Account Executive - San Jose, CA - ExecuSearch of Chicago

Overview

Our client is hiring experienced Account Executives with specialty sales experience. This is an amazing opportunity to educate and enhance the market’s knowledge of an often undiagnosed and misdiagnosed disease. In addition, this important role will be a collaborative partner to the local strategic team that supports the account.

The person in this role will be principally responsible for driving physician and patient identification, disease awareness, overall market development, and brand awareness within their assigned territory. The Account Executive will be responsible for achieving territory targets and other business objectives through account and customer strategies, while also partnering & collaborating very closely with internal and external stakeholders to effectively manage all aspects of the regional business. The achievement of targets will be based in the Company's values: our commitment to people, sense of urgency, passion for excellence, innovation & discovery, and open culture as well as our unwavering commitment to integrity.

The position reports to the Regional Business Director.

Responsibilities

• Drives physician and patient identification, market development in disease state, and brand awareness by building and executing against a territory strategy and account specific plans.
• Continuously assesses sales opportunities within markets and accounts to maintain and grow their business.
• Effectively prioritizes and manages time, activities, and resources to optimize access to and development of accounts with the most sales potential.
• Builds and maintains relationships with physicians by maximizing their time through pre-call planning, leveraging insights to tailor a call plan, and conducting post-call analysis to continually refine and enhance their approach.
• Proactively builds effective working relationships with internal/external stakeholders; can drive agreement/decisions from multiple stakeholders; can read people’s emotions and flex communication style. Adjusts their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals.  
• Effectively communicates and closely collaborates with stakeholders across commercial, compliance, legal, market access, and patient care centers to help ensure access at site of care.
• Builds individual account plans for key accounts and physicians including how to approach those customers, achieve sales goals, and maximize sales results.
• Collaborates with key accounts and physicians to drive patient identification through market development and physician education; develop a territory strategy to retain customers.
• Executes programs, in-services, and in office presentations for their territory across multiple account types such as clinics and infusion centers.
• Routinely reports territory-level market dynamics and trends, including prescriber opinion and competitive activity, to manager and escalates to home office as needed.
• Demonstrates and upholds the highest standards of integrity and compliance.

Qualifications

• Bachelor’s required: MBA/Science Degree preferred.
• 5+ years of progressive and successful business experience in biotech/pharmaceutical industry.
• Experience in Cardiology
• Understanding and experience working collaboratively with many functions including patient services, marketing, and market access and reimbursement.
• A successful track record in pharmaceutical sales.
• Must be familiar with relevant legal and regulatory environment in biotech/pharmaceutical industry.
• Specialty product launch experience
• Experience in driving, leading and delivering upon territory-level cross functional business planning and influencing without authority.
• Understanding of buy and bill and specialty channel distribution is preferred.
• Hospital / Institution knowledge and expertise with pharmacy formulary processes.
• Must be comfortable spending 60% of time traveling; some overnight travel required.
• Driving is an essential duty of the job; candidates must have a valid driver's license to be considered.
• Must live within assigned territory.
• Demonstrated commitment to ethics and integrity.