Senior Director, Corporate Account Management

Overview

The Senior Director, Corporate Account Management is a senior leader on the Value & Access team, responsible for developing and executing enterprise-level access strategies across key institutions, integrated delivery networks (IDNs), health systems, and Group Purchasing Organizations (GPOs) to optimize coverage, utilization, and long-term sustainability of Ipsen’s US portfolio. This role is accountable not only for account execution, but also for shaping portfolio-level access strategy in response to the ever changing dynamics in the US Healthcare system, including provider consolidation, site-of-care shifts, and evolving health system economics.

Serving as a strategic advisor to Value & Access leadership and the Ipsen Business Units, this role connects brand strategy, pricing and contracting, reimbursement, and field execution to deliver compliant, data-informed access solutions. The Senior Director leads a team of Corporate Account Directors and GPO Account Directors and plays a critical role in influencing formulary decision-making, contracting strategy, and value communication within an increasingly complex and integrated healthcare landscape.

Enterprise Account & Access Strategy

• Develop and execute enterprise-level access strategies for key hospitals, IDNs, health systems, specialty clinics, Aggregators and GPOs aligned to the Ipsen portfolio and brand-specific objectives
• Own portfolio-level access planning to support growth across current and future assets
• Lead proactive account segmentation and engagement strategies informed by health system consolidation, site-of-care dynamics, and clinical pathway evolution
• Drive launch readiness and lifecycle access planning for new and in-market products, ensuring alignment across brands and channels

Contracting, Pricing & Governance

• In partnership with Pricing & Contracting and Brand leadership, lead strategic direction and accountability for contract negotiations, including discounts, rebates, administrative fees, and innovative contracting constructs, in accordance with Pricing Committee Guidelines and corporate objectives
• Partner with Pricing & Contracting, Finance, Legal, Compliance, and Brand teams to develop enterprise-level business cases and recommendations requiring Pricing Committee approval
• Ensure disciplined contract execution, performance tracking, and optimization across channels
• Anticipate and respond to evolving provider consolidation, health system purchasing behaviors, site-of-care shifts, evolving pathway, and alternative reimbursement models

Cross-Functional Leadership & Influence

• Serve as a senior V&A thought partner and strategic advisor to the Ipsen Business Units, Value & Access, and North America Leadership
• Collaborate with Value & Access Marketing, HEOR, Medical Affairs, Brand, Regulatory, and Compliance to develop differentiated value narratives and system-level economic messaging
• Ensure strong alignment with Reimbursement, Patient Services, Trade & Distribution, and Government Affairs to deliver integrated access solutions across health systems
• Compliantly support the Key Account and GPO informational needs of the US Sales Force

Data, Analytics & Performance Management

• Oversee the use of dashboards and analytics to assess access performance, contract outcomes, and account-level trends
• Translate insights into actionable recommendations to optimize access strategy and resource deployment

People Leadership

• Lead, coach, and develop a high-performing Corporate Account Management team
• Foster a culture of accountability, collaboration, and continuous learning
• Provide clear direction, performance feedback, and development planning for direct reports

HOW - Behavioral Competencies Required

• Enterprise Thinking & Strategic Agility:
  Anticipates market shifts and integrates enterprise-wide considerations into account strategy
• Ensures Accountability:
  Takes full responsibility for outcomes and delivers on commitments
• Influences:
  Effectively partners across functions and levels to drive aligned decisions
• Business Insights:
  Essential for translating data, access performance, and contracting insights into clear…