Senior Director, Corporate Accounts & GPO Strategy

PharmaEssentia U.S.A.•Burlington, MA

3d•$240,000 - $270,000

About The Position

The Company: It’s not often you get the chance to make a real impact on the lives of others, while expanding your own possibilities. You’ll find that rare opportunity at PharmaEssentia USA. Join us, and let’s transform lives, together. PharmaEssentia USA Corporation is a rapidly growing biopharmaceutical innovator. We are leveraging deep expertise and proven scientific principles to deliver effective new biologics for challenging diseases in the areas of hematology and oncology, with one product approved in Europe and a diversifying pipeline. We believe in the potential to improve both health and quality of life for patients with limited options today through the combination of rigorous research and innovative thinking. Founded in 2003 by a team of Taiwanese-American executives and renowned scientists from U.S. biotechnology and pharmaceutical companies, today we are listed on the Taipei Exchange (6446) and are expanding our global presence with operations in the U.S., Japan, and China, along with a world-class biologics production facility in Taichung. Position Overview: The Senior Director, Corporate Accounts & GPO Strategy leads a team of Key Corporate Account Directors (KCADs — Key Corporate Account Directors) responsible for ensuring Besremi (ropeginterferon alfa-2b-njft) has the broadest and most supportive access environment possible across large community oncology networks, GPO member health systems, and NCI-designated/NCCN member academic cancer centers. This role sits within the Market Access organization and aligns closely with Commercial Strategy and is a player-coach role: the Senior Director directly manages and develops the KCAD team while personally owning a portfolio of nationally significant accounts and senior-level GPO and network relationships. The Senior Director ensures the institutional conditions exist for demand — created by field sales — to convert into prescriptions without friction. Market access insights derived from customer interactions, team intelligence, and cross-functional collaboration will be a cornerstone to leading strategic corporate accounts planning and alignment with marketing, field sales, and medical affairs. The Senior Director, Corporate Accounts & GPO Strategy reports to the VP of Market Access.

Requirements

Bachelor's Degree and 10+ years of pharmaceutical/biotech corporate accounts, market access, GPO contracting, or oncology account management experience
Minimum of 5 years in oncology; experience managing or engaging community oncology networks and GPO member organizations required
Demonstrated experience negotiating and managing contracts with oncology GPOs and/or large provider networks (e.g. US Oncology, OneOncology, ION/Navista, Florida Cancer Specialists, or comparable organizations)
Experience engaging clinical decision makers — pharmacy directors, P&T committee members, pathway committee leads — with clinical and health economic data
Proven people leadership experience with a track record of developing field-based commercial teams
Understanding of GPO contracting mechanics, pull-through strategy, in-office dispensing (IOD/MID), distribution and wholesaler channels, pricing structures, chargeback programs, and community oncology network structures
Excellent written and oral communication skills
Superior negotiation skills, business acumen, and analytical ability
Located near major airport
Ability to travel ~50%

Nice To Haves

Advanced degree (MBA, PharmD, or relevant clinical/scientific degree)
15+ years of pharmaceutical/biotech managed markets experience in corporate accounts, GPO, or sales leadership roles
Significant experience with community oncology GPOs and provider networks including existing relationships with senior GPO and network leadership; demonstrated access acumen with NCI-designated/NCCN member academic cancer centers including an understanding of institutional decision making, formulary processes, ordering systems, and clinical influence pathways
Familiarity with clinical pathway tools, EMR ordering systems, and formulary management processes in oncology (e.g. Formulary Navigator, network pathway pull-down platforms, EMR clinical decision support)
Experience reviewing clinical literature including disease state information and NCCN guideline data to develop access strategies for GPO member and academic center engagement
Experience integrating health economics and medical affairs resources into access and account planning

Responsibilities

Lead, develop, and retain a team of 5 KCADs across geographically focused territories covering major community oncology networks and NCI-designated/NCCN member academic cancer centers nationwide.
Set clear goals, KPIs, and account plans for the team aligned to the three pillars of corporate accounts work: contracting and pull-through, clinical systems and ordering infrastructure influence including clinical decision tools and treatment pathway templates, and stakeholder relationships and institutional communications.
Coach KCADs on account strategy, GPO contracting execution, clinical pathway engagement, and relationship development across both community network and academic center environments — ensuring all KCADs are fluent in both account types.
Conduct regular field rides, account reviews, and performance conversations that develop individual capability and build a cohesive, high-performing team.
Compliantly align team strategies with cross-functional partners in sales, medical affairs, and marketing to support a coordinated customer engagement strategy and ensure appropriate product access across the portfolio.
Personally manage a portfolio of nationally significant accounts including senior GPO relationships, parent network organizations, and select high-priority academic centers.
Negotiate and execute GPO and network-level contracts that establish the commercial foundation for Besremi across large provider networks including US Oncology/McKesson, OneOncology/ION/Cencora, Navista/Cardinal Health, and others.
Own and lead the corporate accounts contracting strategy, including contract design, pricing architecture, performance tier structure, and pull-through planning across all GPO member and network accounts.
Manage class of trade responsibilities including the accurate classification of accounts, ensuring appropriate contract eligibility, pricing, and channel alignment across GPO member health systems, community oncology networks, and academic institutions.
Lead engagement with GPO executives, network C-suite, pharmacy directors, population health decision makers, and clinical leadership with clinical and economic data that supports Besremi's inclusion and accurate representation in ordering systems, pathway tools, and treatment templates.
Own relationships with key oncology network parent organizations that govern clinical pathway decisions pulled down by member practices.
Serve as the primary corporate accounts voice in commercial leadership discussions — bringing network intelligence, access landscape insights, and account-level trends to inform field sales and marketing strategy.
Monitor the community oncology network landscape for ownership changes, GPO transitions, pathway platform shifts, and competitive threats, and proactively adjust account and contracting strategy in response.
Assist in the identification and execution of opportunities and programs developed in collaboration with national oncology stakeholder groups including COA, ACCC, NCODA, ONCare Alliance, and others.
Ensure the team's account plans, CRM documentation, and KPI tracking are current, accurate, and actionable.
Serve as a contributing member of the Market Access Leadership team, advancing the Market Access department through cross-functional synergy, shared best practices, and collaborative strategic planning across market access disciplines.