[Hiring] Pain Territory Account Manager @Vertex Inc.

Role Description

The Pain Territory Account Manager (PTAM) is responsible for establishing and maintaining relationships with key institutional decision makers and affiliated Health Care Professionals (HCPs) to promote the safe and effective use of JOURNAVX, a novel selective inhibitor of NaV1.8 in acute pain. This overlay position will provide coverage across multiple territories in Southern California, flexing deployment based on business needs, territory vacancies, launches, and priority accounts. The PTAM develops deep and strategic account relationships within hospital settings and executes strategic account plans across assigned institutions.

This role will report into a Regional Field Leader and is responsible for leading engagement with approximately 15–20 institutions (hospitals and ambulatory surgery centers), as well as select physicians within hospital settings or hospital networks across Southern California. This role will work alongside Territory Business Managers, a role that serves as a field representative for JOURNAVX within the community setting.

Key Responsibilities

• Establishes meaningful and professional relationships within key accounts across multiple layers of the hospital system (hospital medical and administrative staff, pharmacies, formulary decision makers, and KTLs).
• Develops and maintains expertise on the product’s clinical attributes and patient unmet need and educates healthcare professionals on product use in appropriate patients.
• Navigates the formulary process and delivers key product value content to ensure timely inclusion on formularies, pathways, and/or protocols within targeted institutions and systems.
• Develops a deep understanding of institutional customers, including account and market dynamics, stakeholder mapping, key decision-maker relationship management, patient protocols, referral networks, access considerations, and departmental drivers and barriers.
• Implements and maintains strategic account plans that identify and harness business opportunities and patient-focused solutions for growth across the customer landscape.
• Drives sales performance and ensures forecasts and assigned budgets meet or exceed expectations across assigned coverage areas.
• Collaborates compliantly with other field team members (e.g., Territory Business Managers, Field Medical, HEOR, IDN, and Payer Account teams) and headquarters colleagues to create aligned business plans, share best practices, and inform initiatives.
• Role models ethics and integrity to support a culture of compliance and earn trust with external stakeholders, particularly in the context of this market and its history.

Qualifications

• 5–7+ years of biotech or pharmaceutical sales experience; hospital/institutional product launch experience highly desired.
• 3+ years of account management experience with the ability to leverage existing institutional relationships.
• Experience with Federal accounts.
• Proven ability to navigate hospital institutions and systems, including formulary management and pharmaceutical product review processes.
• Experience pulling through implementation of inpatient formularies, protocols, pathways, and order sets.
• Highly competent in IT capabilities to support business needs, including Veeva CRM.
• New product launch experience preferred.

Requirements

• Employee will be required to establish certain customer credentials and requirements, including but not limited to successful completion of trainings, background screenings, drug testing, and vaccinations.
• Must live and work within Southern California; due to the overlay nature of the role, the employee may be required to work across multiple territories and should live within a reasonable distance of a major airport.
• Valid driver’s license and in good standing.
• Ability to travel by car or airplane up to 80% of the time, including overnight travel, and work after hours as required by business needs.
• 10–30% overnight travel may be required depending on territory coverage needs.

Benefits

• Annual bonus and annual equity awards.
• Some roles may also be eligible for overtime pay, in accordance with federal and state requirements.
• Inclusive market-leading benefits to meet employees' career, financial, family, and wellbeing needs.
• Medical, dental, and vision benefits.
• Generous paid time off, including a week-long company shutdown in the Summer and Winter.
• Educational assistance programs including student loan repayment.
• Generous commuting subsidy.
• Matching charitable donations.
• 401(k) and more.