Strategic Account Manager - Central South Region

Piramal Critical Care, Inc.; Bethlehem (Northampton County); On-site; USD 90,000 - 130,000; Full time

Job summary

Piramal Critical Care is seeking a Strategic Account Manager for the Central/South US to drive revenue growth, portfolio adoption, and long-term account value across IDNs, hospitals, and ASCs. You will lead distributor execution, contract implementation, and cross-functional collaboration to achieve revenue, margin, and compliance objectives.

Preferred locations include major US markets within the region. Strong business acumen and the ability to influence stakeholders are required to succeed in

Qualifications

• Bachelor's degree with 5–10 years of pharmaceutical selling experience.
• Experience selling to IDNs, hospitals and ASCs.
• Strong CRM and opportunity pipeline management knowledge.
• Ability to communicate across departments to support sales objectives.

Responsibilities

• Drive revenue growth and portfolio adoption across IDNs, hospitals and ASCs.
• Own full sales lifecycle from opportunity identification to contract closure.
• Lead distributor execution, contracts, and cross-functional collaboration.
• Maintain active pipeline with accurate forecasting and reviews.

Education

Bachelor's degree

Tools

CRM (Salesforce)

Job description

Be the First to Apply Division Piramal Critical Care Piramal Critical Care (PCC), a business unit of Piramal Pharma, is the fourth-largest producer of inhaled anesthetics and a global player in hospital generics. We are motivated by our vision of commitment to delivering critical care solutions for patients and healthcare providers across the globe while achieving sustainable and profitable growth for all the stakeholders. PCC maintains a wide presence across the US, Europe, and more than 100 countries across the globe. Its rich product portfolio includes Inhalation Anesthetics such as Sevoflurane, Isoflurane and Halothane as well as Intrathecal Baclofen therapy, for spasticity management. PCC has a strong manufacturing and process development experience with wholly-owned, state-of-the-art manufacturing facilities in the United States and India, inspected periodically by the US FDA and the UK MHRA and other regulators. The strategic locations of our facilities help us supply high-quality products around the world, timely at optimal costs. For more details, please visit https://www.piramalcriticalcare.com/global/

Job Title Strategic Account Manager - Central South Region

Job Description

The Strategic Account Manager (SAM) is responsible for driving revenue growth, portfolio adoption, and long term account value across a defined territory. This role owns the full sales lifecycle for Integrated Delivery Networks (IDNs), hospitals, and Ambulatory Surgery Centers (ASCs), while leading distributor execution, contract implementation, and cross functional collaboration. Success in this role requires strong business acumen, and the ability to influence complex stakeholder groups while delivering against revenue, margin, and compliance objectives.

Preferred Cities: Houston, Dallas, San Antonio, or Austin

Essential Duties and Responsibilities

Territory Strategy & Revenue Delivery

Provide ample and routine territory/account coverage Own and execute a comprehensive territory and strategic account business plan to achieve revenue, growth, and profitability targets. Prioritize accounts and opportunities based on revenue potential, strategic value, retention risk, competitive dynamics, and pipeline health. Maintain an active, qualified pipeline with accurate forecasting to support leadership visibility and business planning. Conduct regular business reviews with key customers to assess performance, value realization, and future growth opportunities.

Customer Engagement & Clinical Support

Build and maintain relationships with executive, clinical, supply chain, and value analysis stakeholders across IDNs, hospitals, and ASCs. Engage customers through consultative selling activities including in‑services, product training, professional meetings, and industry events. Navigate complex decision‑making structures and position PCC solutions by translating clinical, operational, and economic value into customer‑specific outcomes. Serve as a clinical, technical, and market resource to customers, distribution partners, and internal stakeholders.

Account & Contract Management

Manage the full sales cycle from opportunity identification through contract negotiation, close, and implementation. Execute sales strategies aligned with approved budgets, pricing frameworks, and revenue objectives. Own customer retention, renewals, and expansion by identifying and executing cross‑sell and upsell opportunities. Ensure agreements are financially viable, compliant, and aligned with customer needs and PCC strategic objectives in coordination with National Accounts and internal partners.

Distributor & Channel Leadership

Lead wholesaler and distributor relationships at the field level to ensure contract compliance, product availability, and effective account execution. Identify performance gaps and leverage distributor insights and data to optimize pull‑through and territory results.

Cross‑Functional Collaboration & Execution

Partner with National Accounts, Inside Sales, and cross‑functional teams (e.g., contracting, vaporizer, operations) to execute integrated account strategies. Serve as the primary voice of the customer internally, advocating for solutions that drive mutual value and long‑term partnerships. Support RFPs, GPO‑driven initiatives, and customer requests while coordinating internal resources to ensure timely issue resolution. Provide field‑based market and competitive intelligence to inform pricing, portfolio, and go‑to‑market decisions.

Planning, Governance & Professional Development

Manage territory‑related expenses in compliance with PCC policies and financial objectives. Maintain accurate CRM documentation, account plans, and opportunity records. Participate in ongoing professional development aligned with PCC performance objectives and competency expectations.

Key Competencies (knowledge, skills and abilities every person must possess to be successful)

• Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Excellent customer service skills and professional demeanor at all times to interface effectively with all internal and external customers.
• Excellent verbal and written communication skills.
• Creative and able to present various solutions.
• Energetic, enthusiastic and motivational disposition.
• Maintain confidentiality.
• Coaching skills

Education/Experience

• Bachelor Degree with 5 to 10 years of experience generic pharmaceutical selling into health systems, hospital and ASCs.
• Knowledge of CRM (Sales Force) and opportunity pipeline management process.
• Knowledge of budgeting and forecasting to support company revenue and expense objectives.
• Knowledge of pharmaceutical/anesthesia/device industry.
• Clinical and industry i.e. contracts, pricing, competition, etc.
• Understanding of GPO, IDNs, and the acute/non-acute environment.
• Ability to communicate across departments within and across the organization to support company, client and sales objectives.
• Application of knowledge, experience, and expertise to help shape policy, project fulfillment, and client and company objectives.
• Knowledge and expertise in specific elements of contract negotiations to obtain terms and conditions that support both client and PCC objectives.
• Application of expertise, knowledge, and experience to help solve external client issues, as well as internal cross functional issues as they relate to field based sales.

Piramal Pharma Limited, offers a portfolio of differentiated products and services through its 17 global development and manufacturing facilities and a global distribution network in over 100 countries.

PPL includes Piramal Pharma Solutions (PPS), an integrated Contract Development and Manufacturing Organization; Piramal Critical Care (PCC), a Complex Hospital Generics business; and the India Consumer Healthcare business, selling over‑the‑counter products.

In addition, one of PPL’s associate companies, AbbVie Therapeutics India Private Limited is a JV with AbbVie Inc. and has emerged as one of the market leaders in the ophthalmology therapy area.

Further, PPL has a minority investment in Yapan Bio Private Limited.

In October 2020, PPL received a 20% strategic growth investment from the Carlyle Group.

PPL provides equal employment opportunities to all employees and applicants for employment. It prohibits discrimination and harassment based on race, color, age, sex, religion, national origin or ethnicity, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by applicable law. Our employment decisions are based on merit considering qualifications, skills, performance, and achievements. Equal employment opportunity applies to all terms and conditions of employment, including recruitment, selection, training, social programs, placement, promotion, demotion, compensation and benefits, transfers, terminations, and working conditions.