Description
Key Account Manager
We are looking for patient-inspired, passionate and experienced Key Account Managers (KAMs) with a demonstrated track record for our new team. You will have the opportunity to be part of a dedicated cross-functional team that will launch a novel treatment for pediatric patients with Congenital HyperInsulinism (CHI).
As a successful KAM, you will have courage, talent and dedication to seek solutions that can make a meaningful impact within your territory and broader team. You are detail-oriented, structured in your approach to work with the ability to manage relationships at all levels. Moreover, you will have proven Account Management Leadership skills and thrive in a dynamic environment and culture that relies on a patient-centric and teamwork-oriented approach.
The Key Account Manager owns the relationships with key academic institutions, IDNs and GPOs and leverages these relationships to generate increased demand and access for the product by targeting appropriate prescribers and influencers within their territory. Each Key Account Manager will have lead account responsibility for strategic targets within their territory and will utilize in-person and virtual tools to effectively market the product. The Key Account Manager will call on key decision makers across accounts and execute a total office call plan. The Key Account Manager will coordinate all appropriate selling activities at these designated priority accounts.
Job Functions/Responsibilities
As a KAM, you will be responsible for developing and implementing key strategies for this product launch and assume leadership responsibilities for the following activities:
- Develop and drive the relationship with target institution and community accounts with patient referrals, including establishing and maintaining positive relationships with key influencers and decision makers within the accounts that will result in brand specific objectives and KPI's.
- Build and manage account profile for each assigned account, detailing procedure for protocol development, current placement of product on pathway and protocols, and identification of key influencers and protocol decision-makers and pull-through sales targets.
- Employ in-person tactics to execute against account plans, including visiting accounts to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy and safety information on product to key treatment decision makers within these high control accounts.
- Evaluate unique needs of the Integrated Customer and work with regional and other corporate functions (e.g., Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, Marketing) to develop tactical strategies to support account needs and expand use of product.
- Lead the effort of obtaining in-patient P&T formulary coverage and accomplishing formulary wins.
- Support patient access and reimbursement with Centers of Excellence (COEs) and Regional Treatment Centers (RTCs) who administer client therapies.
- Develop performance dashboards to assess and monitor and communicate product performance across all target accounts.
- Appropriately influence the formulary review process, including the coordination of resources from Medical Affairs, Health Economics, and other cross-functional SMEs.
- Develop, maintain, and execute pre-launch and post-launch business and account plans across the product portfolio.
- Implement strategies and tactics to support individual Patient Access and Reimbursement (e.g., coverage, coding) across payer segments.
- Gather information and create analyses to inform stakeholders of the current and evolving influence of market dynamics, risks, and trends with potential business impact on HCP diagnosis and prescribing.
- Represent the US Key Account Management Team with professionalism and integrity at medical congress meetings and internally across various internal and client departments and leadership teams.
- Ensure compliance with corporate policies and procedures as well as US Healthcare laws and regulations.
Requirements:
- BS/BA Degree required.
- 10+ years of experience working with Institutions, IDNs and/or GPOs.
- Previous experience working in Pediatric and/or Rare Diseases, in a start-up, or small to mid-sized organization preferred.
- Experience working with drug device, infusion pumps and/or DME products is required.
- Minimum of 10 years working with specialty pharmacies and HUBs.
- Contract management experience.
- Exceptional customer business planning, tactical planning, and successful execution skills.
- Ability to thrive in a fast-paced environment with high expectations and accountability for the quality and timing of critical deliverables.
- Demonstrated problem-solving and decision-making skills.
- High attention to detail including proven ability to manage multiple, competing priorities.
- Travel as required for live in-person customer engagements (minimum of 50%) by air or vehicle including overnight stays and weekends.