Key Account Manager - West
About The Position
Apnimed is a pharmaceutical company developing oral medication treatments for 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. Reporting to the National Sales Director, the KAM owns a defined portfolio of strategic accounts and works with clinical, pharmacy, and administrative decision makers to establish formulary access, influence treatment protocols and care pathways, and support adoption in sleep and pulmonology centers. The role requires strategic account planning and experience navigating complex, committee-driven health systems. The KAM has no direct reports but leads a matrixed account team, coordinating Regional Sales Leaders and sales specialists with Market Access, Medical Affairs, and Marketing. The KAM must reside within the assigned geography and be able to travel extensively, 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, PharmD, or similar.
Responsibilities
- Own a portfolio of strategic health systems and integrated delivery networks, map account decision-making structures, and execute account plans through pre-launch, launch, and post-launch growth.
- Build relationships with relevant account stakeholders, including physicians, clinical staff, pharmacy, administration, and other decision-influencers.
- Partner with Market Access to secure national and regional payer coverage at the system level.
- Influence 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 and align the matrixed account team across field sales, Market Access, Medical Affairs, and Marketing without direct authority.
- 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.
- Conduct account activities in compliance 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
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
