Strategic Account Manager - North Central Region

Strategic Account Manager - North Central Region

Location:

Nashville, TN

Department:
Sales

Territory:
States within region include Michigan, Indiana, Ohio, Tennessee, Kentucky, Missouri, Kansas

Reporting to the Senior Director, Strategic Accounts, the Strategic Account Manager (SAM) will be accountable for establishing a competitive advantage for Puma Biotechnology and our oncology product in assigned key Oncology GPO parent and regional accounts and for achieving all commercial goals and objectives for the defined accounts. In addition, the SAM will have responsibility for contract pull-through and account strategies at identified Hospitals and IDNs.

The SAM provides subject matter insights on strategic and operational oncology market issues and their potential impact on Puma Biotechnology. The SAM will serve as the single point of contact for key accounts assigned and partner with Senior Director, Strategic Accounts and key cross functional partners including but not limited to Regional Business Leaders, Clinical Specialists, Marketing, Contracting, Trade, Access, and Medical (as appropriate) to develop account specific strategic and tactical plans and be accountable for the flawless execution of these plans.

This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plan for Puma Biotechnology as well as work cross functionally with internal customers to drive the brand strategy.

• Account Planning and Execution:
  Develop and execute account level business plans for targeted member accounts based on Puma's commercial goals. Identification of contacts and understanding of key stakeholders representing a broad range of functions and management levels, both internal and external is required. Support activities of strategic alliance partners within targeted accounts as applicable and approved. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted and assigned regional/national oncology accounts.
• Contract support for GPO accounts:
  Develop understanding of relevant GPO member accounts to support GPO contracts and conduct periodic business reviews to ensure that GPO accounts meet or exceed all approved contracted goals in the assigned accounts. Advise Puma sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities.
• Resource Management:
  Coordinate efforts to leverage and/or maximize utilization of commercial resources in assigned regional and national member accounts. Assess and account for all commercial resources required to accomplish Puma Biotechnology commercial objectives.
• Collaboration and Communication:
  Responsible to provide timely and accurate information regarding account-specific insights that impact Puma Biotechnology business. Communication flow will include all levels within Puma Biotechnology through the Senior Director, Strategic Accounts. Cross functional collaboration with field sales leadership (RBLs), Marketing, Medical, Access, Contracting and Trade, and other appropriate functions is expected.
• Business development:
  Assess key assigned regional and national oncology accounts. Identify new customers or organizations with the potential to impact Puma Biotechnology business, work with leadership to build positive relationships.
• Develop relationships:
  Develop relationships within targeted accounts including C-suite, department heads, supply chain, SPs, network lead, 3rd party vendors; engagement at conferences and symposiums, etc.

• Responsible and accountable for the successful implementation of the strategic and tactical plans for the identified accounts and Hospitals/IDNs
• Partner with Senior Director, Strategic Accounts to create business opportunities and build strategic partnerships with defined accounts.
• Leverage detailed knowledge of both Puma and competitor products to communicate effectively and appropriately with the key decision makers and influencers and differentiate Puma Products in alignment with customer and…