Strategic Account Manager - Virginia

Role Summary

The Strategic Account Manager (SAM) is responsible for developing and maintaining relationships with Key Accounts and Key Opinion Leaders (KOLs) in the Multiple Sclerosis marketplace. This role requires a balance of strategic leadership, account management, sales expertise, and in-depth pharmaceutical industry knowledge to drive business growth through key partnerships. The individual will work closely with internal stakeholders to align the company’s offerings with client needs and achieve annual sales objectives for their defined territory, while ensuring customer satisfaction and compliant, ethical promotion of products.

Responsibilities

• 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.
• Serve as the primary point of contact for assigned accounts and KOLs, ensuring timely responses to inquiries and coordinating the resolution of any customer issues or concerns.
• Develop a deep understanding of each identified key account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.
• Predict how market trends and a changing competitive landscape could impact accounts and the utilization of our products.
• Identify business opportunities within respective geographic area, coordinating internal stakeholders to call upon large group practices, IDNs, and other key targets, if applicable.
• Monitor assigned territory for new accounts / KOLs who should be added to target list based on market potential and influence.
• Act as a liaison between KOLs and home office cross-functional teams.

Responsibilities (continued)

• Create, execute and adjust account and KOL specific next best action plans to achieve business goals and address customer needs.
• Implement business plans leveraging all appropriate resources, including home office leadership.
• Identify and leverage account and KOL influence networks.
• Track completion of planned activities and evaluate success at the KOL, account and territory levels.
• Plan executive encounters at national conferences, in field and at other venues as directed and in a compliant manner.
• Manage travel and expense and promotional events budgets.
• Maintain an updated territory level target list.

Product Education And Demand Generation

• Provide primary, on-label, commercial product and services education to targeted HCPs.
• Demonstrate deep marketplace, disease state and product expertise during external communications and presentations.
• Engage MS customers within assigned geographical territory and deliver clinically focused and patient-centric messages to grow brand adoption, share and revenue.
• Consistently deliver on product goals.
• Utilize effective, needs based selling techniques and marketing strategies to create and expand product understanding and to drive appropriate patient identification.
• Identify, track and overcome customer‚Äôs barrier(s) to use.
• 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.
• Plan, organize, and sponsor local promotional speaker programs and activities.
• Identify and develop product advocates and compliantly leverage their advocacy in territory.
• Identify new business opportunities, as directed.
• Ensure that all activities comply with company policies, industry regulations, and legal requirements related to 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.
• Develop deep understanding of product access processes at Key Accounts, including internal and external workflows and key stakeholders.
• Collaborate with market access team to solve KOL issues or concerns regarding patient access.

Territory Analysis

• Monitor and analyze sales performance using company provided tools and KPIs.
• Utilize and act upon AI generated next best action suggestions per account / KOL.
• Create and present territory, account and KOL level data analysis to field leadership, marketing and home office leadership, as directed.
• Deeply understand IC plan and how to meet and achieve sales objectives.

Insight Generation

• 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.
• Identify KOL advocates and work compliantly with marketing to leverage their advocacy.

Collaboration And Cross-Functional Work

• Communicate and coordinate with other field-based and home office-based Neurology cross-functional team members to ensure optimal account success and address customer and patient needs.
• Collaborate with the marketing team to provide feedback on and develop client-facing materials, as directed.

Education

• Bachelor‚Äôs degree required.
• Bachelor‚Äôs degree in life sciences preferred.
• MBA or advanced degree preferred.

Qualifications

• Required: Minimum of 3 years of experience in pharmaceutical sales or pharmaceutical account management (5+ years preferred).
• Required: Proven track record of driving revenue growth and achieving sales targets and/or management objectives in the pharmaceutical industry.
• Required: Experience working with cross-functional teams and managing complex client relationships.
• Required: Valid driver‚Äôs license and willingness to travel (~70-80% of travel given field-based role).
• Preferred: Existing relationships with MS Key Opinion Leaders (KOLs) in desired territory.

Skills

• Excellent communication and presentation skills.
• Solution-oriented mindset enabling effective problem solving with customers‚Äô needs as a primary focus.
• Results-driven with strong business acumen.
• Highly organized with strong account management skills.
• Strategic thinker with ability to execute tactically.
• Interpersonal skills to influence and lead in a cross-functional environment.
• Ability to develop and execute strategic plans aligned with client objectives and company goals.
• Strong organizational skills and ability to manage multiple priorities.
• Resource allocation and professional communication to internal and external colleagues.
• CRM proficiency and Microsoft Office Suite (Excel, PowerPoint, Word).

Additional Requirements

• Travel: approximately 70-80% of travel required in this field-based role.