Hospital Key Account Manager - Tampa, FL

Meitheal Pharmaceuticals Inc•Tampa, FL

8d•$140,000 - $160,000•Remote

About The Position

The Key Account Manager (KAM) role is focused on creating opportunities and generating demand for a new hospital antibiotic within a designated territory. This involves educating formulary decision-makers, key stakeholders, and healthcare providers about the product’s clinical advantages while securing formulary adoption and uptake within institutional IV antibiotic space. The KAM will drive formulary access and sales at leading U.S. hospital institutions. KAMs are responsible for engaging a range of healthcare professionals in institutional environments, developing and executing account-specific strategies to boost awareness and availability of Meitheal anti-infective products. Success in this role requires a thorough grasp of institutional dynamics and the ability to connect with and influence pivotal decisionmakers effectively. Ideal candidates for the KAM position will bring expertise in infectious diseases, microbiology, and the processes behind hospital, ordering, administration, and formulary integration. They must excel at conveying complex clinical information to infectious disease specialists, pharmacists, and microbiology teams. Additionally, KAMs need a solid understanding of formulary procedures and reimbursement structures at targeted institutions, paired with sharp analytical skills and a proactive approach to embracing new challenges and responsibilities.

Requirements

Documented and measurable track record of sales performance which includes meeting or exceeding territory performance goals.
Account-based selling experience, within territory assigned, required.
Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies.
Ability to understand and navigate hospital systems to gain access to key decision makers.
Experience calling on infectious disease, critical care, & hospitalists.
Successful experience in establishing hospital product formulary approval through P & T (pharmacy and therapeutic committees) within the IV antibiotic or related category.
Proven ability to understand, articulate and routinely present complex scientific information.
Strong presentation, organization, administrative and communication skills.
Experience in utilizing and optimizing CRM systems in support of territory dynamics.
Prior experience promoting newly launched products.
Safe driving record and valid driver’s license required.
Demonstrated effective time management, organizational and communication skills to prioritize opportunities and execute flawlessly.
Demonstrated judgment and decision-making capability.
Bachelor’s degree in business or BS/MS in life sciences preferred, with experience in sales, marketing, or product management; or equivalent skills and experience required.
A minimum of 3 to 5 years of experience in the pharmaceutical industry.
7+ years of pharmaceutical sales experience with a minimum of 5+ years of sales experience within the hospital setting, ideally with anti-infectives.
Microsoft Word, PowerPoint and Excel.
CRM Experience.

Nice To Haves

Antibiotic account management experience is strongly preferred, or clinical (e.g., nurse, pharmacist).

Responsibilities

Function independently, with a high degree of sales proficiency, to drive sales performance and ensure sales meet or exceed territory expectations.
Develop outstanding product and disease state knowledge and effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
Develop, execute, and monitor territory and business plans; strategically and consistently targeting key stakeholders within each account to expand product usage and customer base.
Proactively identify business opportunities and present value propositions aligned to customer needs and objectives.
Advance hospital and customers along the sales continuum and gain prescriber commitments through effective questioning, active listening, and utilizing approved marketing and sales materials.
Demonstrate knowledge of promoted product(s), competitive brands and disease state, patient profiles, and treatment pathways.
Achieve success in a complex, matrixed selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Market Access, Medical, Marketing and Operations colleagues.
Develop and execute pull-through strategies that increase adoption and usage of Meitheal products in appropriate patients.
Use data tools and insights, and other informational sources, to determine strategies and tactics for business decision-making.
Utilize CRM technology in an accurate and timely manner to report activities and account level details.
Ensure compliance with all company policies, procedures, principles, values, and applicable laws.
Manage appropriate utilization and distribution of resources including territory budgets, Speaker Programs allocations, sample, etc.
Comply with all company training requirements, learning modules, required acknowledgements (IC plans, Compliance, etc.).
Complete all training and administrative duties, successfully and on time. This includes, but is not limited to, accurate and complete call reporting, expense report management, etc.
Other duties may be assigned.