Hospital Sales Account Manager

Inizio Engage•San Francisco, CA

2d•$102,000 - $189,000

About The Position

Inizio Engage, partnering with CSL Behring, is seeking a performance-driven hospital sales professional to manage territory business development, build relationships within key hospital accounts, and drive education and awareness of a critical treatment portfolio among health care professionals, hospital decision-makers and influencers, pharmacy, infusion suites, and C-suite stakeholders. The position requires strong clinical and disease-state knowledge and an understanding of the U.S. hospital market to develop new accounts and support existing account growth. The role involves collaborating with the Regional Sales Manager and partners across marketing, medical affairs, health care systems, and operations to align integrated strategic plans. The Hospital Sales Specialist may also support appropriate patient education programs. The role includes developing territory business and account plans, implementing marketing programs and a patient-focused hospital selling model, managing customer call frequency, and communicating product and disease-state information. The representative evaluates product purchasing and prescribing patterns, positions promoted products against competitors, and works with account teams and internal stakeholders to manage complex account interdependencies and provide a consistent customer experience. The listed 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, preferably in business or life sciences.
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 demonstrate effective management of a large geography.
Competency in account management, external market focus, one-to-one customer interactions, clinical expertise, and business acumen.

Nice To Haves

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 territory management.
Implement marketing programs intended to increase market share of promoted products.
Use CSL Behring’s patient-focused hospital selling model and effective opening, probing, listening, and closing skills during customer calls.
Maintain appropriate call frequency with assigned targets and adjust it as needed to align with current product focus.
Develop and implement territory business plans consistent with corporate direction to achieve or exceed territory sales targets.
Use product, competitive, and distribution-channel knowledge to explain product features and benefits.
Use appropriate resources to present a compelling rationale for promoted products and compare, contrast, and position CSL Behring brands against competitors.
Review and evaluate product purchasing and prescribing patterns, including outpatient versus inpatient infusion and hospital-contract purchasing.
Assess complex account interdependencies and 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 provide a consistent customer experience.
Support appropriate patient education programs as needed.