Institutional Accounts Manager, Richmond Virginia

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

Qualifications:

• 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