Strategic Account Manager - Mid-Atlantic

Positions the value of Piramal Critical Care Inc. products to Integrated Delivery Network (IDN) / Hospital senior leadership, pharmacy supervisors, physicians, clinicians, buyers, materials/purchasing managers, and bioengineering specialists. Creates business partnerships with clients, and distribution/wholesaler partners. Collaborates with cross functional teams and internal resources/departments to include Inside Sales representatives.

• Identifies sales strategies to ensure effective compliance to budget target requirements
• Strategizes the territory's priorities with respect to account engagement and revenue expectations
• Reviews expenditures as they pertain to the territory (travel, trade shows, conferences) to ensure compliance against established guidelines, and alignment with PCC Financial goals
• Leads in wholesaler/distributor relationships/negotiations at the field level and in conjunction with client expectations
• Ensure the most cost effective and financially viable deals to support clients, and to meet PCC financial objectives
• Ensure appropriate assets and resources are in place to support sales efforts at the field level for a given region/territory
• Works cross-functionally with Inside Sales and with other departments, i.e. Vaporizer Department
• Works with Director National Accounts and other departments to respond to contracts, RFPs, etc.
• Supports National Accounts and Director, National Accounts in contract negotiations to obtain terms and conditions that support both client and PCC objectives
• Engages clients via direct selling, in-services, trade shows, etc.
• Provides expertise to customers/clients and internal partners on both a clinical and technical level
• Participates in professional and personal development in conjunction with Piramal University, KRAs, and Piramal Success Factors

Key Competencies (knowledge, skills and abilities every person must possess to be successful)

• Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
• Excellent customer service skills and professional demeanor at all times to interface effectively with all internal and external customers
• Excellent verbal and written communication skills
• Creative and able to present various solutions
• Energetic, enthusiastic and motivational disposition
• Maintain confidentiality
• Coaching skills

Education/Experience

• Bachelor Degree
• 5 to 10 years of experience preferred
• Knowledge of budgeting and forecasting to support Company revenue and expense objectives
• Knowledge of pharmaceutical/anesthesia/device industry. Clinical and industry i.e. contracts, pricing, competition, etc. Understanding of GPO, IDNs, and the acute/non-acute environment
• Ability to communicate across departments within and across the organization to support company, client and sales objectives
• Application of knowledge, experience, and expertise to help shape policy, project fulfillment, and client and company objectives
• Knowledge and expertise in specific elements of contract negotiations to obtain terms and conditions that support both client and PCC objectives
• Application of expertise, knowledge, and experience to help solve external client issues, as well as internal cross functional issues as they relate to field based sales