Key Account Manager (KAM) - Hospitals; Anti-infectives - Atlanta, GA

Shionogi•Atlanta, GA

9d•Onsite

About The Position

The Key Account Manager (KAM) establishes access and demand for Shionogi’s hospital anti-infective product(s) among hospitals and hospital systems in an assigned territory. The role is responsible for formulary access and sales at major institutions, educating formulary decision makers, clinicians, and other stakeholders about the products’ clinical benefits, and gaining formulary adoption in the institutional IV antibiotic space. Success requires navigating hospital systems and communicating complex clinical data to infectious disease physicians, pharmacists, microbiology laboratories, and other evidence-driven stakeholders. The KAM must understand institutional formulary processes, reimbursement policies, and how hospital products are purchased, ordered, and administered. The role is field-based and requires five full-time days in the field each week, with approximately 80% travel. The KAM develops and executes territory and account plans, builds customer and thought-leader relationships, works cross-functionally with company teams, and reports field activity and expenses. The position requires compliance with applicable regulations and company policies, high ethical and professional standards, and ongoing product and professional development. The base salary range is $155,000–$180,000; the range excludes benefits, vehicle allowance, bonus, long-term incentive, and other potential compensation.

Requirements

Bachelor’s degree (BS/BA).
Hospital-based pharmaceutical experience.
Ability to understand how hospital products are purchased, ordered, and administered, including formulary processes and reimbursement policies.
Ability to 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.
Ability to coordinate account-related events.
Business-to-business experience and/or 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, work independently, and collaborate internally as a team member to deliver results.
Proactive, ownership-oriented approach; self-starter with strong motivation and problem-solving skills.
Digital competence, including ability to deliver presentations using an iPad; proficiency in Microsoft Word, PowerPoint, Excel, and Outlook.
Must reside within the boundaries of the assigned geographic territory.
Safe driving to required meetings and appointments; valid driver’s license, clean driving record, and ability to pass a complete background check.
Valid licenses and credentialing required to conduct business in the assigned territory.
Ability and willingness to travel approximately 80% of the year, including driving or flying 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 by automobile and/or airplane.
Ability to view video display terminal images less than 18 inches from the face 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.
Must complete relevant training and certify in product knowledge for assigned products within a reasonable time frame.

Nice To Haves

Demonstrated experience in hospital or health system environments with anti-infective, critical care, or intravenous products.
Successful hospital antibiotic launch experience.
Successful experience establishing hospital product formulary approval through Pharmacy and Therapeutics (P&T) committees within the IV antibiotic or related category.

Responsibilities

Establish clinical understanding and demand among infectious disease physicians, pharmacists, and microbiology communities in target accounts.
Promote products in the assigned geographic area by navigating institutional formulary approval processes and educating customers on appropriate product 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 one-on-one meetings, presentations, professional education programs, and other appropriate methods.
Apply knowledge of hospital practices, including formulary management and pharmaceutical product review.
Build professional relationships and maintain effective communication with customers at multiple levels, including 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 a high level of call and field productivity and meet or exceed call-plan expectations, including five full-time days in the field each week.
Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on customer needs, opportunities, KOL engagement, and formulary changes.
Identify and communicate field issues, opportunities, and competitive activity through appropriate organizational channels.
Achieve territory formulary adoption goals while following ethical market-access practices and required regulations.
Execute brand strategies to deliver 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 written reports by management deadlines.
Develop positive, interactive relationships with peers, customers, and company managers.
Conduct company business in accordance with applicable regulations, including PDMA and sample requirements, and company policies and procedures.
Maintain high ethical and professional standards.
Pursue continuous 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, including POAs, national meetings, and national or regional conventions; in-person attendance may be required under current company policy.
Travel by automobile and/or airplane to meetings, appointments, and conventions; some overnight or weekend travel may be required.