Institutional Account Manager

Requirements

• Maximize relationships with key academic institutions, IDNs and GPOs and leverage these relationships to generate increased demand and access for the product by targeting appropriate prescribers and decision influencers within the hospital.
• Partner with health systems to influence heads of departments, service line leaders, RNs, floor directors, and hospital pharmacy to secure formulary access and pull through of product utilization in the Hospital.
• Increase adoption and pull through of institutional/GPO contracts.
• Partner with administrators within health systems to remove barriers to appropriate use of product.
• Achieve and/or exceed targeted sales goals in an assigned territory by developing, implementing and executing an integrated territory business plan encompassing key accounts with the goal of maximizing sales.
• Establish and maintain professional relationships with targeted physicians to maximize new business opportunities.
• Achieve success in a complex, matrixed selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Market Access, Medical, Marketing and Operations colleagues.
• Use data tools and insights, and other informational sources to determine strategies and tactics for business decision-making.
• Demonstrate account-based selling skills (including group presentations, etc.). Build relationships in institutions aligned with customer segmentation.
• Plan and organize activities to ensure regular and consistent coverage of the territory according to a plan of action.
• Develop a complete understanding of the health care delivery system within each assigned customer, including the physician hierarchy, key pharmacy personnel, clinical nursing staff, etc.
• Collaboratively build account plans with field colleagues and leadership, that will increase demand and patient care.
• Develop deep product and competitor knowledge and understanding of local and regional market trends.
• Manage territory budget to support sales and marketing activities.
• Complete all administrative tasks in a timely manner.
• Execute the company brand strategy and tactics within their assigned geographic area.
• Participation in required training and development programs.
• Maintain adherence and compliance with all corporate, industry policies and procedures.

Benefits

• Competitive compensation package
• Health benefits to include Medical, Dental and Vision
• Company match 401k
• Flexible paid time off (PTO)
• Sick time