Hepatology Account Manager - San Jose, CA

Account Manager Job Summary

The Account Manager is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks (e.g. Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs). The role is to serve as the primary liaison with our largest customers, engage C/D level clinical and non‑clinical stakeholders to understand unique needs and priorities, and deliver a customized value proposition.

The position aims to meet or exceed sales performance objectives in an assigned territory through integrated territory business plans that target key customers and accounts. The Account Manager will provide scientific and clinical information within disease states and approved products, deliver brand sales presentations to physicians, APPs, medical staff, and other clinic personnel, and optimize customer engagement. Participation in training and development programs is required while abiding by all industry and corporate policies and procedures.

Successful outcomes include convincing HCPs to prescribe products, servicing accounts, and aligning with the overall brand system.

• Build partnerships with large‑organized customers, including IDNs, Academic Centers, and key decision‐makers (e.g. 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.
• Identify and engage key influencers, ensuring 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.
• 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 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 robust product launch business plans.
• 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.
• 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%.
• The selected candidate will be hired at the appropriate level based on experience:
  • Account Manager 6:
    Minimum 5 years of biotech/pharmaceutical experience required.
  • Account Manager 7:
    Minimum 3 years of biotech/pharmaceutical experience required.

• 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…