Key Account Manager (Southwest Territory)

BIOCODEX

2d•$175,000 - $200,000•Remote

About The Position

The Key Account Manager (KAM), a member of the Dravet 8 Team, serves as the primary customer interface and provides comprehensive disease and product knowledge while executing Sales & Marketing strategies within the assigned territory. The KAM owns the business for their Therapeutic Area within the ecosystem and works to optimize it, focusing on improving customer and patient experiences across the care continuum. The position is remote and is ideally based in the Greater Los Angeles area or San Francisco Bay area, near a major airport. The territory includes California, Nevada, Arizona, New Mexico, Alaska, and Hawaii, with travel needed within California, Nevada, and Arizona. Estimated field travel is 40–80%, depending on geography and customer preferences. The KAM develops customer relationships and account strategies, delivers sales objectives, identifies market and ecosystem insights, and works cross-functionally to address access barriers and support disease-state education. The role also manages territory plans and delegated budgets, maintains customer and business records in the CRM system, and may assist with ad hoc projects and sharing best practices across the organization. This is a full-time remote position. The base salary range is $175,000–$200,000, commensurate with experience. Benefits include medical, dental, vision, short- and long-term disability, a 401(k), and life insurance.

Requirements

Bachelor’s degree (BA/BS) from an accredited college or university.
Self-starter with personal accountability and the ability to work cross-functionally in a dynamic environment.
Proven ability to negotiate and influence in a healthcare setting to deliver agreed, measurable objectives.
Effective and persuasive communicator with excellent presentation skills.
Extensive understanding of the managed-care industry, formularies, national and local plans in the region, and federal programs such as Medicare, Medicaid, and VA.
Ability to work with partners on joint projects that benefit stakeholders, particularly healthcare providers and their patients.
Strong organizational and problem-solving skills, including the ability to manage multiple priorities in parallel.
Ability to facilitate candid conversations, share best practices transparently, and accept constructive feedback.
Ability to travel in the field an estimated 40–80%, depending on geography and customer preference.
Complete required training, testing, and product certifications within designated time frames.

Nice To Haves

Five years of successful experience in the pharmaceutical, medical, or healthcare space, including virtual or remote interactions.
Experience in neurology, pediatric neurology, epilepsy, or Dravet syndrome.
Experience with rare or orphan diseases.
Complex health-system experience.
Experience with Centers of Excellence, such as Epilepsy Centers or Dravet CCCs.
Experience with academic physician or healthcare-provider training programs, such as residencies and fellowships.
Experience engaging Key External Experts.
Experience working cross-functionally with medical, commercial, patient advocacy, and market-access functions.

Responsibilities

Deliver sales and related KPI objectives against territory targets and contribute to individual, team, and national goals.
Develop relationships with Key External Experts and other stakeholders through expertise in products, relevant disease areas, and local health-system processes and procedures.
Build strategic account relationships and networks that grow advocacy and create opportunities to educate healthcare providers on identifying, diagnosing, and treating patients.
Identify local reimbursement access barriers and educate customers about Specialty Pharmacy and Biocodex Patient Access Program and Team services.
Develop, implement, and review a cross-functional territory key-account business plan aligned with the strategic brand plan and endorsed by the leadership team.
Prioritize budget allocation to meet territory objectives and report regularly against agreed performance metrics.
Prioritize customers and opportunities using available data and stakeholder input, collect ecosystem insights and trends, and qualify leads within assigned accounts.
Partner with other departments and patient advocacy groups to support education and disease-state awareness in local communities.
Execute commercial programs across account and customer segments and present approved materials in a compelling, compliant manner.
Develop business plans and manage the delegated budget in alignment with the manager.
Profile and regularly update key customers and accounts in the CRM system.
Implement Customer Action Plans and marketing initiatives to achieve sales goals and maintain accurate, timely customer and business records.
Assist with ad hoc business projects as directed by the management team and develop and share best practices across the US and, later, across countries.
Map key stakeholders involved in patient management within the assigned region.
Identify and address obstacles limiting access to Biocodex products or to product and disease-state education.
Propose solutions to improve account and product access, messaging, marketing ideas, educational materials, industry-trend awareness, and local advocacy opportunities; identify stakeholders for approved solutions.
Establish strong relationships with thought leaders and customers and devote appropriate time and resources to engaging healthcare professionals.
Complete required training, testing, and product certifications within designated time frames.
Follow company policies, practices, standards, and values; uphold ethical conduct, accountability, organization, urgency, and teamwork.