Key Account Manager (Mountain West Region)

BIOCODEX

22h•$175,000 - $190,000•Remote

About The Position

The Key Account Manager (KAM), as a member of the Dravet 7 Team, will act as the primary customer interface, providing customers comprehensive disease & product knowledge and executing Sales & Marketing strategies in the designated territory. The KAM is empowered to own the business for their Therapeutic Area within the ecosystem and to optimize as appropriate. They will have a primary focus on improving the customer and patient experience across the care continuum.

Requirements

Bachelor’s degree BA/BS from an accredited College or University is required.
5 years of successful experience in pharmaceutical/medical/healthcare space preferred, including virtual/remote interactions.
Knowledge of related experience in Neurology/Pediatric Neurology/Epilepsy is strongly preferred.
Rare/Orphan disease
Complex health system experience
Centers of Excellence (e.g., Epilepsy Centers/Dravet CCCs)
Academic physician/HCP training programs (e.g., residency and fellowships)
Engaging Key External Experts (KEE's)
Experience in working cross-functionally with medical, commercial, patient advocacy and market access functions.
Self-starter with a strong sense of personal accountability as well as the ability to work in a dynamic team environment.
Proven track record in negotiating and influencing within a healthcare setting to deliver agreed-upon and measurable objectives.
Effective and persuasive communicator with excellent presentation skills.
Demonstrates extensive understanding of the managed care industry, formularies, National and local plans within the region, and federal programs such as Medicare, Medicaid, and VA.
Experience in working with appropriate partners on joint projects that deliver benefits to all stakeholders, in particular to Healthcare Providers and the patients they treat.
Proven organizational skills with ability to problem solve and manage multiple priorities in parallel.
Facilitates open and honest conversations with colleagues and gives candid ongoing feedback.
Transparently shares best practice and is open to constructive feedback.

Nice To Haves

Knowledge of related experience in Neurology/Pediatric Neurology/Epilepsy is strongly preferred.
Rare/Orphan disease
Complex health system experience
Centers of Excellence (e.g., Epilepsy Centers/Dravet CCCs)
Academic physician/HCP training programs (e.g., residency and fellowships)
Engaging Key External Experts (KEE's)

Responsibilities

Deliver sales and related objectives (KPIs) against territory targets and contribute to individual, team and national goals.
Develop relationships with KEE’s (Key External Experts) and stakeholders by being an expert in the product and relevant disease area, as well as local health systems processes and procedures.
Build strategic relationships and networks that grow advocacy within accounts and creates opportunities to educate healthcare providers to effectively identify, diagnose, and treat patients.
Remove local reimbursement access barriers by identifying access challenges and providing education on the programs and services provided by our Specialty Pharmacy and the Biocodex Patient Access Program and Team.
Develop, implement and execute a cross-functional key account business plan for the territory that is aligned to the strategic brand plan and endorsed by the leadership team.
Act decisively and responsively by prioritizing budget allocation to meet territory objectives.
Meet agreed performance metrics, reporting against these on a regular basis.
Prioritize customers and opportunities to maximize impact, leveraging all available data sets and stakeholder input to inform effective decision making.
Responsible for collecting ecosystem insights and trends.
Successfully seek out and qualify leads within assigned accounts and work with management on identification of potential accounts.
Partner with other departments and patient advocacy groups to support education and disease state awareness in the local communities.
Strong understanding of the local managed care environment and reimbursement process.
Execute commercial programs across account and customer segments, and present approved materials to deliver value-added messaging in a compelling and compliant manner.
Develop and implement business plans and manage delegated budget in alignment with sales manager.
Profiling (and regular updating) of key customers and accounts into currently CRM system.
Effectively implements Customer Action Plans and marketing initiatives to achieve sales goals.
Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures.
Willingness and ability to assist with ad hoc business projects as defined and directed by the management team.
Willingness and natural ability to develop then share best practices, both across US and potentially across countries, to continually enhance company performance.
Mapping key stakeholders involved in the management of patients affected by a rare epilepsy syndrome.
Identifying and overcome challenges or obstacles that limit the access to Biocodex products, or limits product or disease state education which may prevent patients from benefiting from the best possible care, within the region.
Proposing solutions to support improvements in account access, product access, product messaging and marketing ideas, disease state educational materials, industry trend awareness, local advocacy group opportunities, etc., and identify the relevant stakeholders to collaborate with in the development and implementation of approved solutions.
Establishing strong relationships with key thought leaders and customers and demonstrate ability to recognize and devote the necessary time and resources needed to engage with HCP’s.
Complete all required training, testing, and product certifications within the designated timeframes.
Embrace and follow policies, practices, company standards and values in support of customers, patients, fellow employees and individual expectations.
Emulate best practices and share customer insights by contributing valuable perspective to colleagues within the organization.
Emphasize accountability and the highest standard of ethical conduct.
Demonstrate an entrepreneurial and proactive approach; is organized and works with a sense of purpose and urgency.