Key Account Manager (KAM) Hospitals; Anti-infectives - Boston, Massachusetts

Shionogi • Boston, MA

402d • $155,000 - $180,000

About The Position

The Key Account Manager (KAM) position focuses on establishing access and demand for a novel hospital antibiotic product within assigned territories. The role involves educating formulary decision makers, key stakeholders, and clinicians on the clinical benefits of the product, aiming for formulary adoption in the institutional IV antibiotic space. The KAM is responsible for sales and access at top U.S. institutions, requiring a deep understanding of hospital systems and the ability to communicate complex clinical data effectively to various healthcare professionals.

Requirements

• BS/BA degree required.
• Minimum seven (7) years' experience within the pharmaceutical industry.
• Minimum five (5) years successful sales experience in the hospital environment; anti-infective experience preferred.
• Strong understanding of how hospital products are purchased, ordered, and administered, including knowledge of the formulary process and reimbursement policies.
• Ability to navigate hospital systems to gain access to key decision makers.
• Experience in building rapport and relationships within the institutional setting.
• Demonstrated track record of successful facilitation of educational programs.
• Ability to communicate clinical data effectively to demonstrate competence in a high-level scientific product.
• Successful hospital antibiotic launch experience is a plus.
• Experience in establishing hospital product formulary approval through P & T committees.

Nice To Haves

• Successful experience with the coordination of account-related events.
• Business to business experience and/or strong influencing skills.
• Documented record of performance and achievement.

Responsibilities

• Establish clinical understanding and demand within the ID physician, pharmacist, and microbiology community for target accounts.
• Promote product in the geographical area by navigating the institutional formulary approval process and educating customers on appropriate use of products.
• Understand and leverage the access landscape to establish/expand institutional product access through effective engagement with key customers.
• Effectively call on and educate physicians and other stakeholders within targeted institutions on the use of Shionogi's anti-infective products through various means.
• Maintain professional relationships and effective communication networks with customers at multiple levels.
• Create opportunities for product education while enhancing Shionogi's image and commitment to medicine.
• Ensure high levels of call and field productivity, meeting expectations for call plans with five full-time days in the field each week.
• Collaborate with various departments on needs and opportunities, KOL touch points, and formulary changes.
• Identify and communicate field issues, opportunities, and competitive activities through appropriate organizational venues.
• Achieve formulary adoption goals while adhering to ethical market access practices and regulations.
• Execute brand strategies to ensure a consistent company marketing message.
• Analyze territory information to develop and execute effective account plans and optimize routing.
• Accurately report field activities, territory expenses, and submit written reports by deadlines set by management.
• Develop positive relationships with peers, customers, and company managers.

Benefits

• Base salary range of $155,000-$180,000.
• Comprehensive benefits package including vehicle allowance, bonus, and long-term incentives.

What This Job Offers

• Job Type: Full-time
• Industry: Merchant Wholesalers, Nondurable Goods
• Education Level: Bachelor's degree