Institutional Accounts Manager (Nashville TN)

Job Location: Nashville, Tennessee, USA

Join our global diversified pharmaceutical company enriching lives through our relentless drive to deliver better health outcomes to our patients. We are all in it together to make a difference. Be a part of a culture that doesn't just wait for change but actively creates it—where your skills and values drive our collective progress and impact.

The Institutional Account Manager (IAM) is responsible for the sale of Salix GI products within a specified region or major geographical area, with a focus on hospitals, hospital systems, and Integrated Delivery Networks (IDNs). The IAM identifies business relationship opportunities with key decision-makers at targeted hospitals/health systems and builds plans in pursuit of those opportunities. The IAM builds and manages relationships across key health-system accounts to support formulary access and drive appropriate, compliant product pull-through, in coordination with National Account Managers and other cross-functional partners.

Responsibilities

Identify business relationship opportunities with key decision-makers at targeted hospitals and establish plans in pursuit of business opportunities

Understand patient admitting flow within large hospitals/systems

Demonstrate the ability to work with National Account Managers to execute strategies with specific hospitals and hospital systems

Comfortable selling to Director- and Chief-level contacts within large hospitals/systems

Develop a complete understanding of the health-care delivery system within each assigned customer, including physician hierarchy, key pharmacy personnel, and clinical nursing staff

Support formulary access efforts for assigned accounts by building relationships with pharmacy directors and P&T (Pharmacy & Therapeutics) committee members, and providing account-level input to the National Account Manager on formulary submissions and value-proposition positioning

Drive adoption and pull-through of institutional/GPO (Group Purchasing Organization) contracts, partnering with health-system administrators and pharmacy leadership to remove barriers to appropriate product use

Develop and deliver effective sales presentations on the organization's products to target HCPs

Demonstrate selling skills and pull-through execution through strategically and tactically allocating resources to drive results

Develop effective customer relationships, and leverage those relationships to drive results

Demonstrate baseline knowledge and understanding of business analytics, including customer data, resources, and tools

Demonstrate the ability to build account and territory plans

Utilize available data to target and access the most valuable accounts

Demonstrate expertise across the product portfolio, therapeutic areas, and managed care

Effectively manage territory by routinely analyzing data to target high-prescribing HCPs

Meet or exceed established call average and sales performance expectations

Demonstrate market and industry knowledge relative to product portfolio and competitor products

Understand and utilize clinical and disease-state knowledge and its impact on patients and providers

Collaborate with cross-functional partners - including Field Reimbursement, Market Access, sales leadership, and medical science liaisons - for total account management

Escalate complex reimbursement, coding, or billing questions, as well as patient-specific coverage issues, to the Field Reimbursement Manager

Complete all administrative tasks in a timely manner

Attend various sales training classes, sales meetings, and national/regional conferences

Qualifications
Required

Bachelor's degree required

Minimum 2 years hospital or specialty pharmaceutical experience highly preferred

Resides in or within close proximity to assigned geography

Must have a valid driver's license with a good driving history to drive a company vehicle

Requires strong business acumen, teamwork, collaboration, accountability, tenacity, and communication skills

Preferred

Experience in GI and/or selling within IDNs, hospital systems, or academic medical centers strongly preferred

General familiarity with hospital procurement processes and how formulary/P&T committee decisions are made

Demonstrated ability to network with and influence C-suite hospital executives, pharmacy directors, and senior medical/nursing leadership

A demonstrated track record of success in a quota-driven role

Travel & Physical Requirements

Overnight travel may be required for this role

Driving in a geographically large territory for long periods of time each day

Lifting sample boxes (up to 25 pounds) is required for this role; reasonable accommodations can be provided for individuals unable to meet this requirement

Performing other job-related duties and responsibilities as may be assigned from time to time

The range of starting base pay for this role is 130K-170K. Actual starting pay will be based on a wide range of factors including, but not limited to, relevant skills, experience, qualifications, education and location. In addition to base pay, this position is eligible for participation in either (i) our annual bonus program or (ii) a sales incentive plan.

Benefits package includes a comprehensive Medical (includes Prescription Drug), Dental, Vision, Flexible Spending Accounts, 401(k) with matching company contribution, discretionary time off, paid sick time, stock purchase plan, tuition reimbursement, parental leave, short-term and long-term disability, life insurance, accidental death & dismemberment insurance, paid holidays, employee referral bonuses and employee discounts.

We are an Equal Opportunity Employer. EOE Disability/Veteran.

We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates collaboration.

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