Specialty Account Manager - Worcester, MA

Role Summary

Specialty Account Manager (SAM) leads the territory strategy and execution for Viridian’s first commercial launch. Responsible for driving performance within a defined territory, aligning with regional and national objectives through strategic planning, tactical execution, and cross-functional collaboration. Partnerships with Regional Sales Director and internal teams ensure cohesive account management and seamless customer experiences. This role is fully remote with travel within the sales territory required; residence within the supported territory is mandatory.

Responsibilities

• 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 values and contribute to a first-launch culture focused on excellence and agility
• 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
• 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
• 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 (Word, PowerPoint, Excel, Outlook, SharePoint, etc.)
• Ability to travel up to 50%
• Salary range commensurate with experience

Education

• Bachelor’s degree required

Skills

• Analytical thinking and strategic planning
• Effective communication and collaboration across cross-functional teams
• Relationship management with key accounts and referral networks
• Market analysis and territory-level execution
• Proficiency with Microsoft Office and standard sales tools

Additional Requirements

• Remote role with frequent travel within the territory required
• Residence within the supported territory is mandatory