Key Account Manager - East
About The Position
Apnimed is a pharmaceutical company developing oral medication and other pharmacologic therapies for obstructive sleep apnea and related disorders. The Key Account Manager (KAM) is a senior, field-based role responsible for securing access to and driving adoption of AD109 within major health systems and integrated delivery networks. The position 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 expand access to sleep and pulmonology centers. The KAM develops and executes strategic account plans across pre-launch preparation, launch execution, and post-launch growth. The role leads a matrixed account team—including Regional Sales Leaders, sales specialists, Market Access, Medical Affairs, and Marketing—without direct reports or direct authority. The KAM reports to the National Sales Director and must reside within the assigned geography, with extensive travel, including overnight travel.
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 change within large health systems and integrated delivery networks.
- 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, ideally in specialty or CNS-related markets.
- Advanced degree such as an MBA or 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, and post-launch growth.
- Build relationships with physicians, clinical staff, pharmacy, administration, and other account decision-influencers.
- Partner with Market Access to secure and support national and regional payer coverage at the system level.
- 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 in assigned accounts, including stakeholder mapping and understanding the patient journey.
- Lead a matrixed account team, aligning field sales, Market Access, Medical Affairs, and Marketing behind a coordinated account plan.
- 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; report system trends, access barriers, and competitive intelligence to commercial leadership.
- Ensure account activity complies with company policy, industry codes, and applicable regulations.
Benefits
- 401(k) with company match
- Generous time off for vacation
- Generous company-paid benefits
- Flexible working environment
- Motivated and experienced team
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What This Job Offers
Job Type
Full-time
Career Level
Senior
