Key Account Manager (KAM) - Hospitals; Anti-infectives - Miami, FL

Shionogi Inc.•Miami, FL

8d•$155,000 - $180,000•Remote

About The Position

The Key Account Manager (KAM) position is focused on establishing access and demand for a novel hospital antibiotic product within an assigned territory. This involves educating formulary decision makers, key stakeholders, and clinicians on the product's clinical benefits and securing formulary adoption within the institutional IV antibiotic space. The KAM will be responsible for formulary access and sales at top institutions in the U.S. KAMs are responsible for calling on various targeted healthcare professionals within the institutional setting, planning, implementing, and taking ownership of their territory plans to enhance institutional awareness and access to Shionogi’s Anti-infective product(s). Success in this role requires a deep understanding of how to navigate these institutions and systems to gain access to and influence key decision makers. The ideal KAM should possess strong knowledge in infectious disease, microbiology, and hospital purchasing processes for products. The ability to communicate complex clinical data to ID physicians, Pharmacists, and microbiology labs is crucial for demonstrating competence in a highly scientific field to evidence-driven stakeholders. KAMs must also understand the formulary process and reimbursement policies for targeted institutions and systems. Strong analytical skills and a desire for growth and expanded responsibility are also expected.

Requirements

BS/BA degree required.
Hospital-based pharmaceutical experience is required.
Must successfully complete all relevant training and certify in product knowledge for the assigned product(s) within a reasonable time frame.
Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies.
Ability to understand and navigate hospital systems in order to gain access to key decision makers.
Experience in building rapport and relationships within the institutional setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals.
Demonstrated track record of successful facilitation of educational programs.
Ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product.
Business to business experience and/or ability to demonstrate strong influencing skills.
Documented record of performance and achievement.
Excellent oral, presentation and written communication skills.
Strong organizational, interpersonal and listening skills.
Ability to work independently and collaborate internally as a team member to deliver results.
Proactive; can do approach, takes ownership of situations.
Demonstrated self-starter, highly motivated, problem-solving skills.
Digital competence; ability to deliver presentations digitally using iPad.
Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook.
Must reside within the boundaries of the assigned geographic territory.
Driving in a safe manner to required meetings and appointments.
Valid driver’s license with a clean driving record and ability to pass a complete background check.
Must have valid licenses and credentialing required to conduct business in assigned territory.

Nice To Haves

Demonstrated experience in hospital or health system environments with anti-infective, critical care or intravenous experience is strongly preferred.
Successful hospital antibiotic launch experience is a plus.
Successful experience in establishing hospital product formulary approval through P & T (pharmacy and therapeutic committees) within the IV antibiotic or related category.
Successful experience with the coordination of account related events.
Thrives in an ever-changing environment.

Responsibilities

Establish clinical understanding and demand within ID physician, pharmacist and microbiology community for target accounts.
Promote product in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products.
Understand and leverage the access landscape to establish/expand institutional product access through effective engagement with Pharmacy Directors, ID Pharmacists, ID Physicians, Microbiologists, and other key customers.
Effectively and consistently call on and educate physicians and other stakeholders within targeted institutions on the use of Shionogi’s anti-infective product(s) through one-on-one meetings and presentations, professional education programs and other appropriate means.
Deep knowledge of hospital practices including formulary management and pharmaceutical product review.
Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including ID opinion leaders, key hospital medical staff, pharmacies and more.
Create opportunities for product education while enhancing Shionogi’s image and commitment to medicine, working directly with local/regional thought leaders and professional societies.
Responsible for ensuring high level of call and field productivity; expected to meet and exceed expectations for call plans, with five full-time days in the field each week.
Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on all 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 within territory while adhering to all ethical market access practices and required regulations.
Execute brand strategies to ensure a consistent company marketing message.
Analyze territory information and insights to develop and execute effective account plans, optimize routing, and maximize field resources to achieve results.
Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management.
Develop positive and interactive relationships with peers, customer and company managers.
Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures. Demonstrates high ethical and professional standards at all times.
Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training.
Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines.
Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.). In-person attendance may be required according to most current company policy.