Hepatology Account Manager - Sacramento, CA

Account Manager Job Summary

The Account Manager is pivotal in owning the B2B customer relationship within the largest and most complex healthcare delivery networks, such as Health Systems, State CDC Awardees, major health departments, and Federally Qualified Health Systems (FQHCs). The role serves as the primary liaison with these key customers, engaging C/D level clinical and non-clinical stakeholders to understand unique needs and priorities, and delivering a customized value proposition.

The Account Manager will meet and exceed sales performance objectives in an assigned territory by developing, implementing, and executing an integrated territory business plan that targets key customers and accounts. The incumbent provides scientific and clinical information within the disease state area and approved products, delivers brand sales presentations to physicians, advanced practice providers, medical staff, and other clinic personnel, and manages all resources to optimize customer engagement.

Participation in training and development programs and adherence to industry and corporate policies are essential for success, which includes convincing health‑care professionals to prescribe the product to appropriate patients and maintaining alignment with the overall brand system.

• Build partnerships with large-organized customers, including IDNs, academic centers, and key decision-makers (chief medical officers, pharmacy directors, infectious disease specialists, and P&T committee members)
• Achieve and exceed sales targets within the assigned territory by developing, implementing, and executing an integrated business plan for key accounts to maximize sales.
• Identify and engage key influencers, ensuring designated customer interaction expectations are met, with a focus on top target customers.
• Plan and organize activities to achieve call metrics, optimizing coverage and frequency to key customers to maximize access and sales opportunities.
• Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals, driving appropriate product utilization.
• Understand the healthcare delivery system within each assigned customer, including the physician hierarchy, key pharmacy personnel, and clinical nursing staff.
• Develop in-depth product and competitor knowledge, staying informed about local and regional market trends.
• Analyze local trends to identify long and short‑term goals, crafting a robust product launch business plan.
• Collaborate with peers in the sales organization to share best practices and strategies.
• Provide feedback on marketing strategy, analyze the effectiveness of sales activities and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other support partners to deliver an exceptional customer experience.
• Manage the territory budget to support sales and marketing activities effectively.
• Complete administrative tasks promptly, executing the company brand strategy and tactics within the assigned geographic area.
• Participate in training and development programs to enhance skills and knowledge.
• Maintain adherence and compliance with all corporate and industry policies and procedures.

• Bachelor's degree in a relevant field.
• Valid driver’s license.
• Travel required:
  
  up to 50% (based on specific district size).
• The selected candidate will be hired at the appropriate level based on experience:
  • Account Manager 6: Minimum 5 years of biotech/pharmaceutical experience.
  • Account Manager 7: Minimum 3 years of biotech/pharmaceutical experience.

• Proven success in product launch sales.
• Hepatology experience preferred.
• Documented track record of achieving sales targets and goals.
• Expertise in account selling and managing complex sales processes.
• Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles, and decision‑making processes (P&T, formulary, etc.).
• Experience calling on C/D level within large, complex healthcare delivery networks (e.g., IDNs).
• Experience with lateral leadership in a highly matrixed organization.
• Ability to work effectively both…