Specialty Account Manager - San Diego, CA

Role Summary

The Specialty Account Manager (SAM) will play a pivotal role in Viridian’s first commercial launch, driving performance within a defined territory in alignment with regional and national objectives. This role requires strategic business planning, tactical execution, and cross-functional collaboration with teams including Market Access, Field Medical, Marketing, Commercial Operations, and Sales Training. The position is fully remote with travel within the sales territory required, and the applicant must reside in the territory being supported.

Responsibilities

• Customer & Market Engagement
  • Build and maintain relationships with key accounts, referral networks, and influencers within the assigned territory
  • Develop account engagement and pull-through strategies in collaboration with cross-functional partners
  • Demonstrate Viridian’s corporate values and contribute to a first-launch culture focused on excellence and agility
• Territory Execution & Strategic Alignment
  • Translate national strategies into actionable territory-level execution plans that drive demand
  • Execute aligned targeting, messaging, and engagement strategies across customer types, including ophthalmology specialists, endocrinologists, infusion centers, and referral networks
  • Optimal utilization of field resources and marketing programs to maximize impact at the territory level
• Business Planning
  • Develop and execute a comprehensive territory business plan ensuring disciplined call planning, customer segmentation, and tactical activities
  • Monitor and analyze territory performance, competitive dynamics, and local market trends to drive continuous improvement
• Cross-Functional Partnership
  • Collaborate with Sales Leadership, Marketing, Field Medical, Market Access, Training, and Commercial Operations to ensure cohesive customer engagement
  • Act with urgency to accelerate execution and remove barriers to success
  • Share field insights and competitive intelligence to inform strategy, tactics, and resource development

Qualifications

• Bachelor’s degree required
• 8+ years of progressive biotech/pharma sales experience, including 5+ years of specialty and/or rare disease sales experience. Ophthalmology sales experience is a plus.
• Proven success launching specialty or rare disease products, ideally in buy-and-bill or complex referral ecosystems
• Strong track record of exceeding performance goals
• Deep understanding of specialty sales models, referral networks, and customer access dynamics
• Strong analytical, business planning, and communication skills
• Strong commitment to ethical standards
• Proficient with Microsoft Office suite (i.e., Word, PowerPoint, Excel, Outlook, SharePoint, etc.)
• Ability to travel up to 50%
• The salary range for this position is commensurate with experience