Key Account Manager (KAM) - Hospitals; Anti-infectives - Phoenix, AZ

Shionogi Inc. • Phoenix, AZ

10d • $155,000 - $180,000 • Onsite

About The Position

The Key Account Manager (KAM) establishes access and demand for Shionogi’s hospital anti-infective products across an assigned territory, with responsibility for formulary access and sales at leading U.S. institutions. The role educates formulary decision makers, clinicians, and other stakeholders about the products’ clinical benefits and appropriate use, and works to secure formulary adoption within institutional IV antibiotic settings.

The KAM develops and executes territory and account plans, navigates hospital and health-system processes, and engages stakeholders including infectious disease physicians, pharmacists, microbiologists, Pharmacy Directors, and opinion leaders. Success requires understanding infectious disease, microbiology, hospital purchasing and administration practices, formulary processes, and reimbursement policies, as well as communicating complex clinical data to evidence-driven audiences. The position is field-based, requires five full days in the field each week, and involves travel approximately 80% of the year.

Requirements

• Bachelor’s degree (BS/BA) required.
• Hospital-based pharmaceutical experience required.
• Complete relevant training and certify in product knowledge for assigned products within a reasonable time frame.
• 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 immediate impact with healthcare professionals.
• Ability to communicate clinical data and explain a highly scientific product competently.
• 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, ownership-oriented approach; self-motivation and problem-solving skills.
• Digital competence, including delivering presentations using an iPad; proficiency in Microsoft Office Word, PowerPoint, Excel, and Outlook.
• Must reside within the boundaries of the assigned geographic territory.
• Must drive safely to meetings and appointments; valid driver’s license, clean driving record, and ability to pass a complete 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 conduct verbal presentations to large and small audiences and travel by automobile and/or airplane.
• Ability to view video display terminal images less than 18 inches away for extended periods, up to four hours at a time; operate a computer keyboard and telephone; sit for up to four hours at a time; and lift, tug, or pull up to 15 pounds.

Nice To Haves

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

Responsibilities

• Establish clinical understanding and demand among infectious disease physicians, pharmacists, and microbiology professionals in target accounts.
• Promote products in the assigned geographic area 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 other stakeholders at targeted institutions through individual meetings, presentations, professional education programs, and other appropriate methods.
• 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, with five full-time days in the field each week.
• Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on needs, opportunities, key opinion leader touch points, and formulary changes.
• Identify and communicate field issues, opportunities, and competitive activity through appropriate organizational channels.
• Achieve territory formulary adoption goals while following ethical market access practices and applicable regulations.
• Execute brand strategies to ensure 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 required 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 according to company guidelines.
• Attend company-sponsored meetings as directed; in-person attendance may be required under current company policy.

Benefits

• The compensation package may include comprehensive benefits, a vehicle allowance, a bonus, and a long-term incentive; additional compensation may also be associated with the role.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level