Key Account Manager -Oncology

Tolmar Careers-posted 1 day ago
$165,000 - $215,000/Yr
Full-time • Mid Level
Remote • Buffalo Grove, IL
501-1,000 employees
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The Key Account Manager (KAM), Oncology is a senior field-based commercial role responsible for driving sales performance across large health systems, IDNs, and complex oncology accounts. This role requires deep expertise in health-system selling, buy-and-bill oncology products, and multi-stakeholder decision-making. The KAM leads strategic account planning for assigned high-value accounts, focusing on high-quintile oncology HCPs while mapping and influencing all key decision-makers across pharmacy, P&T committees, administrators, and clinical leadership. The KAM will sell the company’s Oncology portfolio and is accountable for individual sales goals and objectives, independent of overlapping Account Manager (AMR) targets. This role operates with a high degree of autonomy, extensive travel, and strong cross-functional collaboration, serving as the oncology health-system expert within the field organization.

  • Own and execute strategic account plans for assigned oncology-focused health systems, IDNs, hospitals, and affiliated clinics.
  • Map complex account structures, including decision-makers, influencers, purchasing pathways, P&T processes, and sites of care.
  • Drive formulary access, protocol adoption, utilization, and share growth across buy-and-bill oncology settings.
  • Identify and prioritize high-quintile oncology HCPs within each account and develop tailored engagement strategies.
  • Build and sustain strong relationships with oncologists, pharmacists, pharmacy directors, administrators, nursing leaders, and other key stakeholders.
  • Present and promote the Oncology portfolio through compliant, on-label scientific and clinical discussions.
  • Conduct product education, mixing and administration demonstrations, and appropriate in-service programs with clinical and pharmacy stakeholders.
  • Actively ask for the business and advance utilization opportunities on every appropriate call.
  • Demonstrate expert understanding of buy-and-bill economics, reimbursement pathways, and site-of-care dynamics within oncology.
  • Partner with account stakeholders to align clinical, operational, and financial value propositions.
  • Navigate inpatient, outpatient, hospital-owned specialty pharmacies, and off-site clinics.
  • Work collaboratively with AMRs in overlapping geographies to ensure aligned messaging and coordinated execution—while maintaining independent accountability for KAM goals.
  • Partner with Marketing, Corporate Accounts, Market Access, and Medical Affairs to address account needs and drive pull-through.
  • Serve as the field of oncology subject matter expert for assigned health systems.
  • Deliver consistent achievement of assigned sales objectives and key performance metrics.
  • Track account activity, insights, and progress using CRM tools (Salesforce).
  • Provide feedback and market intelligence to internal stakeholders to inform strategy and execution.
  • Operate with the highest standards of ethics, compliance, and professionalism.
  • Take ownership of performance, outcomes, and continuous improvement.
  • Collaborate transparently and respectfully across teams.
  • Maintain a patient-centered mindset in all interactions.
  • Adapt quickly to change and execute with urgency and accountability.
  • Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety (PSSP) that you learn of per SOP-00821, Pharmacovigilance and Technical Complaint Reporting.
  • Proven high-performance track record in oncology health-system selling.
  • Deep understanding of health systems, IDNs, oncology workflows, and decision-making structures.
  • Strong buy-and-bill expertise, including reimbursement and site-of-care dynamics.
  • Advanced consultative and assertive selling skills.
  • Exceptional communication, negotiation, and relationship-management capabilities.
  • Highly organized with strong account planning and project management skills.
  • Ability to work independently while collaborating effectively across functions.
  • Strong analytical skills with ability to translate data into actionable insights.
  • Proficiency with Salesforce and Microsoft Office (Outlook, Word, PowerPoint, Excel).
  • Bachelor’s degree in Business, Life Sciences, Pharmacy, Health Administration, or a related field.
  • Documented success in health-system selling, preferably in oncology.
  • Demonstrated success driving formulary approvals, protocol adoption, and utilization growth.
  • Proven experience selling buy-and-bill oncology products.
  • Experience working with hospital-owned specialty and inpatient pharmacies.
  • Role requiring sitting, driving and standing.
  • Field-based, remote position.
  • Extensive travel required (up to 80%) via air, car, or train.
  • Valid driver’s license and ability to operate a company vehicle as required.
  • Ability to lift 50 pounds.
  • Availability to work extra hours and on weekends as necessary.
  • Competitive and inclusive medical, dental, and vision coverage options
  • Flexible Spending Accounts for medical expenses and dependent care expenses
  • HSA through our HDHP CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage
  • Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%
  • Tolmar-paid Life, LTD, and STD insurance coverages, as well as voluntary benefit options
  • Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services
  • Adoption and family-planning benefits, Fertility and Family Forming Benefits
  • Generous paid time off, including: Vacation, sick time, and holidays
  • Volunteer time to participate in your community
  • Discretionary year-end shutdown
  • We provide a positive work environment designed around the philosophy of mutual respect and the challenge and rewards of contributing to the continued success of our organization.
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