Key Account Manager, Southwest - West

Pharmacosmos Therapeutics Inc-posted 3 months ago
Addison, TX
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The position requires the employee to live in Texas, with Houston or Dallas being preferred cities. The purpose is to establish, maintain, and grow business relationships within hematology oncology practices, regional hospitals, integrated delivery networks (IDNs), and other emerging key accounts in the assigned geography as identified and determined in collaboration with the respective Regional Sales Director (RSD). This individual will work in a highly collaborative environment that includes field sales, market access, medical, legal, and regulatory.

  • Pro-actively pull-through national GPO contracts at the regional level in key accounts (oncology clinic/practice, hospital, IDN, emerging customers) by strategically prioritizing current account sales and future growth opportunities in collaboration with the RSD.
  • Conduct monthly business analysis with respective RSD to pull through pricing and contracting strategies within region.
  • Understand and identify the short and long-term strategic vision and objectives within each of your assigned key accounts through collaboration with the respective RSD and other matrix partners.
  • Coordinate account level strategic planning and evaluation sessions with all cross-functional partners based on the customer business needs within designated key accounts.
  • Coordinating matrix team and cross-functional collaboration efforts in territory designated Key Accounts.
  • Manage internal and external customer relationships to ensure that key account needs are identified and addressed.
  • Partner with decision makers within new and existing targeted hematology/oncology practices and regional health systems.
  • Create and conduct regular account level business plans and reviews across both hematology/oncology and hospital contracted accounts.
  • Conduct quarterly/annual business planning for assigned area by GPO to ensure national contract pull-through.
  • Perform complex business analyses of a key account’s current business opportunity.
  • Capture competitive intelligence and maintain awareness of competitive activities and opportunities.
  • Research and communicate any marketing and sales intelligence relating to competition and contracting changes affecting Pharmacosmos’ marketplace.
  • Negotiate contract terms and conditions to be considered for current or future contracting and pricing strategies.
  • Evaluate account-specific product utilization and identify solutions and opportunities affecting Pharmacosmos business.
  • Identify at risk accounts and work cross-functionally on solutions and best positioning for value in partnering with Pharmacosmos.
  • Actively maintain understanding of the drivers and trends within the healthcare industry that affect your accounts.
  • Build and maintain long term relationships with formulary influencing clinical, pharmacy, and administrative KOLs located within the region.
  • Maintain a high level of payer and related Managed Markets benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs, and product distribution knowledge necessary to accomplish goals.
  • Prioritize appointments and time management according to company objectives and customer needs.
  • Maintain accurate records of all account activity and account plans for key accounts within PTI CRM.
  • Special projects as assigned by the Director, East/West Key Account Management Team.
  • Required: 4-year bachelor’s degree; MBA preferred.
  • Account management experience (oncology clinics and hospital systems highly preferred).
  • Ability to establish and maintain executive relationships (C Suite and Pharmacy Director) in health systems and oncology clinics/practices.
  • Experience with buy and bill pharmaceutical products.
  • A strategic outlook and critical thinking are essential along with strong clinical, financial, analytical and negotiation skills.
  • Solid understanding of the current environment and trends in community oncology practices, including alternative payment models.
  • Superior communication, teamwork, and ability to work in a high matrix environment.
  • Oncology and Hematology therapeutic experience preferred.
  • Up to 50% travel.
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