Hospital Sales Account Manager

Inizio Engage•San Jose, CA

3d•$102,000 - $189,000

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 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 growth in existing accounts. 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, implements marketing programs and CSL Behring’s patient-focused hospital selling model, manages customer call frequency, and communicates technical product and disease-state information. The role evaluates purchasing and prescribing patterns, positions promoted products against competitors, and works with internal account and field teams to provide a consistent customer experience and achieve territory sales targets.

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.
Ability to effectively manage a large geography.
Strong clinical and disease-state knowledge and ability to understand the complexities of the U.S. hospital market.

Nice To Haves

Experience with patient groups, hospital pharmacies, and distributors.

Responsibilities

Develop new accounts and grow existing accounts through customer relationships, communication of technical product and disease-state information, and effective territory management.
Implement marketing programs to increase market share for promoted products.
Use CSL Behring’s patient-focused hospital selling model, applying effective opening, probing, listening, and closing skills during customer calls.
Maintain appropriate call frequency with assigned targets and adjust 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.
Use product, competitive, 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 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.