Position Summary

The Institutional Business Manager (IBM) is responsible for driving 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. This role focuses on developing and executing strategic account plans, understanding customer and patient needs, and delivering clinical and business value to key stakeholders.

The IBM serves as a trusted partner to healthcare providers, health-system decision makers, and key opinion leaders, leveraging strong business acumen, clinical knowledge, and cross-functional collaboration to achieve and exceed territory objectives. Success in this role requires strategic account management, effective resource utilization, and the ability to navigate complex healthcare systems while maintaining the highest standards of compliance.

Geography: Northern California, Oregon, Washington, Idaho, Montana, N. Nevada, New Mexico, Utah

Key Accounts: including, not limited to: UCSF, Stanford, UC Davis, Fred Hutch, U of Washington, U of New Mexico & U of Utah

Salary Range: $206,000 to $245,000

Essential 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.

Qualifications

Required

• Bachelor’s degree or equivalent experience.
• Minimum of 3 years of institutional or health-system pharmaceutical sales experience.
• Breast cancer experience.
• Hematology experience.
• 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.

Working Conditions

Physical Demands:
While performing the duties of this position, employees are regularly required to sit, stand, walk, communicate, and use standard office and computer equipment. Specific vision abilities include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment:
This position operates in a professional office, healthcare, and field-based environment. Travel throughout the territory is required. The noise level in the work environment is typically moderate.

Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.