Hospital Sales Account Manager

Inizio Engage•Seattle, WA

21h•$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, cultivate relationships within key hospital accounts, and increase education and awareness of a critical treatment portfolio among healthcare 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 grow existing ones. The role collaborates with the Regional Sales Manager and stakeholders across marketing, medical affairs, healthcare systems, and operations to align integrated strategic plans, and supports appropriate patient education programs as needed. The Hospital Sales Account Manager develops and executes territory and account plans, builds customer relationships, communicates technical product and disease-state information, implements marketing programs and a patient-focused hospital selling model, and works to achieve or exceed territory sales targets. The role evaluates purchasing and prescribing patterns, positions promoted products against competitors, and coordinates with account teams and internal partners to provide a consistent customer experience.

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 demonstrate effective management of a large geography.

Nice To Haves

Bachelor’s degree preferably in business or life sciences.
Experience with patient groups, hospital pharmacies, and distributors.
Experience in account management, external market focus, one-to-one customer interactions, clinical expertise, and business acumen.

Responsibilities

Develop new accounts and grow existing accounts through customer relationships, communication of technical product and disease-state information, and effective territory management.
Implement key marketing programs to increase the market share of promoted products.
Use CSL Behring’s patient-focused hospital selling model, including effective opening, probing, listening, and closing skills during customer calls.
Maintain appropriate call frequency with assigned targets and update call plans as needed to align time with current product focus.
Develop and implement territory business plans aligned with corporate direction to achieve or exceed territory sales targets.
Use product, competitor, program, and distribution-channel knowledge to discuss product features and benefits.
Use appropriate resources to present a compelling rationale for promoted products and compare, contrast, and position CSL Behring brands against competitor products.
Review and evaluate product purchasing and prescribing patterns, including outpatient versus inpatient infusion and hospital-contract purchasing.
Understand 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 Liaisons, and other stakeholders to ensure a consistent customer experience.
Support appropriate patient education programs as needed.