Institutional Accounts Manager; Phoenix AZ

Job Location:

Phoenix, Arizona, USA

Join our global diversified pharmaceutical company enriching lives through our relentless drive to deliver better health outcomes to our patients. We are all in it together to make a difference. Be a part of a culture that doesn't just wait for change but actively creates it—where your skills and values drive our collective progress and impact.

The Institutional Account Manager (IAM) is responsible for the sale of Salix GI products within a specified region or major geographical area, with a focus on hospitals, hospital systems, and Integrated Delivery Networks (IDNs). The IAM identifies business relationship opportunities with key decision-makers at targeted hospitals/health systems and builds plans in pursuit of those opportunities. The IAM builds and manages relationships across key health-system accounts to support formulary access and drive appropriate, compliant product pull-through, in coordination with National Account Managers and other cross-functional partners.

• Identify business relationship opportunities with key decision-makers at targeted hospitals and establish plans in pursuit of business opportunities
• Understand patient admitting flow within large hospitals/systems
• Demonstrate the ability to work with National Account Managers to execute strategies with specific hospitals and hospital systems
• Comfortable selling to Director- and Chief-level contacts within large hospitals/systems
• Develop a complete understanding of the health-care delivery system within each assigned customer, including physician hierarchy, key pharmacy personnel, and clinical nursing staff
• Support formulary access efforts for assigned accounts by building relationships with pharmacy directors and P&T (Pharmacy & Therapeutics) committee members, and providing account-level input to the National Account Manager on formulary submissions and value-proposition positioning
• Drive adoption and pull-through of institutional/GPO (Group Purchasing Organization) contracts, partnering with health-system administrators and pharmacy leadership to remove barriers to appropriate product use
• Develop and deliver effective sales presentations on the organization’s products to target HCPs
• Demonstrate selling skills and pull-through execution through strategically and tactically allocating resources to drive results
• Develop effective customer relationships, and leverage those relationships to drive results
• Demonstrate baseline knowledge and understanding of business analytics, including customer data, resources, and tools
• Demonstrate the ability to build account and territory plans
• Utilize available data to target and access the most valuable accounts
• Demonstrate expertise across the product portfolio, therapeutic areas, and managed care
• Effectively manage territory by routinely analyzing data to target high-prescribing HCPs
• Meet or exceed established call average and sales performance expectations
• Demonstrate market and industry knowledge relative to product portfolio and competitor products
• Understand and utilize clinical and disease-state knowledge and its impact on patients and providers
• Collaborate with cross-functional partners - including Field Reimbursement, Market Access, sales leadership, and medical science liaisons - for total account management
• Escalate complex reimbursement, coding, or billing questions, as well as patient-specific coverage issues, to the Field Reimbursement Manager
• Complete all administrative tasks in a timely manner
• Attend various sales training classes, sales meetings, and national/regional conferences

Required

• Bachelor’s degree required
• Minimum 2 years hospital or specialty pharmaceutical experience highly preferred
• Resides in or within close…