Institutional Account Manager

Supports Associate Director, Market Access and Institutional Account by driving Exagen business through targeted management within hospital systems, Academic Medical Centers “AMCs,” and laboratory partners. The Institutional Account Manager “IAM” will achieve this goal through the creation and execution of focused strategies, cross-departmental collaboration, and discrete achievements with targeted accounts.

Responsibilities

• Responsible for managing day-to-day maintenance of current target Client Bill accounts as well as pull through among low / no volume Client Bill Accounts and Pipeline Target Accounts.
• Supports efforts within opportunities where MDMs and the Associate Director, Market Access and Institutional Accounts might not overlap.
• Establishes key contacts with assigned accounts to aid in optimizing account management / engagement / pull through – Including and not limited to key hospitals system accounts, AMCs, physicians, laboratory contacts, and professional / industry societies.
• Meets corporate product goals on both promoted and non-promoted products.
• Performs data analysis to identify opportunities within targeted strategic accounts.
• Provides overviews of key account environment for potential new markets / product opportunities.
• Defines the steps of the game plan to obtain provider demand, product access, and the implementation / operationalizing of the workflow once it is obtained.
• Performs product education and in-services at targeted hospitals, AMCs, and lab partner HQs.
• Devises plans to overcome customer resistance to price, contracting, or product access.
• Utilizes or assists in the creation of appropriate Sales / Managed Markets Marketing materials for Exagen’s products.
• Collaborates with internal staff, Clinical Affairs, PR, and Sales VP, RSDs, and MDMs to secure and implement the pull through of a product access and AVISE test volume.
• Responsible for business plan design and execution. Regular updates to be communicated to manager, RSDs, and MDMs.
  
  

Qualifications

Education and Experience

• Bachelor’s degree (B.A.) from a four-year college or university.
• 6 years pharmaceutical and/or diagnostic account management experience.
• Preferably 2 years’ Hospital Account Management or large account development experience.
• Requires strong negotiating skills, large account management and project management experience.
• Specific disease state/market knowledge.
• Ability to perform basic market research.
• Demonstrated large/small group presentation skills.
• Executive suite selling experience (CFO, CMO, Director Level), and business planning experience (strategic and tactical).
• Prior managerial and leadership experience is strongly preferred.
• Preferred Hospital Account experience including participation in laboratory contracting and relevant pull-through programs.
• An understanding of diagnostic payment channel (General Reference, Regional, and Hospital laboratories is also preferred.
  
  

Salary range: $125,000 - $155,000