Strategic Account Manager - Central South Territory

Job Title

Strategic Account Manager - Central South Territory

Job Description

The Strategic Account Manager (SAM) supports the Central South Territory and 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: Houston, Dallas, San Antonio, Austin

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 competitive intelligence to inform pricing, portfolio, and go‑to‑market decisions.

Planning, Governance & Professional Development

• Manage territory‑related expenses in compliance with PCC policies and financial objectives.
• Maintain accurate CRM documentation, account plans, and opportunity records.
• Participate in ongoing professional development aligned with PCC performance objectives and competency expectations.

Key Competencies

• Critical Thinking—using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Excellent customer service skills and professional demeanor at all times to interface effectively with all internal and external customers.
• Excellent verbal and written communication skills.
• Creative and able to present various solutions.
• Energetic, enthusiastic and motivational disposition.
• Maintain confidentiality.
• Coaching skills.

Education/Experience

• Bachelor Degree with 5 to 10 years of experience generic pharmaceutical selling into health systems, hospital and ASCs.
• Knowledge of CRM (Sales Force) and opportunity pipeline management process.
• Knowledge of budgeting and forecasting to support company revenue and expense objectives.
• Knowledge of pharmaceutical/anesthesia/device industry. Clinical and industry i.e. contracts, pricing, competition, etc. Understanding of GPO, IDNs, and the acute/non-acute environment.
• Ability to communicate across departments within and across the organization to support company, client and sales objectives.
• Application of knowledge, experience, and expertise to help shape policy, project fulfillment, and client and company objectives.
• Knowledge and expertise in specific elements of contract negotiations to obtain terms and conditions that support both client and PCC objectives.
• Application of expertise, knowledge, and experience to help solve external client issues, as well as internal cross functional issues as they relate to field based sales.