Note: The job is a remote job and is open to candidates in USA. Piramal Critical Care, a division of Piramal Pharma, is a leading producer of inhaled anesthetics and hospital generics. The Strategic Account Manager is responsible for driving revenue growth and managing key accounts across the Mid-Atlantic territory, focusing on Integrated Delivery Networks, hospitals, and Ambulatory Surgery Centers.
Responsibilities
- Provide ample and routine territory/account coverage
- Own and execute a comprehensive territory and strategic account business plan to achieve revenue, growth, and profitability targets
- Prioritize accounts and opportunities based on revenue potential, strategic value, retention risk, competitive dynamics, and pipeline health
- Maintain an active, qualified pipeline with accurate forecasting to support leadership visibility and business planning
- Conduct regular business reviews with key customers to assess performance, value realization, and future growth opportunities
- Build and maintain relationships with executive, clinical, supply chain, and value analysis stakeholders across IDNs, hospitals, and ASCs
- Engage customers through consultative selling activities including in‑services, product training, professional meetings, and industry events
- Navigate complex decision‑making structures and position PCC solutions by translating clinical, operational, and economic value into customer‑specific outcomes
- Serve as a clinical, technical, and market resource to customers, distribution partners, and internal stakeholders
- Manage the full sales cycle from opportunity identification through contract negotiation, close, and implementation
- Execute sales strategies aligned with approved budgets, pricing frameworks, and revenue objectives
- Own customer retention, renewals, and expansion by identifying and executing cross‑sell and upsell opportunities
- Ensure agreements are financially viable, compliant, and aligned with customer needs and PCC strategic objectives in coordination with National Accounts and internal partners
- Lead wholesaler and distributor relationships at the field level to ensure contract compliance, product availability, and effective account execution
- Identify performance gaps and leverage distributor insights and data to optimize pull‑through and territory results
- Partner with National Accounts, Inside Sales, and cross‑functional teams (e.g., contracting, vaporizer, operations) to execute integrated account strategies
- Serve as the primary voice of the customer internally, advocating for solutions that drive mutual value and long‑term partnerships
- Support RFPs, GPO‑driven initiatives, and customer requests while coordinating internal resources to ensure timely issue resolution
- Provide field‑based market and competitive intelligence to inform pricing, portfolio, and go‑to‑market decisions
- Manage territory‑related expenses in compliance with PCC policies and financial objectives
- Maintain accurate CRM documentation, account plans, and opportunity records
- Participate in ongoing professional development aligned with PCC performance objectives and competency expectations
Skills
- Bachelor Degree with 5 to 10 years of experience generic pharmaceutical selling into health systems, hospital and ASCs
- Knowledge of CRM (Sales Force) and opportunity pipeline management process
- 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
- 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
Company Overview