What are the responsibilities and job description for the Strategic Account Manager position at Piramal Critical Care?
Piramal Critical Care (PCC), a business division of Piramal Pharma Limited (PPL) is one of the leaders in inhaled anesthetics and a global player in hospital generics. ‘Saving and improving patients’ lives’ is much more than a purpose statement to us. We are motivated by our vision of commitment to delivering critical care solutions for patients and healthcare providers across the globe, while achieving sustainable and profitable growth for all the stakeholders. Piramal Critical Care maintains a wide presence across the US, Europe, and more than 100 countries across the globe.
Our product portfolio includes inhalation anesthetics, intrathecal therapy for spasticity management, injectable pain and anesthesia drugs, injectable anti-infectives, oral therapy for Type I Gaucher and Niemann pick Type C disease, anticholinergic, plasma volume expander and Intravenous Nutrition. Our products include Sevoflurane, Desflurane, Isoflurane, Gablofen® (Baclofen Injection), MITIGO™(Morphine Sulfate), Dipidolor® (Piritramide), Sublimaze® (Fentanyl Citrate), Rapifen® (Alfentanil Hydrochloride), Sufenta® (Sufentanil Citrate), Hypnomidate® (Etomidate), Linezolid Injection, Yargesa™ (Miglustat), Glycopyrrolate Injection, Haemaccel and Rocuronium Bromide Injection, Succinylcholine Chloride Injection, USP, Dexmedetomidine Injection, USP, Dexmedetomidine HCl in 0.9% Sodium Chloride Injection (RTU*).
Essential Duties and Responsibilities
- Manage a full-cycle sales process including creative lead generation and prospecting, discovery, presentations, contract negotiations, and closings with Hospitals and IDNs within the territory {Florida & Puerto Rico}
- Call on hospitals within assigned territory, including cold-calling hospitals which are not current customers, to make sales presentations to multiple decision-makers to drive product sales
- Supports National Accounts and Director, National Accounts in contract negotiations to obtain terms and conditions that support both client and PCC objectives
- Leads in wholesaler/distributor relationships/negotiations at the field level and in conjunction with client expectations
- Identifies sales strategies to ensure effective compliance to budget target requirements
- Strategizes the territory's priorities with respect to account engagement and revenue expectations
- Works with Director National Accounts and other departments to respond to contracts, RFPs, etc.
- 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
Qualifications, Desired Skills and Experience
- Bachelor Degree with 5 to 10 years of experience with selling to hospitals and health systems, specifically in the c-suite and physician leadership
- Good knowledge of pharmaceutical or anesthesia or device industry
- Clinical and industry i.e. contracts, pricing, competition, etc. Understanding of GPO, IDNs, and the acute/non-acute environment
- 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