Key Account Manager (KAM) - Hospitals; Anti-infectives - Phoenix, AZ

Shionogi • Phoenix, AZ

9d • Onsite

About The Position

The Key Account Manager (KAM) establishes access and demand for Shionogi anti-infective products at hospitals and hospital systems in an assigned territory. The role focuses on educating formulary decision makers, clinicians, and other stakeholders about the products’ clinical benefits and securing formulary adoption in the institutional IV antibiotic space. The KAM is responsible for formulary access and sales at top institutions and develops and executes territory plans to increase institutional awareness and access.

The position calls on healthcare professionals and decision makers in institutional settings. It requires understanding hospital systems and practices, product purchasing and administration, formulary processes, and reimbursement policies. The KAM communicates complex clinical data to infectious disease physicians, pharmacists, and microbiology laboratories, and works with internal teams and external thought leaders to support product education and account development. The role is field-based, with five full-time days in the field each week and travel of approximately 80% of the year.

Requirements

• BS/BA degree required.
• Hospital-based pharmaceutical experience required.
• Must complete relevant training and certify in product knowledge for assigned products within a reasonable timeframe.
• Strong understanding of hospital product purchasing, ordering, and administration, including formulary processes and reimbursement policies.
• Ability to understand and navigate hospital systems to gain access to key decision makers.
• Experience building rapport and relationships in institutional settings to expand product awareness and utilization and make an immediate impact with healthcare professionals.
• Demonstrated track record of successfully facilitating educational programs.
• Ability to communicate clinical data and demonstrate competence in communicating about highly scientific products.
• Successful experience establishing hospital product formulary approval through Pharmacy and Therapeutics (P&T) committees within the IV antibiotic or related category.
• Successful experience coordinating account-related events.
• Business-to-business experience and/or demonstrated strong influencing skills.
• Documented record of performance and achievement.
• Excellent oral, presentation, and written communication skills.
• Strong organizational, interpersonal, and listening skills.
• Ability to thrive in an ever-changing environment.
• Ability to work independently and collaborate internally as a team member to deliver results.
• Proactive, ownership-oriented approach and strong motivation, initiative, and problem-solving skills.
• Digital competence, including ability to deliver presentations using an iPad.
• Proficiency in Microsoft Office Suite, including Word, PowerPoint, Excel, and Outlook.
• Must reside within the boundaries of the assigned geographic territory.
• Valid driver’s license, clean driving record, and ability to pass a complete background check.
• Must have valid licenses and credentialing required to conduct business in the assigned territory.
• Ability and willingness to travel approximately 80% of the year, including travel by car or plane to meetings and conventions; some overnight and/or weekend travel may be required.
• Ability to articulate clearly and conduct verbal presentations for large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images from less than 18 inches away for up to four hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for up to four hours at a time.
• Ability to lift, tug, or pull up to 15 pounds.

Nice To Haves

• Hospital or health-system experience with anti-infective, critical-care, or intravenous products is strongly preferred.
• Successful hospital antibiotic launch experience is a plus.

Responsibilities

• Establish clinical understanding and demand for target products among infectious disease physicians, pharmacists, and microbiology communities at target accounts.
• Promote products in the territory by navigating institutional formulary approval processes and educating customers on appropriate use.
• Use knowledge of the access landscape to establish or expand product access through engagement with Pharmacy Directors, ID Pharmacists, ID Physicians, Microbiologists, and other key customers.
• Call on and educate physicians and other stakeholders at targeted institutions through individual meetings, presentations, professional education programs, and other appropriate means.
• Apply knowledge of hospital practices, including formulary management and pharmaceutical product review.
• Build professional relationships and maintain communication networks with customers at multiple levels, including ID opinion leaders, hospital medical staff, and pharmacies.
• Create product-education opportunities and support Shionogi’s image and commitment to medicine by working with local and regional thought leaders and professional societies.
• Maintain high call and field productivity and meet or exceed call-plan expectations, with five full-time days in the field each week.
• Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on needs, opportunities, key opinion leader touchpoints, and formulary changes.
• Identify and communicate field issues, opportunities, and competitive activities through appropriate organizational channels.
• Achieve territory formulary adoption goals while following ethical market-access practices and applicable regulations.
• Execute brand strategies to maintain a consistent company marketing message.
• Analyze territory information and insights to develop and execute account plans, optimize routing, and maximize field resources.
• Accurately report field activities and territory expenses, and submit required written reports by management deadlines.
• Develop positive, interactive relationships with peers, customers, and company managers.
• Conduct company business in accordance with regulations, including PDMA/sample requirements, and company policies and procedures; maintain high ethical and professional standards.
• Pursue ongoing learning and professional development in sales, communication, managed care, and product knowledge.
• Manage and maintain company equipment and promotional materials according to company guidelines.
• Attend company-sponsored meetings as directed; in-person attendance may be required under current company policy.
• Travel safely to required meetings and appointments, including by automobile or airplane, and attend meetings and conventions as required.

Benefits

• The salary range excludes comprehensive benefits, vehicle allowance, bonus, long-term incentive, and any additional compensation associated with the role.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level