Hospital Key Account Manager

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

📋 Description

• Generate demand and create opportunities for a new hospital antibiotic within a specified territory.

• Inform formulary decision-makers, key stakeholders, and healthcare providers about the clinical benefits.

• Achieve formulary adoption and usage within the institutional IV antibiotic sector.

• Promote formulary access and sales at premier U.S. hospital institutions.

• Interact with healthcare professionals in institutional settings.

• Design and implement account-specific strategies to enhance awareness and availability of anti-infective products.

• Work autonomously to enhance sales performance and fulfill or surpass territory goals.

• Provide education to healthcare professionals regarding clinical evidence, approved indications, and product efficacy and safety profiles.

• Develop, implement, and assess territory and business plans.

• Target key stakeholders within each account to broaden product usage and customer base.

• Identify business opportunities and present value propositions tailored to customer needs.

• Facilitate the progression of hospitals and customers along the sales continuum to secure prescriber commitments.

• Display knowledge of promoted products, competitive brands, disease states, patient profiles, and treatment pathways.

• Collaborate with Market Access, Medical, Marketing, and Operations colleagues in a complex, matrixed selling environment.

• Formulate and execute pull-through strategies to boost product adoption and usage.

• Utilize data tools and insights to inform business strategies and tactics.

• Timely and accurately report activities and account details using CRM technology.

• Ensure adherence to company policies, procedures, principles, values, and relevant laws.

• Manage territory budgets, Speaker Programs allocations, samples, and additional resources.

• Complete mandatory training, acknowledgments, call reports, expense reports, and administrative tasks.

⛳️ Requirements

• Proven and measurable history of sales performance, including achieving or exceeding territory performance objectives.

• Experience in account-based selling within the designated territory.

• Strong comprehension of the purchasing, ordering, and administration processes for hospital products, including formulary processes and reimbursement policies.

• Ability to understand and navigate hospital systems to access key decision-makers.

• Experience engaging with infectious disease specialists, critical care units, and hospitalists.

• Successful track record of securing hospital product formulary approval through P&T (pharmacy and therapeutics) committees within the IV antibiotic or related category.

• Proven capability to comprehend, articulate, and routinely present complex scientific information.

• Strong presentation, organizational, administrative, and communication skills.

• Experience in utilizing and optimizing CRM systems to support territory dynamics.

• Prior experience in promoting newly launched products.

• A valid driver’s license and a clean driving record are required.

• Demonstrated effective time management, organizational, and communication skills.

• Proven judgment and decision-making abilities.

• Bachelor’s degree in business or a BS/MS in life sciences preferred, along with experience in sales, marketing, or product management; or equivalent skills and experience required.

• 3 to 5 years of experience in the pharmaceutical industry.

• Over 7 years of pharmaceutical sales experience, with a minimum of 5 years in a hospital setting, preferably related to anti-infectives.

• Strong preference for antibiotic account management experience or clinical experience (e.g., nurse, pharmacist).

• Proficiency in Microsoft Word, PowerPoint, and Excel.

• CRM experience is essential.

• Willingness to travel overnight up to 65% of the time.

• Field-based remote work is required.

🏝️ Benefits

• Competitive salary along with medical, dental, and vision insurance.

• Flexible spending accounts.

• Long- and short-term disability insurance.

• Life insurance coverage.

• 401(k) plan with matching contributions.

• Competitive paid time off (PTO) and company-paid holidays.

• Paid parental leave (maternity and paternity).

• Employee assistance program.

• Car allowance.

• Target bonus opportunities.