Institutional Business Manager - Tri State Geography

Rigel Pharmaceuticals Inc.; United States; On-site; USD 206,000 - 245,000; Full time

Benefits offered by this job

Equity incentive awards

Comprehensive benefits

401(k) plan

Paid time off

Job summary

Rigel Pharmaceuticals, Inc. is seeking an Institutional Business Manager to drive adoption and sales across the Hematology & Solid Tumor portfolio within IDNs, systems of care, and VA accounts in Western NY, PA, NJ and DE.

The role emphasizes strategic account planning, cross-functional collaboration, and delivering clinical and business value to healthcare providers, with up to 50%+ travel and a compensation package including base salary and equity incentives.

Qualifications

• Bachelor’s degree or equivalent experience.
• Minimum of 3 years institutional or health-system pharmaceutical sales experience.
• Breast cancer experience.
• Hematology experience.
• Experience working within IDNs, academic medical centers, and complex health systems.
• Residence near a major airport within the assigned geography.
• Demonstrated track record of achieving or exceeding sales goals.

Responsibilities

• Develop and maintain strong, compliant relationships with key stakeholders, including prescribers, system influencers, pharmacy leaders, and members of the multidisciplinary care team.
• Create and execute strategic and tactical account plans that drive product adoption and achieve or exceed territory sales goals.
• Analyze market dynamics, customer needs, and competitive activity to identify opportunities and prioritize resources effectively.
• Engage customers through impactful clinical and business discussions that support informed treatment decisions and improve patient access.
• Collaborate with cross-functional partners to deliver coordinated customer engagement strategies and optimize account performance.
• Provide regular business updates on account progress, opportunities, challenges, and market trends to leadership and internal stakeholders.
• Represent Rigel at regional and national meetings, conferences, and other customer-facing events to maximize engagement opportunities.

Skills

Strategic planning

Business analysis

Account management

Communication skills

Travel readiness

Education

Bachelor’s degree or equivalent experience

Job description

Position Summary

The Institutional Business Manager (IBM) is responsible for driving adoption and sales performance across Rigel’s Hematology & Solid Tumor oncology portfolio within key Institutional, Integrated Delivery Network (IDN), System of Care, and Veterans Affairs (VA) accounts. This role focuses on developing and executing strategic account plans, understanding customer and patient needs, and delivering clinical and business value to key stakeholders. The IBM serves as a trusted partner to healthcare providers, health-system decision makers, and key opinion leaders, leveraging strong business acumen, clinical knowledge, and cross-functional collaboration to achieve and exceed territory objectives. Success in this role requires strategic account management, effective resource utilization, and the ability to navigate complex healthcare systems while maintaining the highest standards of compliance.

Geography: Western NY state, Pennsylvania, New Jersey & Delaware

Key Accounts: Include but not limited to: UPENN, UPMC, Jefferson, Fox Chase, RWJ Barnabus Health, John Theurer Cancer Center, Cooper MD Anderson Cancer Center, Atlantic Health, Helen F. Braham Cancer Center, Roswell Park Comprehensive Cancer Center, Wilmot Cancer Institute, etc.

Essential Duties And Responsibilities

• Develop and maintain strong, compliant relationships with key stakeholders, including prescribers, system influencers, pharmacy leaders, and members of the multidisciplinary care team.
• Create and execute strategic and tactical account plans that drive product adoption and achieve or exceed territory sales goals.
• Analyze market dynamics, customer needs, and competitive activity to identify opportunities and prioritize resources effectively.
• Engage customers through impactful clinical and business discussions that support informed treatment decisions and improve patient access.
• Collaborate with cross-functional partners to deliver coordinated customer engagement strategies and optimize account performance.
• Provide regular business updates on account progress, opportunities, challenges, and market trends to leadership and internal stakeholders.
• Represent Rigel at regional and national meetings, conferences, and other customer-facing events to maximize engagement opportunities.

Knowledge And Skill Requirements

• Bachelor’s degree or equivalent experience.
• Minimum of 3 years of institutional or health-system pharmaceutical sales experience.
• Breast cancer experience.
• Hematology experience.
• Experience working within IDNs, academic medical centers, and complex health systems.
• Residence near a major airport within the assigned geography.
• Demonstrated track record of achieving or exceeding sales goals.
• Strong strategic planning, business analysis, and account management skills.
• Excellent communication, presentation, Collaboration and relationship-building abilities.
• Ability to travel extensively within the territory (typically 50% or greater), including overnight and occasional weekend travel.

Compensation And Benefits

The anticipated salary range for this position is $206,000 to $245,000. The actual salary offered will depend on several factors, including experience, qualifications, geographic location, internal equity, and business needs.

This position is not eligible to participate in Rigel’s annual bonus program and is eligible for equity incentive awards, subject to the terms of the applicable plans. This position is commission-based.

Rigel offers eligible employees a comprehensive benefits package, including medical, dental, and vision coverage; life and disability insurance; flexible spending accounts; a 401(k) plan; paid time off; paid company holidays; and other benefits.

Working Conditions

• PHYSICAL DEMANDS: While performing the duties of this job, the employee is required to stand, walk; sit; talk and hear. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.
• WORK ENVIRONMENT: The noise level in the work environment is usually moderate. Some travel may be required.

Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.