At Biocon Biologics, we are creating a model for the future of healthcare for all. We are a leading company in the biosimilars revolution where patients come first. Our ambition is to impact a billion lives and we do this by fostering a culture of affordable innovation, patient-centricity, and disruptive thinking. We are a multicultural global company where employees have a purpose and passion to work closely with partners and patients. We have a long-term commitment to bringing high-quality affordable biosimilars to patients all over the globe. We have proven end-to-end expertise from clone development, manufacturing, clinical development, and regulatory approvals to commercialization.
Reports to: Regional Business Manager / Regional Business Director
Biocon – North America – Commercial
Position Overview
- The Sr. Territory Account Manager (TAM) serves as the primary commercial lead for a defined geography, responsible for driving strategic account growth across priority healthcare settings with emphasis on Oncology, Retina, and Immunology.
- The role requires ownership of territory performance through sophisticated account planning, deep understanding of healthcare economics, and effective engagement of complex institutional and community-based stakeholders including health systems, integrated delivery networks, infusion centers, hospital outpatient departments, specialty clinics, and priority community accounts.
- The TAM is expected to evaluate each account through clinical, operational, and economic lenses to identify growth opportunities, remove barriers to adoption, and accelerate portfolio performance. Success requires strong business acumen, disciplined execution, and the ability to align internal and external stakeholders to achieve sustainable market growth.
- This role partners closely with National Accounts, Market Access, Medical, Marketing, and Sales Leadership to translate enterprise strategy into account-level execution while positioning Biocon for current and future specialty portfolio success.
Core Responsibilities
Strategic Territory Leadership
- 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.
Institutional Account Management
- 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.
Business Acumen & Economic Understanding
- 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.
Specialty Portfolio Execution
- 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.
Cross-Functional Orchestration
- 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.
Opportunity Acceleration & Execution Discipline
- 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.
Compliance & Corporate Responsibility
- 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.
Background and Experience Required
- Bachelor’s degree required; advanced degree preferred.
- Minimum 7 years of pharmaceutical, biotech, specialty, or institutional healthcare sales experience preferred.
- Demonstrated success managing complex healthcare accounts with multiple stakeholders and long sales cycles.
- Strong specialty selling experience in Oncology preferred, with Retina and Immunology highly valued.
- 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 CRM systems (Veeva preferred), 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.
