Institutional Account Manager

Syneos Health Commercial Solutions; Orlando (FL); On-site; USD 120,000 - 160,000; Full time

Job summary

Syneos Health Commercial Solutions is seeking an Institutional Account Manager to engage hospital accounts, IDNs, and GPOs. You will drive formulary access, pull through of product use, and maximize relationships with physicians and hospital decision makers.

You will operate in a highly matrixed environment, collaborating with Market Access, Medical, Marketing and Operations to meet ambitious territory sales goals.

Qualifications

• BA/BS degree required.
• 5+ years pharmaceutical/biotech sales experience.
• 2+ years cardiovascular sales experience in the Hospital setting.
• Hospital/Institutional experience highly preferred.
• Knowledge of formulary approval process and driving formulary approvals is preferred.
• Must live within territory or within territory boundaries.
• Proven track record of success in a high science competitive selling environment.
• Ability to identify key decision makers, develop positive relationships and strong customer dedication.
• Self-starter, highly motivated to succeed.
• Strong communication, business analytics and account management skills.
• Ability to work independently or in a team environment.

Responsibilities

• Maximize relationships with key academic institutions, IDNs and GPOs to increase demand and access.
• Influence decision makers within hospital systems to secure formulary access.
• Drive adoption and pull through of institutional/GPO contracts.
• Develop and execute an integrated territory business plan to meet sales goals.
• Establish professional relationships with physicians to maximize new business opportunities.
• Navigate a matrixed selling environment with cross-functional partners.
• Use data tools and insights to inform strategies and tactics.
• Plan activities for regular territory coverage and outreach.
• Develop understanding of healthcare delivery within assigned customers.

Job description

Description

This is an Institutional Account Manager position in a startup Pharma organization being built to launch a cardiovascular product in the critical care space. Reporting to the Syneos Health Area Business Director, the Account Manager will be responsible for engaging key stakeholders within complex hospital accounts, institutional systems and integrated delivery networks (IDNs).

Responsibilities

• 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.

Requirements

• BA/BS degree required.
• 5+ years pharmaceutical/biotech sales experience.
• 2+ years cardiovascular sales experience in the Hospital setting is required.
• Hospital/Institutional experience highly preferred.
• Knowledge of formulary approval process and driving formulary approvals is preferred.
• Must live within territory or within territory boundaries.
• Proven track record of success in a high science competitive selling environment.
• Ability to identify key decision makers, develop positive relationships and strong customer dedication.
• Self-starter, highly motivated to succeed.
• Strong communication, business analytics and account management skills.
• Ability to work independently or in a team environment.

At Syneos Health, we are dedicated to building a diverse, inclusive and authentic workplace. At times, we will consider transferable skills from previous roles.

Why Syneos Health?

Here, the work is challenging, and the pace is exhilarating. By joining one of our commercial teams, you’re empowered to succeed with the support, resources, and autonomy that you need. The diversification and breadth of our new and existing partnerships create a multitude of career paths and employment opportunities. Syneos Health has launched more sales teams in the last 5 years across all major therapeutic areas than the top 25 pharma companies combined. Join our game-changing, global company dedicated to creating better, smarter, faster ways to get biopharmaceutical therapies to patients. Experience the thrill of knowing that your everyday efforts are contributing to improving patients’ lives around the world.

Work Here Matters Everywhere | How are you inspired to change lives?

Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)

The benefits for this position will include a competitive compensation package, Health benefits to include Medical, Dental and Vision, Company match 401k, flexible paid time off (PTO) and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos Health complies with all applicable federal, state, and municipal paid sick time requirements.