Director of Strategic Account Management

South Central – AR, CO, LA, MS, NM, OK, TN, TX

Job# 1064

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Overview:

This position will be a key part of the commercial leadership team that launches our client’s next product into the market and offers a dynamic, exciting opportunity to deliver differentiated value to the MS community.

Responsibilities:

Team Management:

  • Recruit, hire and retain a strategic account management team in assigned geography.
  • Coach, support and develop Strategic account management to ensure they meet or exceed their sales targets and manage client relationships effectively.
  • Be in field with each Strategic account manager at minimum of once a month with goal of being in field 80% of the time, especially at launch.

Account Management:

  • Develop and manage strong working relationships with identified Key Accounts, Key Opinion Leaders (KOLs) and other account stakeholders including MDs, DOs, NPs, PAs, nurses, clinical pharmacists and other office / administrative staff.
  • Play an active role in problem solving at the account and KOL levels and act as the liaison between the account / KOL and home office stakeholders, including Senior and Executive Leadership.

Business Planning:

  • Create and update territory level and assist in account and KOL level next best action plans to achieve business goals, meet and exceed sales goals and to address customer needs.
  • Implement territory level business plans through leveraging all appropriate resources, both physical and human including home office leadership.
  • Plan executive encounters at national conferences, in field and at other venues as directed and in a complaint manner.

Product Education and Demand Generation:

  • Assist in providing primary, on-label, commercial product and services education to targeted HCPs.
  • Help conduct presentations to institutional based physicians in large academic centers and hospitals or large group practices/groups, as appropriate.
  • Participate in and help lead initiatives to support sales success such as marketing driven patient education events and regional or national MS conferences and congresses.
  • Ensure that all activities comply with company policies, industry regulations, and legal requirements, particularly around healthcare and pharmaceutical marketing practices.

Pull-Through:

  • Compliantly assist with patient pull-through in collaboration with field reimbursement, market access and HUB colleagues.
  • Know and communicate payer environment and its impact on patient access to key accounts, KOLs and stakeholders.
  • Collaborate with market access team to solve KOL issues or concerns regarding patient access.

Territory Analysis:

  • Monitor and analyze KPIs and sales performance daily using company provided tools.
  • Create and present territory, account and KOL level data analysis to field leadership, marketing and home office leadership, as directed.

Insight Generation:

  • Ensure team members generate and capture KOL insights into system of record related to disease state, products, company and competitive landscape.
  • Present key market insights and KOL feedback to field leadership, marketing and home office leadership to help inform marketing strategies and brand planning.

Collaboration and Cross-Functional Work:

  • Communicate and coordinate with other field-based leadership and home office-based Neurology cross functional team members, especially with overlapping field reimbursement managers, medical science liaison managers and market access colleagues in assigned territory to ensure optimal account success and to address customer and patient needs.

Qualifications:

  • Bachelor’s degree required.
  • Multiple (5+ years likely required, 10+ years preferred) years of experience in pharmaceutical sales, pharmaceutical account management and / or pharmaceutical marketing.
  • 2+ years of experience as a pharmaceutical District Sales Manager, Thought Leader Liaison, Key Account Manager, Strategic Account Manager and / or Home Office HCP Marketer.
  • Proven track record of driving revenue growth and / or achieving sales targets in the pharmaceutical industry.
  • Proven success in managing or helping manage strategic accounts.
  • Experience working in the MS market
  • Valid driver’s license and willingness to travel (~70-80% of travel given field-based role).
  • Proficiency in CRM software and Microsoft Office Suite (Excel, PowerPoint, Word).

Preferred Qualifications:

  • Bachelor’s degree in life sciences.
  • Existing relationships with MS Key Opinion Leaders (KOLs) highly desired.