Global Account Manager – 340B Solutions

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive the acquisition of new customers and the expansion of strategic accounts within the 340B and Gross-to-Net portfolio.

• Oversee strategic enterprise pharmaceutical and life sciences accounts.

• Lead intricate consultative sales cycles involving healthcare executives and C-suite stakeholders.

• Provide guidance to customers on optimizing their 340B programs and managing Gross-to-Net revenue.

• Position Model N’s Truzo platform for the administration and analytics of 340B programs.

• Identify, target, and secure enterprise pharmaceutical and life sciences clients.

• Enhance existing customer accounts through upselling, cross-selling, and adoption strategies.

• Develop and implement strategic commercial plans that address compliance, pricing accuracy, operational efficiency, and regulatory risks.

• Navigate multi-stakeholder sales environments and manage complex negotiations.

• Maintain pipeline and account information in Salesforce; oversee forecasting and account planning.

• Meet pipeline development and bookings objectives.

• Collaborate with Solutions Engineering, Product, Marketing, and Customer Success teams.

• Co-lead quarterly business reviews and strategic planning meetings.

• Relay customer needs, competitive threats, and regulatory trends internally.

• Utilize Model N sales processes and AI tools to enhance productivity and decision-making.

⛳️ Requirements

• 5+ years of experience in enterprise software/SaaS sales with a demonstrated track record of meeting quotas and successfully closing large enterprise deals.

• Profound knowledge of the U.S. 340B program, encompassing mechanics, compliance, pricing calculations, entity eligibility, and the regulatory landscape.

• Experience in selling complex enterprise technology solutions within regulated healthcare settings.

• Strong background in life sciences sales, including experience with pharmaceutical manufacturers, healthcare wholesalers, or healthcare service providers.

• Understanding of pharmaceutical business models, pricing pressures, and government programs like Medicaid, Medicare, and FSS.

• Expertise in MEDDPICC, solution selling, or similar methodologies.

• Ability to diagnose customer business challenges and present solutions as strategic investments.

• Executive presence and strong communication, active listening, and negotiation skills.

• Proficiency in Salesforce for CRM discipline, pipeline management, forecasting, and account planning.

• Capacity to work autonomously, manage complex accounts, and achieve targets in a fast-paced, matrixed environment.

• Bachelor’s degree or equivalent experience.

• Preferred: direct experience with the 340B program.

• Preferred: expertise in Gross-to-Net, rebate management, or pharmaceutical revenue optimization.

• Preferred: background in healthcare IT or SaaS.

• Preferred: experience selling in regulated markets.

• Preferred: familiarity with generative AI tools such as ChatGPT, Copilot, Claude, or Gemini.

🏝️ Benefits

• Unlimited PTO for salaried employees.

• Comprehensive medical, dental, and vision insurance.

• Health Savings & Flexible Spending Accounts.

• 401(k) plan with company matching.

• Volunteer Time Off (VTO).

• Life and pet insurance coverage.

• Employee Assistance and Mental Health Programs.

• Opportunities for charitable giving.

• Professional coaching and career development.