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

Shionogi Inc.•Atlanta, GA

10d•$155,000 - $180,000•Onsite

About The Position

The Key Account Manager (KAM) establishes access and demand for Shionogi’s novel hospital antibiotic product(s) at hospitals and hospital systems within an assigned territory. The role educates formulary decision makers, key stakeholders, and clinicians about product clinical benefits and works to secure formulary adoption in the institutional IV antibiotic space. The KAM is responsible for formulary access and sales at leading U.S. institutions. The KAM calls on targeted healthcare professionals in institutional settings and owns territory planning and execution to increase awareness and access to Shionogi anti-infective products. Success requires understanding how to navigate hospital systems, communicate complex clinical data to evidence-driven stakeholders, and work through institutional formulary and reimbursement processes. The position is field-based, requires approximately 80% travel, and includes five full-time days in the field each week.

Requirements

BS/BA degree required.
Hospital-based pharmaceutical experience required.
Strong understanding of how hospital products are purchased, ordered, and administered, 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 impact on healthcare professionals.
Ability to communicate clinical data and demonstrate competence with a highly scientific product.
Excellent oral, presentation, and written communication skills.
Strong organizational, interpersonal, and listening skills.
Ability to work independently and collaborate internally as a team member to deliver results.
Proactive approach, ownership, self-motivation, 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.
Must drive safely to required meetings and appointments; valid driver’s license, clean driving record, and ability to pass a background check required.
Must hold 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 to large and small audiences.
Ability to travel by automobile and/or airplane.
Ability to view video display terminal images 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.
Must complete relevant training and certify in product knowledge for assigned products within a reasonable time frame.

Nice To Haves

Experience in hospital or health system environments with anti-infective, critical care, or intravenous products is strongly preferred.
Successful hospital antibiotic launch experience.
Experience establishing hospital product formulary approval through Pharmacy and Therapeutics (P&T) committees in the IV antibiotic or related category.
Successful experience coordinating account-related events.
Business-to-business experience and/or strong influencing skills.
Documented record of performance and achievement.
Ability to thrive in an ever-changing environment.

Responsibilities

Establish clinical understanding and demand for target products among infectious disease physicians, pharmacists, and microbiology communities at target accounts.
Promote products across the assigned geography by navigating institutional formulary approval processes and educating customers on appropriate product use.
Understand and leverage the access landscape to establish or expand institutional product access through engagement with Pharmacy Directors, infectious disease pharmacists and physicians, microbiologists, and other key customers.
Call on and educate physicians and 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 infectious disease opinion leaders, hospital medical staff, and pharmacies.
Create product education opportunities and enhance 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, including five full-time days in the field each week.
Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on needs and opportunities, key opinion leader interactions, 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 written reports by management deadlines.
Develop positive, interactive relationships with peers, customers, and company managers.
Conduct company business in accordance with applicable regulations, company policies, and procedures, maintaining 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 in accordance with company guidelines.
Attend company-sponsored meetings as directed; in-person attendance may be required under current company policy.