Senior Territory Account Manager

Reports to: Regional Business Manager / Regional Business Director

• The Sr. Territory Account Manager (TAM) serves as the primary commercial lead for a defined geography, responsible for driving strategic account growth across priority healthcare settings with emphasis on Oncology, Retina, and Immunology
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• The role requires ownership of territory performance through sophisticated account planning, deep understanding of healthcare economics, and effective engagement of complex institutional and community-based stakeholders including health systems, integrated delivery networks, infusion centers, hospital outpatient departments, specialty clinics, and priority community accounts.
• The TAM is expected to evaluate each account through clinical, operational, and economic lenses to identify growth opportunities, remove barriers to adoption, and accelerate portfolio performance. Success requires strong business acumen, disciplined execution, and the ability to align internal and external stakeholders to achieve sustainable market growth.
• This role partners closely with National Accounts, Market Access, Medical, Marketing, and Sales Leadership to translate enterprise strategy into account-level execution while positioning Biocon for current and future specialty portfolio success.

• Own territory performance and deliver quarterly and annual sales objectives across Oncology, Retina, and Immunology as dictated by business priorities.
• Develop and execute integrated territory business plans that prioritize accounts based on business opportunity, patient flow, access dynamics, and competitive potential.
• Continuously assess territory performance and adapt strategy based on evolving market conditions, account movement, and portfolio priorities.

• Lead strategic engagement across complex accounts including health systems, infusion centers, specialty clinics, hospital outpatient departments, and targeted community practices.
• Map account stakeholders and decision pathways, including clinical, operational, pharmacy, reimbursement, and administrative influencers.
• Build long-term business relationships with key decision-makers including physicians, pharmacy leadership, infusion directors, practice administrators, and reimbursement stakeholders.

• Evaluate account opportunities through economic drivers including buy-and-bill dynamics, reimbursement confidence, margin sensitivity, formulary impact, and site-of-care economics.
• Understand how operational priorities, treatment protocols, contracting environment, and financial considerations influence account decisions.
• Translate account economics into actionable strategies that support adoption and long‑term utilization.
• Prioritize Oncology as the lead specialty focus while building capability and growth across Retina and Immunology.
• Deliver specialty‑relevant clinical, economic, and value messaging tailored to customer priorities and treatment environments.
• Support launch readiness and market development for future specialty portfolio expansion.

• Partner closely with National Account Managers to ensure contract pull‑through and account progression.
• Collaborate with Market Access, Medical, Marketing, and Commercial Excellence to align field execution with enterprise priorities.
• Bring forward field insight, customer trends, and competitive intelligence to strengthen organizational decision‑making.

• Identify barriers to product adoption and lead coordinated plans to advance account progression.
• Maintain disciplined CRM documentation in Veeva, including account plans, opportunity tracking, and business intelligence.
• Optimize territory investments and resources to maximize return on effort and business impact.

• Execute all territory activities in compliance with corporate policy, legal requirements, and industry regulations.
• Identify and report adverse events (AEs) and product quality complaints (PQCs) according to company procedures and timelines.