Strategic Account Manager - North Central Region — Nashville, TN
Puma Biotechnology — Nashville, TN
This role covers the Nashville, TN territory.
Stated in the posting
Pay: $205K – $235K (base salary)
Experience: 2+ years
Travel: approximately 50%
Overnight travel
Weekend work
Strategic Account Manager - North Central Region
Location
Nashville, TN
Department
Sales
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Puma Biotechnology Inc. does not accept unsolicited resumes or candidates from outside staffing agencies or recruiters.
Territory: States within region include Michigan, Indiana, Ohio, Tennessee, Kentucky, Missouri, Kansas
Reporting to the Senior Director, Strategic Accounts, the Strategic Account Manager (SAM) will be accountable for establishing a competitive advantage for Puma Biotechnology and our oncology product in assigned key Oncology GPO parent and regional accounts and for achieving all commercial goals and objectives for the defined accounts. In addition, the SAM will have responsibility for contract pull-through and account strategies at identified Hospitals and IDNs.
The SAM provides subject matter insights on strategic and operational oncology market issues and their potential impact on Puma Biotechnology. The SAM will serve as the single point of contact for key accounts assigned and partner with Senior Director, Strategic Accounts and key cross functional partners including but not limited to Regional Business Leaders, Clinical Specialists, Marketing, Contracting, Trade, Access, and Medical (as appropriate) to develop account specific strategic and tactical plans and be accountable for the flawless execution of these plans.
This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plan for Puma Biotechnology as well as work cross functionally with internal customers to drive the brand strategy.
Essential Functions
Account Planning and Execution: Develop and execute account level business plans for targeted member accounts based on Puma’s commercial goals. Identification of contacts and understanding of key stakeholders representing a broad range of functions and management levels, both internal and external is required. Support activities of strategic alliance partners within targeted accounts as applicable and approved. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted and assigned regional/national oncology accounts.
Contract support for GPO accounts: Develop understanding of relevant GPO member accounts to support GPO contracts and conduct periodic business reviews to ensure that GPO accounts meet or exceed all approved contracted goals in the assigned accounts. Advise Puma sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities.
Resource Management: Coordinate efforts to leverage and/or maximize utilization of commercial resources in assigned regional and national member accounts. Assess and account for all commercial resources required to accomplish Puma Biotechnology commercial objectives.
Collaboration and Communication: Responsible to provide timely and accurate information regarding account-specific insights that impact Puma Biotechnology business. Communication flow will include all levels within Puma Biotechnology through the Senior Director, Strategic Accounts. Cross functional collaboration with field sales leadership (RBLs), Marketing, Medical, Access, Contracting and Trade, and other appropriate functions is expected.
Business development: Assess key assigned regional and national oncology accounts. Identify new customers or organizations with the potential to impact Puma Biotechnology business, work with leadership to build positive relationships.
Develop relationships: Develop relationships within targeted accounts including C-suite, department heads, supply chain, SPs, network lead, 3rd party vendors; engagement at conferences and symposiums, etc.
Major Duties/Responsibilities
Responsible and accountable for the successful implementation of the strategic and tactical plans for the identified accounts and Hospitals/IDNs
Partner with Senior Director, Strategic Accounts to create business opportunities and build strategic partnerships with defined accounts.
Leverage detailed knowledge of both Puma and competitor products to communicate effectively and appropriately with the key decision makers and influencers and differentiate Puma Products in alignment with customer and patient needs and goals
Leverage appropriate proactive methods to gather and demonstrate a thorough understanding of integrated customer accounts, customer business models, financial dynamics, marketplace developments and trends, competitive strategies, healthcare policy, and Puma strategies and processes
Adapt national sales and marketing strategies to each account’s unique market dynamics
Collaborate with market access, marketing, medical and sales to secure access to formularies and pathways
Responsible for education, communication, and coordination with all segments of the business within their assigned accounts
Establish strong customer management skills and relationships for assigned accounts.
Identify, develop, and execute business opportunities by focusing on appropriate positioning and messaging of Puma Biotechnology products
Identify, resolve, and communicate dispensing and/or product access issues
Track and analyze product performance and communicate to internal stakeholders
Conduct business reviews for assigned accounts
Identify and build business relationship with field GPO Sales, Account and Clinical Teams as well as Hospital Accounts as assigned
Competencies
Expert knowledge of relevant products, their associated therapeutic areas, competitors and other related marketplace factors
Strong leader with documented success in building a strategic plan and driving execution
Strong analytical skills with track record of pulling through tactical implementation
Collaborative team player and with excellent oral and written presentation skills
Impeccable business ethics
Strong presentation skills
Strong organization, planning, and analytical skills
Demonstrated project management skills with the ability to manage multiple projects simultaneously
Ability to work independently to execute against strategic and tactical plans under tight timelines
Ability to assemble and lead cross-functional teams toward a shared vision of success
Ability to present ideas effectively to individuals or groups, targeting presentation to the needs of the audience
Required Education and Professional Experience
Bachelor’s degree in Scientific or Business field required
Strong experience in sales, managed care, reimbursement, health policy, or healthcare marketing experience
Minimum 5 to 7 years experience in the pharmaceutical/biotech industry with documented experience in oncology
Minimum 2 years of experience in strategic account management. To include
Preferred Education and Experience
MBA preferred
Experience in biotechnology, pharmaceutical industry or oncology highly preferred
Regional / National Account Management experience preferred, particularly within the Community Oncology GPO segment and Hospital/IDN segment
Launch and/or experience in promotion of breast cancer products preferred
Launch and/or experience in promotion of rare disease products preferred
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that ae required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Position Type/Expected Hours of Work
This is a full-time position. Days and hours of work are Monday through Friday, approximately 8:30 AM to 5 PM, depending on the schedule for the day. This position occasionally requires working outside of these hours, and may extend to evenings and weekends as business needs require. This position requires significant use of a personal vehicle to perform the essential duties and responsibilities of the role. Reimbursement for personal vehicle use for business is provided. As a result, Puma Biotechnology will monitor the motor vehicle record of employees in this role for the purpose of determining eligibility for driving any vehicle while on company business.
Work Environment
This position operates in a professional environment, meeting with Health Care Professionals (HCP’s), oncology experts, and colleagues.
Travel
The role requires frequent travel within the territory, including regular overnight stays within the territory (depending on size of territory). Out-of-territory travel will be required for conferences, meetings, etc. Travel may be required up to approximately 50% for some territories.
Physical Demands
This is a remote position with employees working from a home office and in the field within the territory. The physical demands described are representative of those that must be met by an employee to successfully perform the primary functions of this position. The physical demands of the home office are normally associated with extended amounts of time sitting and using office equipment, including a computer, keyboard, and mouse. The physical demands of field work includes standing, walking, sitting, driving, speaking, and hearing. The employee must occasionally lift or move up to 25 pounds.
Compensation Range
The salary range for this role is $205,000 - $235,000 per year. Higher compensation may be available for someone with advanced skills and/or experience.
At Puma Biotechnology, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), quarterly incentive compensation, and a robust benefits package. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.
Puma Biotechnology Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, status as a protected veteran, or any other characteristic protected by law.