Institutional Business Manager

United StatesRemoteFull-timemid

Other

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Quick Summary

Key Responsibilities

Develop and implement a strategic business plan for the assigned territory to identify opportunities, expand market penetration, and establish relationships with key stakeholders. Engage physicians,

Requirements Summary

The ideal candidate is a commercially driven healthcare sales professional with substantial industry experience, strong clinical communication skills,

Technical Tools

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The Institutional Business Manager will drive sales growth and strengthen strategic relationships with healthcare professionals and institutional accounts across Connecticut. This role focuses on developing territory-specific business strategies, expanding product adoption, and identifying opportunities across hospitals, pharmacies, operating rooms, intensive care units, and physician offices. You will leverage clinical knowledge, market insights, and data-driven sales strategies to maximize territory performance and achieve revenue objectives. Working closely with healthcare stakeholders and internal teams, you will communicate complex clinical information and support informed product decisions. The position combines independent territory management with strategic account development and cross-functional collaboration. This is an opportunity for an experienced healthcare sales professional to make a meaningful impact on commercial performance and patient access to specialized pharmaceutical treatments.

The Institutional Business Manager will develop and execute territory sales strategies, build trusted relationships with healthcare decision-makers, and drive sustainable business growth across institutional and clinical settings. Key responsibilities include:

Develop and implement a strategic business plan for the assigned territory to identify opportunities, expand market penetration, and establish relationships with key stakeholders.
Engage physicians, nurses, nurse practitioners, physician assistants, pharmacists, and other healthcare professionals across multiple medical specialties.
Conduct sales activities across physician offices, hospital pharmacies, operating rooms, intensive care units, and other relevant healthcare settings.
Communicate complex clinical information clearly and effectively, adapting product messaging to different healthcare audiences and clinical situations.
Collaborate with internal departments, including Management and Marketing, during field visits and territory development activities.
Analyze market data and territory performance to prioritize opportunities, improve sales efficiency, and maximize return on investment.
Achieve or exceed assigned sales and profitability targets through effective account management and strategic execution.
Manage key institutional accounts independently while developing long-term relationships with healthcare professionals and decision-makers.
Maintain accurate territory information, sales activities, and account records using CRM systems.
Travel as required for territory coverage, including air travel and in-person meetings with healthcare stakeholders.
Maintain all required healthcare institution and third-party credentials throughout employment.

Requirements

~2 min read

The ideal candidate is a commercially driven healthcare sales professional with substantial industry experience, strong clinical communication skills, and a demonstrated ability to grow territory revenue. They should be comfortable managing complex accounts independently while collaborating effectively with cross-functional teams. Required qualifications include:

Bachelor's degree in a relevant discipline.
At least 8 years of sales experience in the pharmaceutical, medical device, or healthcare industry.
Proven ability to independently manage territories, develop key account relationships, and deliver sustained sales growth.
A documented track record of consistently meeting or exceeding sales targets.
Strong business acumen and the ability to understand and communicate complex clinical information in real-time situations.
Excellent oral and written communication skills, including the ability to deliver presentations to teams and larger groups.
Strong interpersonal skills and confidence engaging healthcare professionals through both in-person and virtual channels.
Experience using CRM platforms such as Veeva or Salesforce to manage account information and track performance.
Excellent organizational, time management, and prioritization skills, with strong attention to detail and follow-through.
Leadership capabilities and the ability to work independently while contributing effectively to a collaborative team.
Proficiency in Microsoft Office applications, including Word, Excel, and PowerPoint.
Ability and willingness to travel as required, including air travel, and to complete and maintain the necessary institutional credentialing requirements.

Preferred qualifications include:

Experience with Buy-and-Bill models and injectable pharmaceutical products.
Oncology sales experience.
Hospital sales or account-based selling experience, including familiarity with Pharmacy and Therapeutics (P&T) committees and formulary approval processes.
Knowledge of local and regional healthcare systems and their institutional purchasing and decision-making structures.