Institutional Accounts Manager, Richmond Virginia

Date: May 15, 2022

Location: US-VA-Richmond, Virginia, US

Company: Bausch Health

The Institutional Account Manager (IAM) is responsible for the sale of the organization's product(s) in a specified region or major geographical area. Essential responsibilities and duties may include, but are not limited to, the following:

  • Demonstrate selling skills and pull-thru execution through strategically and tactically allocating resources to drives 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

  • Able to utilize available data to target and access 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

  • Able to 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 and deliver effective sales presentations on the organization’s products to target 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 the impact on patients and providers

  • Complete all administrative tasks in a timely manner

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



  • Bachelor’s degree required

  • A minimum of two years of successful sales experience with a demonstrated track record of success

  • Hospital experience highly preferred

  • Must have a valid driver’s license to travel to customer locations (overnights may be required)

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

  • Ability to physically perform all job duties which include:

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

  • Lifting sample boxes (25 pounds)

  • Remaining in a standing position for prolonged periods of time when giving presentations or lunches

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


Comprehensive Benefits

We recognize your physical, financial, and emotional wellbeing is a significant part of what allows you to be successful at work and at home. Our generous benefits package includes:

  • Medical, Dental, and Vision Coverage

  • Flexible Spending Account (FSA)

  • Life Insurance

  • 401(k) Savings Plan

  • Employee Stock Purchase Plan

  • Employee Assistance Plan (EAP)

  • Parental Leave Program

  • Free Bausch + Lomb Contact Lenses

  • Group Legal Services

  • Education Assistance Program


Learn more at www.Salix.com