Strategic Account Director

Company Description

SCA Pharmaceuticals is a dynamic rapidly growing company consisting of passionate individuals who believe in our mission of providing high quality medications that are critical in saving and sustaining human life. SCA Pharma is an FDA 503B outsourcing facility providing customized medications for hospitals and healthcare facilities across the United States. We do this through unyielding quality, safety and integrity, our commitment to accountability and ownership, teamwork and creating better solutions by simplifying the complex.

Summary:

The Director of Strategic Accounts is responsible for driving SCA’s national account strategy and is the primary liaison for leadership at key accounts with a national footprint including acute care hospitals and large Integrated Delivery Networks (IDNs). This individual is accountable for negotiating, executing, and maintaining key customer contracts and rebates in alignment with brand strategy. The  Director of Strategic Accounts provides critical input into the strategic customer planning process inclusive of contract strategy, marketing services and field activation to develop and manage strategic customer relationships that result in the retention of SCA Pharma base-business and the further penetration of the SCA Pharma product portfolio to existing and new accounts.

Essential functions: 

• Lead cross functional efforts to promote SCA’s national presence at high-level leadership meetings, including GPO, IDN, Pharmacy & Trade Summits
• Establish and maintain SCA’s position as a premier partner with all strategic partners
• Develop and ensure successful account management product launch strategies, access, and uptake with key accounts.
• Lead identification and assessment of new and innovative business opportunities to drive profitable short- and long-term customer partnerships and institutional sales.
• Develop enduring relationships with key national and strategic IDN executives and decision-makers.
• Drive strategy through joint customer planning, performance reviews and by demonstrating value for SCA’s acute care customers.
• Drive coordination of system-wide initiatives across national and strategic account affiliates by developing C-level relationships at target accounts.
• Analyze and communicate strategic insights, IDN contracting strategy, key market service initiatives, field activation plans and competitive positioning.
• Facilitate account coordination across internal stakeholders to impact SCA’s marketing, contracting, and pricing to connect customer strategies to GPO leaders.
• Facilitate cross-functional flow of field-based channel insights to enable better understanding of market dynamics and competitive trends that could impact profitable access.
• Coordinate with sales leadership to ensure optimal field activation for targeted accounts.
• Identify and implement continuous improvement efforts and knowledge sharing initiatives among account teams to emphasize and disseminate best practices.
• Monitor the evolving landscape of IDNs and trade partners to position SCA’s product portfolio in a market leadership position.
• Understand specific customer needs and relevant market dynamics and effectively position company solutions to address them.
• Drive and develop leadership meetings and relationships across SCA and Strategic Accounts through executive exchanges.

SCA Pharma is an equal opportunity employer (Minorities/Females/Disabled/Veterans). We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, disability, veteran status, or any other basis protected by applicable federal, state, or local law.

Required Qualifications & Experience:

• Strategic thinking and business acumen to identify growth opportunities and align solutions with client goals.
• Exceptional communication and presentation skills to influence stakeholders at all levels.
• Strong relationship-building capabilities with a consultative approach.
• Analytical mindset to interpret data and drive informed decisions.
• Proficiency in CRM systems and account planning tools.
• A collaborative spirit and ability to lead cross-functional initiatives.
• Resilience and adaptability in a fast-paced, evolving environment.

Desired Knowledge, Skills, and Abilities:

• Bachelor’s degree in business, Marketing, Healthcare Administration, or a related field; MBA or equivalent advanced degree preferred.
• 7+ years of experience in strategic account management, enterprise sales, or client success roles, preferably in the healthcare or pharmaceutical industry.
• Demonstrated success in managing complex accounts and driving revenue growth through strategic planning and relationship management.
• Strong understanding of healthcare systems, hospital procurement processes, and regulatory environments.
• Proven ability to negotiate contracts, manage renewals, and influence decision-makers at all organizational levels.
• Proficiency in CRM platforms (e.g., Salesforce) and data analysis tools to track performance and identify trends.
• Excellent communication, presentation, and interpersonal skills with a consultative approach to client engagement.
• Ability to travel as needed to meet with clients and attend industry events.
• A results-driven, collaborative mindset with a passion for delivering exceptional customer experiences.

SCA Pharma is an equal opportunity employer (Minorities/Females/Disabled/Veterans). We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, disability, veteran status, or any other basis protected by applicable federal, state, or local law.