Key Account Manager - Midwest
About The Position
Apnimed is a pharmaceutical company developing oral pharmacologic treatments for obstructive 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 within sleep and pulmonology centers. The role requires strategic account planning and experience navigating complex health systems and committee-driven decisions. Although the KAM has no direct reports, they lead a matrixed account team comprising Regional Sales Leaders, sales specialists, Market Access, Medical Affairs, and Marketing.
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 changes 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 each account’s decision-making structure and execute plans across pre-launch preparation, launch, and post-launch growth.
- Map and build relationships with physicians, clinical staff, pharmacy, administration, and other account decision-influencers.
- Partner with Market Access to secure system-level pull-through of national and regional payer coverage.
- 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 the matrixed account team without direct authority, aligning field sales, Market Access, Medical Affairs, and Marketing around a coordinated account plan.
- 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.
- Ensure account activity complies 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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
