Strategic Account Manager- IDN (Southeast)

Job Requisition ID:  32199
Department:  SALES
Category:  Commercial - Sales

US Field

Date:  28 Mar 2024

Come and Save Lives with Us!

The Company is a growing international specialty pharmaceutical group that is a dedicated ally to healthcare providers treating patients with critical conditions, focusing on emergency care and rare diseases.  We have over 400 employees in 16 countries.
Our portfolio 80+ rescue medicines make a real difference in the lives of patients and their caregivers and that gives every one of our employees a sense of purpose.

Our Purpose is supported by our 4 key values:

  • We make patients our priority    
  • We act with integrity and accountability 
  • We work together as one team  
  • We look for better ways forward


Broad Overview

The Strategic Account Manager (SAM) is the primary customer facing lead for assigned account(s). The Strategic Account Manager will report directly into the Director, Account Management within the Market Access Organization.


The SAM will develop relationships with accounts and key decision makers to represent the interests of BTG and its entire portfolio.  Primary account focus will be on IDNs with GPO interactions; support BTG by identifying and then developing opportunities in collaboration with the account and/or its affiliates.  Work closely with our sales stakeholders to evaluate and determine if local & national Pull-Through opportunities can and should be expanded system wide to drive business results, within assigned accounts. 


This position will oversee the Southeast territory.


As Strategic Account Manager - IDN, your responsibilities will include:
  • Serve as the primary contact at assigned Key Account(s) (IDNs)
  • Build relationships with GPO Field Pharmacy and Account Management Teams for pull-through.
  • Conduct access focused brand presentations (e.g., PIE, value propositions, BIMs)
  • Conduct Quarterly Business Reviews with key account(s)
  • Develop and implement comprehensive business plans for assigned accounts to ensure targeted growth of BTG portfolio and future brands acquired and marketed through BD. 
  • Develop and maintain collaborative working relationships with external stakeholder decision makers and account influencers within assigned accounts.
  • Accountable for achieving access goals as agreed upon and identified in account generated business plans. 
  • Develop trusting and collaborative relationships with Sales, Commercial Development, Field Reimbursement, MSLs and other colleagues to execute on identified customer business plans. 
  • Assist our sales organizations in driving sales and/or market share results synchronized with field sales performance goals, by clearly outlining and agreeing to appropriate pull-through opportunities with sales leadership.   
  • Identify and deliver on account point of view for brands and insights teams. 
  • Ensure that all activities and interactions are carried out with the highest ethical and professional standards and that all work is accomplished with integrity and in accordance with BTG values. 


The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

To be successful in this role, you should demonstrate:
  • Proven track record with IDNs (e.g., formulary status, product adoption and utilization, GPO contract performance)
  • Bachelor’s Degree in sciences or business, MBA preferred.  
  • Minimum of 10 years as customer facing/account (GPO, hospital/IDN, payer) role 
  • Specialized expertise and experience with specialty and acute pharmaceuticals
  • Well-developed relationships with key decision makers and a thorough understanding of the potential assigned accounts, are a major plus.
  • Strategic skills to pull through the business with key IDN customers
  • Strong collaboration and communication skills with internal and external stakeholders
  • Dynamic leadership qualities that foster trust and empowerment of team members


Company Benefits:
  • Vacation, Sick and Personal Time
  • Medical, Dental, Vision and other Voluntary benefits
  • Paid Parental Leave
  • Tuition Assistance
  • Discretionary Bonus Plan
  • Competitive 401(k)


EEO Disclaimer
BTG is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to any protected characteristic protected by federal, state, or local laws. If you require a reasonable accommodation in completing this application, interviewing, completing any pre-employment requirements, or otherwise participating in the employee selection process, please direct your inquiries to the HR Department.



Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.