Institutional Business Manager

Accountabilities:

The Institutional Business Manager will develop and execute territory sales strategies, build trusted relationships with healthcare decision-makers, and drive sustainable business growth across institutional and clinical settings. Key responsibilities include:

• Develop and implement a strategic business plan for the assigned territory to identify opportunities, expand market penetration, and establish relationships with key stakeholders.
• Engage physicians, nurses, nurse practitioners, physician assistants, pharmacists, and other healthcare professionals across multiple medical specialties.
• Conduct sales activities across physician offices, hospital pharmacies, operating rooms, intensive care units, and other relevant healthcare settings.
• Communicate complex clinical information clearly and effectively, adapting product messaging to different healthcare audiences and clinical situations.
• Collaborate with internal departments, including Management and Marketing, during field visits and territory development activities.
• Analyze market data and territory performance to prioritize opportunities, improve sales efficiency, and maximize return on investment.
• Achieve or exceed assigned sales and profitability targets through effective account management and strategic execution.
• Manage key institutional accounts independently while developing long-term relationships with healthcare professionals and decision-makers.
• Maintain accurate territory information, sales activities, and account records using CRM systems.
• Travel as required for territory coverage, including air travel and in-person meetings with healthcare stakeholders.
• Maintain all required healthcare institution and third-party credentials throughout employment.

Requirements:

The ideal candidate is a commercially driven healthcare sales professional with substantial industry experience, strong clinical communication skills, and a demonstrated ability to grow territory revenue. They should be comfortable managing complex accounts independently while collaborating effectively with cross-functional teams. Required qualifications include:

• Bachelor's degree in a relevant discipline.
• At least 8 years of sales experience in the pharmaceutical, medical device, or healthcare industry.
• Proven ability to independently manage territories, develop key account relationships, and deliver sustained sales growth.
• A documented track record of consistently meeting or exceeding sales targets.
• Strong business acumen and the ability to understand and communicate complex clinical information in real-time situations.
• Excellent oral and written communication skills, including the ability to deliver presentations to teams and larger groups.
• Strong interpersonal skills and confidence engaging healthcare professionals through both in-person and virtual channels.
• Experience using CRM platforms such as Veeva or Salesforce to manage account information and track performance.
• Excellent organizational, time management, and prioritization skills, with strong attention to detail and follow-through.
• Leadership capabilities and the ability to work independently while contributing effectively to a collaborative team.
• Proficiency in Microsoft Office applications, including Word, Excel, and PowerPoint.
• Ability and willingness to travel as required, including air travel, and to complete and maintain the necessary institutional credentialing requirements.

Preferred qualifications include:

• Experience with Buy-and-Bill models and injectable pharmaceutical products.
• Oncology sales experience.
• Hospital sales or account-based selling experience, including familiarity with Pharmacy and Therapeutics (P&T) committees and formulary approval processes.
• Knowledge of local and regional healthcare systems and their institutional purchasing and decision-making structures.

Benefits:

• Remote work opportunity within the United States.
• Full-time employment.
• Opportunity to develop strategic relationships with healthcare professionals and institutional decision-makers.
• Opportunity to drive territory growth and contribute to the commercial success of specialized pharmaceutical products.
• Collaborative working environment with opportunities to partner with internal management and marketing teams.