Key Account Manager - West

Apnimed•San Francisco, CA

2d•Onsite

About The Position

The Key Account Manager (KAM) is a senior, field-based role responsible for securing access to and driving adoption of AD109 within the nation’s largest health systems and integrated delivery networks. Reporting to the National Sales Director, the KAM owns a defined portfolio of strategic accounts and engages system-level clinical, pharmacy, and administrative decision makers to establish formulary access, influence treatment protocols and care pathways, and support access to sleep and pulmonology centers. The role requires strategic account planning, experience selling into complex health systems, and the ability to navigate committee-driven decisions. The KAM has no direct reports but leads a matrixed account team comprising Regional Sales Leaders, sales specialists, Market Access, Medical Affairs, and Marketing. The role is field-based, and the KAM must reside within the assigned geography and travel extensively, including overnight travel. Apnimed is an equal opportunity employer committed to an exciting, diverse, and enriching work environment. The annual base salary range is $172,000–$220,000.

Requirements

At least 8 years of biopharmaceutical commercial experience, including at least 3 years in key account management, health-system, or institutional selling.
Demonstrated success securing formulary access and driving protocol or pathway changes within large health systems and integrated delivery networks.
Proven track record of successful product launches.
Strong working knowledge of health-system economics, reimbursement, specialty pharmacy, and utilization management.
Demonstrated ability to lead and influence cross-functional teams without direct authority.
Strong strategic account-planning skills and ability to execute tactically in a fast-paced environment.
Excellent communication, executive presence, and stakeholder-management skills.
Must reside within the assigned geography and be able to travel extensively, including overnight travel.
Valid driver’s license and acceptable driving record.
Bachelor’s degree required.

Nice To Haves

Successful product-launch experience in specialty or CNS-related markets.
Advanced degree such as an MBA, PharmD, or similar.

Responsibilities

Own a defined portfolio of strategic health systems and integrated delivery networks, map each account’s decision-making structure, and execute account plans spanning pre-launch preparation, launch execution, and post-launch growth.
Build relationships with relevant account stakeholders, including physicians, clinical staff, pharmacy, administration, and other decision-influencers.
Partner with Market Access to secure system-level pull-through of national and regional payer coverage.
Influence system treatment protocols, order sets, care pathways, and referral flows to support identification and treatment of patients with obstructive sleep apnea.
Lead pre-launch and launch-readiness activities within assigned accounts, including stakeholder mapping and understanding the patient journey.
Lead the matrixed account team without direct authority, aligning field sales, Market Access, Medical Affairs, and Marketing behind a coordinated plan for each account.
Identify and support system-level screening, diagnostic, and care-coordination initiatives that expand appropriate patient identification.
Establish account-level KPIs to measure access, adoption, and pull-through; surface system trends, access barriers, and competitive intelligence to commercial leadership.
Ensure account activity complies with company policy, industry codes, and applicable regulations.