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Reference Number: SK-SNHAMUS
Location: North Carolina, United States

Senior National Hospital Account Manager, Branded Products (Field-Based, anywhere in US close to major airport)

 

My client, located in North Carolina, is a specialty, private-equity owned small pharmaceutical company that addresses critical needs for niche markets within the pharmaceutical and life science industries by developing and manufacturing a portfolio of high-value semi-solid and liquid products. They have developed unique expertise in niche markets over their 40 years of history, utilizing modern manufacturing techniques.

 

My client has a great company culture that is very collaborative, with an entrepreneurial spirt. They also offer a work/life balanced environment for their employees.  They seek impact players to join their team.

 

Currently hiring a Senior National Hospital Account Manager to join this company.  This is an exciting opportunity as it is an opportunity to help this company continue to build their branded business!  As the company’s first branded salesperson, you will be targeting hospitals and institutions throughout the country, therefore need to be able to travel heavily (estimated 75%).  High visibility in this role, as you will interact regularly with the Director of Marketing, the CEO & the Executive Chairman of the Board. 

YOU:

  • 5+ years proven hospital and institutional based sales experience
  • Understanding of how to navigate and influence the P&T Committee process
  • Sales analytics experience is a plus as you need the ability to find the data and use the data to build your plan
  • Self-motivated and ability to work independently as you will be an entity of one and must be able to map your plan, execute your plan, and provide feedback on your plan
  • Entrepreneurial spirit
  • Pharma marketing experience is a plus
  • Hospital based cardiovascular experience is a plus
  • Ability to work for any employer in the US without sponsorship

 

TITLE: Senior National Hospital Account Manager, Branded Products

REPORTS TO: Director of Marketing

LOCATION:  FIELD BASED (live close to a Hub Airport)

               

This position is a unique opportunity and a hybrid role requiring hospital and institution-based sales experience. The main responsibility for Senior National Hospital Account Manager, Branded Products (SNHAM) is to identify top institutions, target key decision makers, gain full understanding of the P&T process, and drive action to successfully pull the brand through at these key accounts.  The SNHAM will be the key interface with prescribers, pharmacy directors, P&T committees, procurement at hospitals, IDNs and long-term care facilities. 

 

The SNHAM will also target key decision makers at high-volume compounding pharmacies to convert existing compounding of the product to the FDA approved brand. (S)He will call on the top institutions, and drive not only awareness, but changes in prescribing and filling behavior to drive sales.  In addition, (s)he will attend key conferences and meetings to ensure maximal exposure of the brand and develop relationships with key constituents.  This position is a national position with the potential to build a team based on achieving objectives.

 

The ideal candidate will have direct experience in selling specialty branded prescription products and proven success in a similar role. He/she must be a self-starter with a strong sense of ownership, and the drive to build business from the ground up. He/she must possess the business acumen and pharmaceutical knowledge necessary to represent the company well when speaking with institutions, providers and pharmacists.

 

The SNHAM role has three key areas of responsibility: Business Planning, Customer Relationship Management and Tactical Execution.  A description of the responsibilities is included under each of the roles.

 

RESPONSIBILITIES:

  • BUSINESS PLANNING:
    • The SNHAM must have an intimate knowledge of the market influences and targeted customers to develop specific action plans (complementing the Brand Business Plan) to meet the desired sales results
    • Develop national targeting list for top institutions, hospitals and HCPs
    • Understand and gain an intimate knowledge of the customer, market influences and P&T processes
    • Develop specific plans of action to leverage this understanding as necessary to drive sales results
    • Develop and execute the strategic sales plan to achieve or exceed corporate revenue objectives for branded products
    • Assist in the identification and development of new markets for existing and new products
  • CUSTOMER RELATIONSHIP MANAGEMENT:
    • The SNHAM serves as a key commercial contact in the field to build and sustain productive relationships for the company with key customers
    • Establish relationships with key accounts and the decision makers to successfully pull the brand through the P&T process and achieve formulary acceptance
    • Understand and communicate the changing market place in hospitals and institutions
    • Support the identification and development of national advocates in alignment with the commercial strategies and goals
    • Team with Director of Marketing to actively develop Opinion Leaders for engagement on behalf of the brand for potential advisory boards and speaker programs
    • Engage customers at national, regional and local conferences
    • Cultivate relationships with national advocacy groups and regional chapters
  • TACTICAL EXECUTION:
    • The SNHAM is responsible for driving national market development initiatives
    • Call on top institutions, compounding pharmacies, and high prescribers (where applicable) for greatest potential impact to revenue
    • Develop and manage the execution and pull-through of national field based commercial initiatives
    • Identify potential for advisory boards and speaker programs; develop relationships with brand advocates
    • Attend key national, regional and local exhibits and conventions
    • Facilitate strategic business interactions between external and internal customers (i.e. meetings between the company and advocacy groups and or OLs.)
    • Work with Director of Marketing to develop target list to leverage tele-sales for appropriate assistance in pull-through to maximize sales

 

REQUIREMENTS:

  • Bachelor’s Degree in a relevant field
  • 5+ years experience in key branded pharmaceutical hospital sales
  • Thought leader engagement experience
  • Experience selling cardiovascular in a hospital or institutional setting is a plus
  • Pharma marketing and/or sales operations experience a plus
  • Full understanding of the P&T process and demonstrated ability to negotiate formulary acceptance
  • Clinical, technical and scientific knowledge and aptitude in complex disease states
  • Demonstrated ability to execute against strategic and tactical plans under short timelines
  • Effective verbal and written communication skills and organizational abilities
  • Self-driven with strong organizing and planning skills
  • Highly collaborative with the ability to manage multiple projects simultaneously
  • Proven ability to manage national territory
  • Strong in-depth knowledge of Specialty Biotech / Pharma working in managed care environment
  • Ability to accommodate heavy travel (as high as 50-75%)

YEAR 1 SUCCESS FACTORS:

  • Development of key target list, along with strategic and tactical plans to drive product sales at institutions
  • Penetration into top target institutions direct marketing
  • Account mapping and understanding of P&T process at key targets through relationship building
  • Facilitation of decisions at key institutions to replace compounded product with branded product
  • Product sales to exceed agreed upon sales and revenue plan

INTERFACE:

  • This position will interact with both internal and external customers to include members of senior management and the industry community
  • Frequent and considerable amount of travel is required for position
  • Successful candidate must possess a valid passport and be available