Key Account Manager, Epilepsy (Kansas City/Omaha)

LivaNova•Kansas City, MO

12d•$90,000 - $110,000•Remote

About The Position

As a global medtech company, LivaNova is driven by its Vision of changing the trajectory of lives for a new day and its Mission to create ingenious solutions that ignite patient turnarounds. LivaNova Neuromodulation is a pioneer of the VNS (Vagus Nerve Stimulation) Therapy® system, advancing medical device solutions for patients affected by Drug-Resistant Epilepsy (DRE) and Difficult-to-Treat Depression (DTD). VNS Therapy for DRE is delivered through a device that sends mild pulses to the vagus nerve at regular intervals throughout the day in an effort to prevent seizures. This role is accountable and responsible for a Key Account Territory, with primary objectives to cultivate therapy advocates and a pipeline of active VNS referring physicians at designated Key Account Comprehensive Epilepsy Centers (CECs). The role involves developing account plans, coordinating with the Key Account team to advance the standard of DRE care and the value of VNS Therapy, defining account objectives and opportunities, and collaborating with Territory Managers and Territory Specialists to support referral patterns and patient flow of care. The Key Account Manager ensures strong, coordinated execution of fundamentals at accounts, facilitates VNS Therapy product purchases based on surgical demand, and oversees account management and coordination of LivaNova resources to meet account priorities. The Key Account Manager reports to the Regional Manager.

Requirements

BS/BA Degree preferably in life sciences, nursing, allied health, or business.
Minimum of 10 years successful medical device or pharmaceutical selling experience.
Self-starter and independent thinker, with the aptitude to work autonomously.
Exceptional written and verbal communication skills, with customers and patients at all levels.
Intellectual capacity to interpret trends and data, translating the information into actions and improvements.
Strong work ethic, with a resilient results orientation.
Training experience in related field.
Demonstrated aptitude and success in fostering solid, value-based physician relationships, and a capacity for interacting with patients in a clinical environment.
Solid process orientation, demonstrated resource management / allocation experience, and the ability to perform multiple tasks simultaneously.
Robust interpersonal skills, with evidence of teamwork and collaboration.
Strategic thinking and appropriate risk allocation.
Leadership skills.

Nice To Haves

5-10+ years' experience managing relationships with large hospitals.
Comfort and presence with non-clinical administrators and executives.
Ability to engage in clinical conversations with physicians and surgeons.
Familiarity with epilepsy (including DRE patients) and latest research.
Ability to prioritize and coordinate with key stakeholder engagement and cross-functional teams.

Responsibilities

Achieve or exceed sales objectives and be accountable for daily management of Key Account territory.
Establish and execute long-term strategy for Key Accounts.
Create and maintain business plans for Key Accounts and physician targeting plans for high-potential customers.
Collaborates with and leads TM/TS/MSLs in creation and execution of physician and account strategies using the business plan.
Engage onsite with epileptologists, neurologists, and neurosurgeons/surgeons with latest therapy information, clinical studies, etc. leading to patient identifications.
Identify barriers to VNS Therapy adoption and develop actions and plans to address and overcome the barriers, as appropriate.
Work daily with a high level of integrity and promote a diverse and inclusive workplace culture in both people and thought leadership that is consistent with LivaNova values.
Build and maintain productive professional relationships with customers.
Build value proposition with surgeons to create surgical capacity appropriate for patient demand.
Provide education as determined by account strategy to referring physicians, physicians/clinicians and staff, fellows and residents, and account staff on DRE treatments, VNS therapy, new product releases, and post-implant support.
Demonstrate in-depth product and therapy knowledge.
Demonstrate a clinical aptitude to appropriately challenge providers and change prescriber treatment selection.
Receive technical inquiries and provide solutions to questions or problems.
Provide surgical case coverage, follow-up support and troubleshooting of VNS Therapy in Key Account CEC’s.
Provide on-site or remote technical support, as requested by physicians, during dosing appointments unless otherwise determined by account strategy.
Obtain PIQ and/or PAF from patients, caregivers and physicians.
Work with buying managers to negotiate pricing and deals, manage inventory and facilitate VNS product orders based on surgical demand.
Regularly monitor account performance, identify issues, and mitigate risks proactively.
Participate in professional outreach programs (e.g., neurology conferences), as needed per business plan and/or physician targeting plan.
Support DRE education programs, as needed per business plan and/or physician targeting plan.
Lead weekly territory team meetings to review progress towards quarterly goals and long-term strategy.
Coordinate with case management for patient education and account interactions needed to support patients as they navigate their path to VNS Therapy.
Mentor Territory Specialist, if applicable.
Maintain physician and account information within LivaNova CRM tool.
Complete administrative requirements on time and accurately.
Maintain company standards involving ethical and moral character while professionally representing the company.
Perform other duties as may be required by management.