Valeant Pharmaceuticals

Institutional National Account Manager (INAM)

Job Location US-Remote
Job ID
Pos. Category


Valeant Pharmaceuticals International, Inc. is a diverse and decentralized pharmaceutical company that is committed to focusing on our key stakeholders while delivering consistently high performance. Our values provide the overall direction for our company, and provide us with the tools necessary to rise to any challenge by leveraging our collective hard work and effort along with our unwavering competitive spirit. These values help us set goals based on our organization’s potential and what we hope it will become.

The Institutional National Account Manager (INAM) will develop, negotiate, and implement an overall strategic selling and pull through plan for the long-term sales of Valeant products to Integrated Delivery Networks and Healthcare Systems. The INAM will also be responsible for developing relationships within the C and D-Suites, identifying opportunities for collaboration between assigned accounts and Valeant while achieving sales and profitability goals.


Principal Responsibilities and Accountabilities

  • Expand growth opportunities for Valeant products and product access within assigned Integrated Delivery Networks and related Healthcare systems and customers.
  • Plan and execute field level pull through programs for new or existing opportunities using appropriate resources, Valeant personnel and involving the customer . 
  • Own and lead the development of the IDN account management plans that fully align with commercial and brand strategies, working with in-field roles including sales, sales leadership, and market access.
  • Enhance functional integration with Sales, Marketing and Market Access peers by communicating relevant and useful formulary and contracting information (i.e. formulary awards/projects and pull through action plans) to enhance sales efforts in the aligned Market. 
  • Develop and maintain positive business relationships with key decision-makers (i.e. C/D Suites
  • Executives, Pharmacy Directors, Medical Directors, Pharmacy, Clinical Pharmacists, Quality Directors) by making regular visits and communications with the accounts.
  • Become a valued advisor and resource to the IDN and Healthcare system on relevant issues and local market trends affecting Valeant patients, products and stakeholders.
  • Access key decision makers and stakeholders within assigned accounts in order to ensure Valeant products have optimal patient and health care professional access for utilization.
  • Communicate an outstanding level of disease state knowledge, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact within the Healthcare space.
  • Regularly provide insights about the aligned accounts priorities and their care processes. Communicate insights to critical internal business functions including Executive Leadership, Brand teams, Sales and Marketing.  
  • Maintain an outstanding level of performance metric analytics, manipulation and reporting mechanisms.
  • Develop, implement and execute 12 month business plans.


  • Company-wide liaison for Integrated Delivery Networks
  • Internal Contacts: Daily contact with National Director, Sales Directors, Regional Account Managers, Sales and Marketing teams.
  • External Contacts: Daily contact with assigned accounts.



  • This position requires the ability to act independently and to take initiative with minimal supervision from manager.
  • Advise manager of work schedule, priorities, problems and planned and unplanned absences.
  • Utilize only PRC approved resources and communication to meet goals.
  • Participate as needed on cross-functional or project teams to support Valeant objectives.



Education: A Bachelor’s Degree in a related discipline is required.

Experience: A minimum of 5 years of pharmaceutical sales and/or marketing experience is required. Requires 3 years Integrated Delivery Network/Healthcare Systems account management experience with demonstrated knowledge of strategic account management project leadership. The successful candidate should also possess broad healthcare market knowledge and business acumen.

Skills and Abilities: Advanced critical thinking, problem solving and relationship-building skills are essential. Demonstrated self-starter and highly motivated with an ability to work as a team member and ability to communicate and influence with all levels of the organization, including C/D-Suites. Strong verbal, interpersonal and listening skill required. Strong analytical, leadership and customer service skills are also required. This position should have a travel expectation of 50-75%.


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