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Description
The Academic Territory Business Manager (ATBM) is responsible for achieving sales and business objectives with the client's top customers within teaching hospitals and academic centers in their respective geography. The ATBM will support and grow relationships with the assigned institution and key individual customers. They will develop and execute territory strategies, navigate complex hospital and academic center systems, and collaborate with the Commercial team to shape product priorities. The ATBM reports to the Regional Business Director (RBD).
This role requires strong clinical and disease state knowledge, understanding hospital and academic system complexities, maintaining existing patients, and facilitating growth of new business. Collaboration with TBMs, Market Access, marketing, and medical affairs is essential for aligned tactical plans.
Job Responsibilities
- Increase sales in targeted accounts and among targeted HCPs by prescribing per label in appropriate PBC patients.
- Navigate complex teaching hospital and academic environments; identify influential stakeholders and build strong relationships.
- Demonstrate in-depth product, patient access, distribution, and market knowledge; stay updated on market access issues.
- Problem solve, plan, and adapt strategies to drive initiatives to completion.
- Achieve territory-level goals for teaching hospitals and academic centers.
- Support key opinion leaders (KOLs) and execute speaker programs.
- Coordinate with cross-functional teams for seamless stakeholder experience.
- Communicate with other ATBMs, TBMs, and teams to align plans and share best practices.
- Engage stakeholders and shape strategic priorities with key institutions.
Qualifications
- Bachelor’s Degree required
- Minimum 5 years of successful pharmaceutical sales experience
- Experience in institutional sales required
- Specialty product sales preferred
- Experience with Fellowship programs and NP/PA roles is a plus
- Ability to present complex scientific information
- Proficiency with CRM, PowerPoint, Excel
- Residency within territory or near major airport; willingness to travel up to 70%
- Strong interpersonal, communication, and relationship-building skills
- Data analysis and strategic decision-making skills
- Knowledge of market access, payer, and hospital systems
- Business acumen, problem solving, and compliance knowledge
- High motivation, integrity, learning agility, and teamwork orientation
Additional Details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: Sales and Business Development