Hospital Sales Account Manager

Inizio Engage•San Jose, CA

About The Position

Inizio Engage, partnering with CSL Behring, is hiring a performance-driven hospital sales professional to manage territory business development, cultivate relationships within key hospital accounts, and educate healthcare stakeholders about a critical treatment portfolio. The role serves HCPs, hospital decision-makers and influencers, pharmacy and infusion-suite teams, and C-suite stakeholders. It requires clinical and disease-state knowledge and an understanding of the U.S. hospital market to develop new accounts and grow existing ones. The position collaborates with the Regional Sales Manager and stakeholders across marketing, medical affairs, healthcare systems, and operations to align on integrated strategic plans. It also supports appropriate patient education programs as needed. The role develops territory and account plans, implements marketing programs and a patient-focused hospital selling model, manages customer engagement and call frequency, evaluates product purchasing and prescribing patterns, and communicates product value relative to competitors. The base pay range is $102,000–$189,000 per year. Final compensation depends on factors including experience, skills, internal equity, and business needs.

Requirements

Bachelor’s degree required.
At least 5 years of hospital or institutional sales experience in relevant pharmaceutical industry roles.
Demonstrated history of documented sales-performance achievement.
Strong clinical and disease-state knowledge.
Ability to understand the complexities of the U.S. hospital market.
Ability to manage a large geography effectively.

Nice To Haves

Bachelor’s degree preferably in business or life sciences.
Experience with patient groups, hospital pharmacies, and distributors.

Responsibilities

Develop new accounts and grow existing accounts through customer relationships, technical product and disease-state communication, and effective territory management.
Implement marketing programs intended to increase market share for promoted products.
Apply CSL Behring’s patient-focused hospital selling model, using effective opening, probing, listening, and closing skills during customer calls.
Maintain appropriate call frequency with assigned targets and update it as needed to align time with current product focus.
Develop and implement territory business plans consistent with corporate direction to achieve or exceed territory sales targets.
Maintain knowledge of product features and benefits, competitive products and programs, and distribution channels.
Use appropriate resources to explain the value of promoted products and compare, contrast, and position CSL Behring brands against competitor products in informed customer discussions.
Review and evaluate product purchasing and prescribing patterns, including outpatient versus inpatient infusion and hospital-contract purchasing.
Understand complex account interdependencies and proactively develop and execute short- and long-term account plans with the account team and supervisor.
Collaborate with the Associate Sales Director, Hospital Accounts, Corporate Account Managers, Field Reimbursement Managers, Medical Science Liaison, and other stakeholders to ensure a consistent customer experience.
Support appropriate patient education programs as needed.
Demonstrate strength in account management, external market focus, one-to-one customer interactions, clinical expertise, and business acumen.