The Strategic Account Specialist is responsible for driving business impact across the region by engaging the
highest-value gastroenterology (GI) customers in alignment with corporate strategy and regional priorities. This individual will meet and exceed sales objectives while operating with the highest standards of compliance and integrity.
In addition to direct customer engagement, the SAS serves as a
force multiplier across the field team, collaborating with multiple Territory Sales Representatives to expand reach, enhance customer depth, and accelerate pull-through in priority accounts. The role also carries elevated
training and development responsibilities-serving as a regional trainer, onboarding resource, and workshop facilitator at company meetings.
This position requires mastery of product knowledge and disease state expertise to enable
in-depth clinical dialogue with gastroenterologists and advanced practice providers. Reporting to the Regional Sales Manager, the SAS represents an
expanded scope role with broader influence, greater travel requirements, and cross-territory responsibility beyond that of a traditional Territory Sales Representative. Working in close partnership with Territory Sales Representatives, Regional Sales Manager, and cross-functional colleagues, this individual will help set the standard for best-in-class GI execution.
ACCOUNTABILITIES
- Drive Regional Sales Impact: Achieve and exceed sales objectives by engaging the highest-value gastroenterology (GI) customers across the region, in collaboration with Territory Sales Representatives.
- Deepen Clinical Expertise: Maintain advanced product and disease state knowledge to deliver in-depth, clinically focused engagements with gastroenterologists, advanced practice providers, and office staff-effectively introducing new treatment options and addressing clinical questions or objections.
- Expand Market Influence: Assess and interpret regional market dynamics, access opportunities, and competitive trends; accelerate pull-through by aligning strategies with Territory Sales Representatives and office staff.
- Collaborate in Overlay Model: Partner with multiple Territory Sales Representatives to enhance customer coverage, expand prescribing depth, and ensure coordinated execution in priority accounts.
- Lead Training & Development: Serve as a Regional Trainer by supporting new-hire onboarding, facilitating skill development in the field, and leading workshops and capability sessions at regional and national meetings.
- Advance Business Planning: Work closely with Regional Sales Manager to contribute to strategic business planning across the region, ensuring alignment of overlay priorities with territory and regional goals.
- Cross-Functional Partnership: Collaborate with Marketing, Training, Sales Operations, and other commercial colleagues to drive operational excellence and share best practices.
- Execute with Discipline: Fulfill all administrative and operational responsibilities, including effective use of CRM systems, expense management, and compliance with all company and regulatory standards.
Requirements- Education: Bachelor's degree from an accredited college or university.
- Industry Experience: Minimum 5 years of successful pharmaceutical sales experience for external candidates. Internal candidates with a proven track record of exceptional performance may be considered with fewer years of experience.
- Track Record of Excellence: Consistent achievement of sales objectives with formal recognition (e.g., top rankings, awards, President's Club, or equivalent).
- Product Launch Expertise: Demonstrated success launching new products and driving adoption in competitive markets.
- Business Acumen: Advanced analytical and business acumen with the ability to interpret market dynamics, identify opportunities, and apply insights to strategy.
- Customer Engagement Mastery: Demonstrated ability to build and sustain professional relationships with gastroenterologists, advanced practice providers, and key office staff in both live and virtual settings.
- Technical Proficiency: Strong computer and digital skills, including Microsoft Office Suite (Excel, PowerPoint), Veeva Engage, Teams, Zoom, and other relevant platforms.
- Adaptability: Ability to thrive in a fast-paced, dynamic environment with shifting priorities and multiple demands.
- Travel: Valid driver's license and safe driving record. Ability to travel extensively across the region, including overnights, and to attend national, regional, and corporate meetings as required.
Strongly Preferred Qualifications- Overlay & Collaboration Skills: Proven ability to succeed in an overlay model-partnering with multiple sales representatives to deliver coordinated strategy and measurable impact.
- Training & Development: Experience as a peer mentor, field trainer, or facilitator in workshops or meetings; strong facilitation and presentation skills.
- GI Specialty Experience: Previous experience in gastroenterology or other specialty therapeutic areas.
BenefitsAt Phathom, we prioritize the total well-being of our "Phamily" members. Our commitment is reflected in a competitive employee benefits package designed to support employees and their families' overall well-being, now and in the future, including:
- Highly competitive medical, dental and vision coverage options with low monthly premiums
- Roth & Traditional 401(k) savings plan with annual employer match
- Long-term incentive equity compensation program
- Employee Stock Purchase Plan (ESPP)
- Comprehensive paid leave programs, including:
- 16 weeks of paid parental leave for all new parents
- 4-week part-time Bridge-Back-to-Work Program
- Hybrid and Flex Working Arrangements
- Unlimited Time Off
- 17 paid company holidays in addition to a year-end winter shutdown period
Other Benefits:
- Annual Fitness & Wellbeing Reimbursement
- Company-provided Life and Accidental Death & Dismemberment (AD&D) insurance
- Company-provided short and long-term disability benefits
- Company-funded HSA plan
- Accident and Hospital Indemnity insurance
- Employee Assistance Program (EAP)
- Employee recognition program
The expected annual base salary range for this role is $125,000 - $155,000.
