, leading Sobi’s Corporate Account Director team and driving the company’s national strategy across integrated delivery networks (IDNs), hospitals, and health systems.
This leader will shape and execute a portfolio-wide approach to strategic corporate accounts, ensuring consistent and effective engagement with hospital executives, pharmacy and therapeutics (P&T) decision-makers, and other influential health-system stakeholders. The Senior Director will lead a high-performing team of Corporate Account Directors focused on expanding appropriate formulary access, supporting contracting strategies, and driving adoption across Sobi’s rare disease portfolio.
Working closely with partners across Market Access, Medical Affairs, Health Economics, Sales, Marketing, Finance, Legal, and Compliance, the Senior Director will translate portfolio strategy into actionable account plans and ensure Sobi brings the right resources and expertise to its most important health-system customers.
This is an opportunity for an experienced strategic account leader to build and strengthen Sobi’s capabilities within the evolving IDN landscape while leading a team with national reach and meaningful impact for patients living with rare diseases.
Key Responsibilities
Team Leadership & Development
- Lead, coach, and develop the Corporate Account Director team by setting clear objectives, expectations, and accountability.
- Set national account priorities, account assignments, performance objectives, and measures of success aligned with Sobi’s portfolio strategy.
- Recruit, hire, onboard, and retain exceptional Corporate Account Directors to strengthen Sobi’s capabilities within the IDN and health-system landscape.
- Foster a collaborative, high-performance culture grounded in Sobi’s values, leadership principles, and compliance standards.
Strategic Account Leadership
- Lead national IDN and health-system strategy across the Sobi portfolio, ensuring consistent, effective execution across priority accounts.
- Establish and maintain senior-level relationships with key IDN and health-system stakeholders, serving as an executive partner and escalation point for strategic accounts.
- Guide the Corporate Account Director team through hospital and health-system formulary processes and advance appropriate access to Sobi therapies.
- Coordinate the strategic deployment of cross-functional resources, including Medical Affairs and Health Economics, in support of priority accounts and customer needs.
- Translate marketplace and customer insights into recommendations that inform corporate account, Market Access, and broader commercial strategy.
Cross-Functional Collaboration
- Partner with senior stakeholders across Value & Access, Medical Affairs, Finance, Sales, Marketing, Legal, Compliance, and other functions to develop and execute integrated IDN strategies.
- Support the development and approval of business cases associated with strategic account initiatives, programs, and sponsorships.
- Coordinate with cross-functional partners to support appropriate educational and marketing initiatives within IDNs and health systems.
- Ensure Corporate Account priorities and customer insights are represented in broader portfolio and commercial planning.
Performance Management & Insights
- Leverage account performance data, dashboards, and market insights to identify opportunities, prioritize strategic accounts, and optimize team resources.
- Establish meaningful performance measures and use insights to continuously strengthen team and account effectiveness.
- Provide leadership with visibility into strategic account performance, contracting activity, customer dynamics, and emerging opportunities across priority IDNs and health systems.
- Identify evolving market trends and access challenges that may impact Sobi’s portfolio and translate those insights into actionable recommendations.
External Engagement & Field Support
- Lead Corporate Account Director and cross-functional engagement at key hospital, health-system, IDN, and industry conferences and summits.
- Represent the Corporate Accounts function in senior leadership and cross-functional forums.
- Ensure relevant IDN and health-system insights are communicated to and appropriately support the U.S. field organization in a compliant manner.
- Serve as a subject matter expert on strategic account management, IDNs, hospital systems, and evolving customer dynamics.
Required
- BA/BS degree.
- 10+ years of progressive experience within the biotechnology, pharmaceutical, or related healthcare environment.
- 5+ years of experience in IDN, hospital/health-system, Corporate Accounts, GPO, or strategic account management.
- 3+ years of people management or demonstrated leadership of field-based strategic account teams.
- Demonstrated experience navigating hospital and health-system decision-making, including formulary and access processes.
- Experience working across multiple products and/or therapeutic areas, ideally including rare or orphan diseases.
- Demonstrated success collaborating cross-functionally to develop and execute strategic account initiatives.
Preferred
- Master’s degree, MBA, or other relevant advanced degree.
- 12+ years of progressive biotechnology, pharmaceutical, or related healthcare industry experience.
- Previous leadership of Corporate Account Directors, National Account Directors, or comparable field-based strategic account teams.
- Product launch experience within a multi-product or portfolio environment.
- Experience in rare disease, oncology, and/or hematology.
Knowledge, Skills and Abilities
- Proven ability to build, coach, motivate, and lead a high-performing, geographically dispersed strategic account team.
- Deep understanding of IDNs, hospital and health-system customers, strategic account management, and the evolving U.S. healthcare landscape.
- Strong business and strategic acumen with the ability to translate broader organizational priorities into actionable account plans and measurable outcomes.
- Executive-level communication, influencing, negotiation, and relationship-building skills.
- Demonstrated ability to establish trusted relationships with senior health-system leaders and internal stakeholders.
- Strong analytical and problem-solving capabilities, including the ability to use account and market data to identify opportunities and guide prioritization.
- Demonstrated ability to navigate complex organizations and align cross-functional stakeholders around shared objectives.
- Ability to listen to customer, field, and market feedback and translate insights into strategic action.
- Ability to lead effectively in a fast-paced, evolving environment while managing competing