Key Account Manager - Southeast

Apnimed•Atlanta, GA

About The Position

Apnimed is a pharmaceutical company developing novel pharmacologic therapies for sleep apnea and related disorders. Its lead program targets the neurologic control of upper airway muscles to help maintain an open airway during sleep. The Key Account Manager (KAM) will secure access to and drive adoption of AD109 within major health systems and integrated delivery networks. Reporting to the National Sales Director, this senior, field-based role owns a portfolio of strategic accounts and engages system-level clinical, pharmacy, and administrative decision makers to establish formulary access, influence treatment protocols and pathways, and support access to sleep and pulmonology centers. The KAM leads a matrixed account team—including Regional Sales Leaders and sales specialists, Market Access, Medical Affairs, and Marketing—without direct reports, aligning the team around a coordinated plan for each account. This entrepreneurial role calls for strategic account planning and experience navigating complex health systems and committee-driven decisions. The position is field-based, and the KAM must reside within the assigned geography and 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 the 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 an 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 defined portfolio of strategic health systems and integrated delivery networks; map each system’s decision-making structure and execute account plans spanning pre-launch preparation, launch execution, and post-launch growth.
Build relationships with physicians, clinical staff, pharmacy, administration, and other decision-influencers within each account.
Partner with Market Access to support system-level implementation of national and regional payer coverage.
Influence system 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 within assigned accounts, including stakeholder mapping and understanding the patient journey.
Lead the matrixed account team, aligning field sales, Market Access, Medical Affairs, and Marketing around one coordinated plan per account.
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 all account activity complies with company policy, industry codes, and applicable regulations.