Institutional Business Manager- Tri State Geography

Drive adoption and sales performance across Rigel’s Hematology & Solid Tumor oncology portfolio within key Institutional, Integrated Delivery Network (IDN), System of Care, and Veterans Affairs (VA) accounts in Western NY, Pennsylvania, New Jersey, and Delaware.

About the role

The Institutional Business Manager (IBM) develops and executes strategic account plans, understands customer and patient needs, and delivers clinical and business value to key stakeholders. This role serves as a trusted partner to healthcare providers, health-system decision makers, and key opinion leaders, leveraging business acumen, clinical knowledge, and cross-functional collaboration to achieve territory objectives.

Key Accounts

• UPENN
• UPMC
• Jefferson
• Fox Chase
• RWJ Barnabus Health
• John Theurer Cancer Center
• Cooper MD Anderson Cancer Center
• Atlantic Health
• Helen F. Braham Cancer Center
• Roswell Park Comprehensive Cancer Center
• Wilmot Cancer Institute

Responsibilities

• Develop and maintain strong, compliant relationships with key stakeholders, including prescribers, system influencers, pharmacy leaders, and members of the multidisciplinary care team.
• Create and execute strategic and tactical account plans that drive product adoption and achieve or exceed territory sales goals.
• Analyze market dynamics, customer needs, and competitive activity to identify opportunities and prioritize resources effectively.
• Engage customers through impactful clinical and business discussions that support informed treatment decisions and improve patient access.
• Collaborate with cross-functional partners to deliver coordinated customer engagement strategies and optimize account performance.
• Provide regular business updates on account progress, opportunities, challenges, and market trends to leadership and internal stakeholders.
• Represent Rigel at regional and national meetings, conferences, and other customer-facing events to maximize engagement opportunities.

Requirements

• Bachelor’s degree or equivalent experience.
• Minimum of 3 years of institutional or health-system pharmaceutical sales experience.
• Experience in breast cancer and hematology.
• Experience working within IDNs, academic medical centers, and complex health systems.
• Residence near a major airport within the assigned geography.
• Demonstrated track record of achieving or exceeding sales goals.
• Strong strategic planning, business analysis, and account management skills.
• Excellent communication, presentation, collaboration, and relationship-building abilities.
• Ability to travel extensively within the territory (typically 50% or greater), including overnight and occasional weekend travel.

Pay

Anticipated salary range: $206,000 to $245,000. Actual salary offered will depend on experience, qualifications, geographic location, internal equity, and business needs. This position is commission-based and eligible for equity incentive awards.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Life and disability insurance.
• Flexible spending accounts.
• Paid time off and paid company holidays.
• 401(k) plan.
• Additional benefits.

Schedule

Extensive travel within the territory (typically 50% or greater), including overnight and occasional weekend travel.

Working Conditions

Physical demands include standing, walking, sitting, talking, hearing, and specific vision abilities (close, distance, peripheral, depth perception, and ability to adjust focus). The work environment is usually moderate in noise level.