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

(Senior) Hospital Account Manager, Northeast – Branded Products


My client, located in North Carolina, is a specialty, private-equity owned 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. You will have high visibility, with direct access to the senior leadership and board.  They also offer a work/life balance environment for their employees.  They seek impact players to join their team.


We are seeking a (Senior) Hospital Account Manager ((S)HAM) Northeast – Branded Products

to join this company.  This position is a unique opportunity and a hybrid role requiring hospital and institution-based sales experience.


The ideal candidate for this role will have the following:

  • 5 years proven hospital and institutional based sales experience
  • Territory to include: NY, NJ, PA, DE, ME, NH, RI, MA, MD, CT, VT
  • MUST live in territory
  • Hospital cardiovascular experience is a plus
  • Long-term care sales experience is a plus
  • Ability to roll up your sleeves and get your hands dirty…you will be creating your strategy as well as executing it
  • Understanding of PBMs, reimbursement, and rebate programs
  • Ability to work independently, yet collaboratively
  • Ability to work creatively with limited resources in a very small company
  • Ability to work for any employer in the US without sponsorship


TITLE:   (Senior) Hospital Account Manager, Northeast – Branded Products

REPORTS TO:  Commercial Leader

LOCATION:  Field Based (in NY, NJ, PA, DE, ME, NH, RI, MA, MD, CT, or VT


The main responsibility for the (Senior) Hospital Account Manager 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 (S)HAM will be the key interface with prescribers, pharmacy directors, P&T committees, procurement at hospitals, IDNs and long-term care facilities.  The (S)HAM will also target key decision makers at high volume compounding pharmacies to convert existing compounding of a component 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 field based regional role and will cover the northeast. 



  • BUSINESS PLANNING: The (S)HAM 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 (S)HAM serves as a key commercial contact in the field to build and sustain productive relationships for the company’s Pharmaceuticals 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 (S)HAM 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


  • Bachelor’s Degree in a relevant field
  • 5+ years’ experience in key branded pharmaceutical hospital sales
  • Hospital Cardiovascular experience a plus
  • Long-term care sales experience a plus
  • Live in territory: NY, NJ, PA, DE, ME, NH, RI, MA, MD, CT, VT
  • Thought leader engagement experience
  • 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 travel 40-50%



  • 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



  • 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 to travel as needed