Note: The job is a remote job and is open to candidates in USA. Biocon Biologics is a leading company in the biosimilars revolution focused on creating a model for the future of healthcare. The Senior Territory Account Manager serves as the primary commercial lead for a defined geography, responsible for driving strategic account growth across priority healthcare settings, particularly in Oncology, Retina, and Immunology.
Responsibilities
- Own territory performance and deliver quarterly and annual sales objectives across Oncology, Retina, and Immunology as dictated by business priorities
- Develop and execute integrated territory business plans that prioritize accounts based on business opportunity, patient flow, access dynamics, and competitive potential
- Continuously assess territory performance and adapt strategy based on evolving market conditions, account movement, and portfolio priorities
- Lead strategic engagement across complex accounts including health systems, infusion centers, specialty clinics, hospital outpatient departments, and targeted community practices
- Map account stakeholders and decision pathways, including clinical, operational, pharmacy, reimbursement, and administrative influencers
- Build long-term business relationships with key decision-makers including physicians, pharmacy leadership, infusion directors, practice administrators, and reimbursement stakeholders
- Evaluate account opportunities through economic drivers including buy-and-bill dynamics, reimbursement confidence, margin sensitivity, formulary impact, and site-of-care economics
- Understand how operational priorities, treatment protocols, contracting environment, and financial considerations influence account decisions
- Translate account economics into actionable strategies that support adoption and long-term utilization
- Prioritize Oncology as the lead specialty focus while building capability and growth across Retina and Immunology
- Deliver specialty-relevant clinical, economic, and value messaging tailored to customer priorities and treatment environments
- Support launch readiness and market development for future specialty portfolio expansion
- Partner closely with National Account Managers to ensure contract pull-through and account progression
- Collaborate with Market Access, Medical, Marketing, and Commercial Excellence to align field execution with enterprise priorities
- Bring forward field insight, customer trends, and competitive intelligence to strengthen organizational decision-making
- Identify barriers to product adoption and lead coordinated plans to advance account progression
- Maintain disciplined CRM documentation in Veeva, including account plans, opportunity tracking, and business intelligence
- Optimize territory investments and resources to maximize return on effort and business impact
- Execute all territory activities in compliance with corporate policy, legal requirements, and industry regulations
- Identify and report adverse events (AEs) and product quality complaints (PQCs) according to company procedures and timelines
Skills
- Bachelor's degree required
- Demonstrated success managing complex healthcare accounts with multiple stakeholders and long sales cycles
- Proven understanding of institutional account management across health systems, infusion centers, specialty clinics, and buy-and-bill environments
- Strong understanding of reimbursement models, formulary processes, account economics, and site-of-care decision drivers
- Demonstrated business planning, prioritization, and strategic execution skills
- Strong analytical ability with capability to interpret business drivers and competitive opportunity
- Effective communication skills across clinical, operational, and financial stakeholders
- Proficiency with Microsoft Office and virtual platforms including Microsoft Teams and Zoom
- Proven ability to work independently while collaborating effectively across cross-functional teams
- Strong adaptability, organizational discipline, and execution focus in evolving market environments
- Ability to travel based on territory needs, including occasional evening and weekend work
- Proficiency in speaking, reading, writing, and comprehending English is required
- Advanced degree preferred
- Minimum 7 years of pharmaceutical, biotech, specialty, or institutional healthcare sales experience preferred
- Strong specialty selling experience in Oncology preferred, with Retina and Immunology highly valued
- Proficiency with CRM systems (Veeva preferred)
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