Enterprise Account Manager

Discover International; Washington, Baltimore (District of Columbia, MD); On-site; USD 120,000 - 180,000; Full time

Job summary

Discover International is seeking an experienced Key Account Manager to drive commercial growth across Baltimore and Washington, D.C. territory, focusing on institutional accounts like IDNs, AMCs, and large group practices.

The role combines account management, access strategy, clinical selling, and cross-functional coordination to expand formulary access, support protocols, and drive product adoption. Occasional evenings/weekends and travel are expected.

Qualifications

• 5+ years in pharmaceutical/biotech sales, with institutional/account-based focus.
• Proven success with IDNs, AMCs, large group practices or similar complex institutions.
• Deep understanding of formulary processes and care delivery models.

Responsibilities

• Own territory-specific account plans across IDNs, AMCs and priority institutional accounts.
• Build relationships with clinical, administrative, pharmacy and reimbursement stakeholders.
• Support inclusion of products within treatment protocols and formularies.
• Understand each account’s care delivery model, decision-making structure, and access barriers.
• Drive demand generation within institutional accounts and pull-through strategies.

Skills

Account-based selling

Relationship building

Strategic planning

Cross-functional collaboration

Travel readiness

Tools

EMR systems

Job description

My client is a biopharmaceutical company focused on transforming chronic disease care through innovative, patient-centric therapies.

The business has a differentiated portfolio spanning cardiometabolic and orphan lung diseases, with particular expertise in diabetes, pulmonary hypertension and fluid overload associated with heart failure and chronic kidney disease. Its drug-device capabilities are designed to help patients integrate treatment more seamlessly into daily life.

The organization offers a close-knit, collaborative and entrepreneurial environment where employees are encouraged to bring diverse perspectives, work cross-functionally and make a meaningful impact on patient outcomes.

This is an opportunity for a high-performing account-based sales professional to help expand access to an important therapy across complex institutional customers.

The Job Description:

My client is seeking an experienced Key Account Manager to support the continued commercial growth of the companies product portfolio across the Baltimore and Washington, D.C. geography.

This is a strategic institutional selling role focused on targeted Integrated Delivery Networks, Academic Medical Centers, pediatric endocrinology centers and large group practices.

The successful candidate will combine sophisticated account management, access strategy, clinical selling and cross-functional coordination to expand formulary access, support protocol and pathway integration, drive appropriate product adoption and deliver territory objectives.

What You Will Be Doing:

• Own and execute territory-specific account plans across assigned IDNs, AMCs, pediatric endocrinology centers and other priority institutional accounts.
• Build strong relationships with clinical, administrative, pharmacy and reimbursement stakeholders, including prescribers, care teams, formulary decision-makers and EMR contacts.
• Support the inclusion of the products within treatment protocols, care pathways, formularies and other institutional processes that improve appropriate patient access.
• Develop a detailed understanding of each account’s care delivery model, decision-making structure, formulary process, patient population and access barriers.
• Drive demand generation within institutional accounts while ensuring pull-through strategies to increase average client revenue generation.
• Partner closely with field sales, market access, trade, field reimbursement, medical affairs, patient support and marketing teams to address account-specific opportunities and challenges.
• Identify barriers to access, emerging market opportunities and competitive activity, communicating actionable insights to the Regional Director and broader commercial organization.

Requirements to Be Considered:

• 5+ years of pharmaceutical or biotechnology industry experience, including at least two to three years in an institutional, key account or account-based selling role.
• Demonstrated success engaging with Integrated Delivery Networks, Academic Medical Centers, large group practices or similarly complex healthcare institutions.
• Strong knowledge of formulary processes, care delivery models, account-based selling strategies and the stakeholder dynamics that influence patient access.
• Experience collaborating effectively across sales, market access, medical affairs, marketing, field reimbursement, trade and patient support functions.
• Diabetes or endocrinology experience is strongly preferred.
• Ability to manage a field-based role with frequent in-person customer engagement, including occasional evenings and weekends as business needs require.
• Willingness to travel throughout the assigned geography, with expected travel of approximately 50% to 75%.