Key Account Manager - Pediatric Endocrinology - Central East Region (Remote)

Tolmar•Chicago, IL

4d•Remote

About The Position

The Key Account Manager specializes in health system selling and requires a unique skill set to navigate the complex landscape of large healthcare organizations as a member of the sales team. Their role involves building relationships with multiple decision-makers, understanding the broader healthcare ecosystem and aligning the company's products with the system's strategic goals while driving sales in each targeted account. The KAM will have extensive relationships within the targeted accounts, have first-hand, in depth understanding of navigating health systems and proven success in driving sales in all segments of business within the accounts. The KAM will play a critical role in driving sales within the company, focusing on hospitals and healthcare systems. The KAM is responsible for developing and maintaining strong relationships within assigned accounts in a specific geographic territory, including but not limited to community-based clinics, IDNs and hospital systems. The KAM will leverage their in-depth knowledge of hospital operations and purchasing processes to drive sales in complex health systems and IDNs. The KAM will build relationships, understand organizational structures, and tailor sales messaging to the unique needs of their accounts. The KAM will be responsible for a list of accounts and target healthcare providers, pharmacy stakeholders and other office personnel that are involved in the clinical decisions, P&T process, ordering and procurement of Rx and Mx products. The KAM will effectively and efficiently navigate the various places of service within health systems including on and off-site clinics, infusion centers, in-patient pharmacies, owned specialty pharmacies etc. Target list can include community-based clinics depending on business needs.

Requirements

Demonstrates assertive selling techniques including asking for business on every call
Strong understanding of healthcare systems and ability to navigate selling journey of pharmaceutical products in various places of service within health system
Excellent communication, negotiation and interpersonal skills
Knowledge in Insurance and Payer systems, providers, etc...
Ability to analyze data and present findings effectively
Strong organizational and project management skills
Ability to work independently and collaboratively in a fast-paced environment
Knowledge of industry regulations and compliance standards
Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines
Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel
Proficient in the use of Salesforce
Ability to drive a company vehicle with an approved driver's license and insurance
Bachelor's degree in business, Pharmacy, Health Administration, Life Sciences or a related field.
Proven experience and success (5 years) in health-system selling
5 years of proven and documented success in driving health system formulary processes, developing clinical advocates in pharmacy and in clinics and gaining alignment among complex health system departments to increase sales by establishing utilization of products and/or growing share in existing accounts
Experience in buy & bill product promotion
Experience in Rx sales models within health system owned Specialty and In-patient pharmacies

Nice To Haves

Advanced degree or certifications in healthcare or health systems management is a plus

Responsibilities

Account Integration Collaborate with healthcare providers and health systems to facilitate the integration and adoption of Tolmar's products and solutions
Support the development and implementation of strategies to optimize product placement and utilization within health systems
Stakeholder engagement Build and maintain strong relationships with key stakeholders, including healthcare professionals, administrators and decision makers within health systems
Act as a liaison between the company and health systems to address needs, gather feedback and ensure effective communication to ensure achievement of sales goals
Product Promotion: Present and promote the company's products to appropriate stakeholders including Licensed HCPs, medical assistants, pharmacy personnel etc. to increase sales in each account
Provide on label, detailed information about product benefits, features and indications
Conduct product demonstrations/ mixing and administration with all relevant stakeholders
Collaboration with Internal Teams Work closely with marketing, sales, corporate accounts and medical affairs teams etc to ensure account needs are met

Benefits

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 within your community
Discretionary year-end shutdown