Strategic Account Manager, Mid-Atlantic Territory

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Division

Piramal Critical Care

Piramal Critical Care (PCC), a business unit of Piramal Pharma, is the fourth-largest producer of inhaled anesthetics and a global player in hospital generics. 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.  

PCC maintains a wide presence across the US, Europe, and more than 100 countries across the globe. Its rich product portfolio includes Inhalation Anesthetics such as Sevoflurane, Isoflurane and Halothane as well as Intrathecal Baclofen therapy, for spasticity management.  

PCC has a strong manufacturing and process development experience with wholly-owned, state-of-the-art manufacturing facilities in the United States and India, inspected periodically by the US FDA and the UK MHRA and other regulators. The strategic locations of our facilities help us supply high-quality products around the world, timely at optimal costs. 

For more details, please visit https://www.piramalcriticalcare.com/global/ 

Job Title

Strategic Account Manager, Mid-Atlantic Territory

Job Description

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.
Preferred Cities: Raleigh, Charlotte, Baltimore, and Nashville

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 com