Summary:
The Strategic Account Manager (SAM) is responsible for driving revenue growth, portfolio adoption, and long‑term account value across a defined territory. This role owns the full sales lifecycle for Integrated Delivery Networks (IDNs), hospitals, and Ambulatory Surgery Centers (ASCs), while leading distributor execution, contract implementation, and cross‑functional collaboration. Success in this role requires strong business acumen, and the ability to influence complex stakeholder groups while delivering against revenue, margin, and compliance objectives.
Essential Duties and Responsibilities
Territory Strategy & Revenue Delivery
- 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.
Customer Engagement & Clinical Support
- 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.
Account & Contract Management
- 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.
Distributor & Channel Leadership
- 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.
Cross‑Functional Collaboration & Execution
- 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.
Planning, Governance & Professional Development
- 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.
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 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
wide!
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: On the road
