Key Account Manager (Northeast Territory)

BIOCODEX

1d•$175,000 - $200,000•Remote

About The Position

The Key Account Manager (KAM), as a member of the Dravet 8 Team, serves as the primary customer interface, providing comprehensive disease and product knowledge and executing Sales and Marketing strategies in the designated territory. The KAM owns the business for their Therapeutic Area within the ecosystem and works to optimize it while improving the customer and patient experience across the care continuum. The role covers ME, NH, VT, MA, RI, CT, NY, PA, NJ, DE, MD, VA, and the District of Columbia. The candidate should live near a major airport in the Northeast territory, such as Philadelphia, New York, or Boston. This is a remote position with travel within the territory; estimated field travel is 40–80%, depending on geography and customer preference. The KAM develops strategic account relationships and territory plans, delivers sales objectives, gathers market insights, addresses local access barriers, and collaborates with internal teams, healthcare providers, patient advocacy groups, and other stakeholders. The role also includes regional project management to identify obstacles to patient access and education and propose approved solutions.

Requirements

Bachelor’s degree (BA/BS) from an accredited college or university.
Self-starter with a strong sense of personal accountability and the ability to work cross-functionally in a dynamic environment.
Proven track record negotiating and influencing 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.
Experience working with partners on joint projects that benefit stakeholders, particularly healthcare providers and the patients they treat.
Strong organizational and problem-solving skills, with the ability to manage multiple priorities in parallel.
Ability to facilitate open and honest conversations, provide candid ongoing feedback, share best practices transparently, and accept constructive feedback.
Willingness and ability to travel in the field an estimated 40–80%, depending on geography and customer preference.
Ability to live near a major airport in the Northeast territory, such as Philadelphia, New York, or Boston.

Nice To Haves

Five years of successful experience in the pharmaceutical, medical, or healthcare space is preferred, including virtual or remote interaction.
Experience in Neurology, Pediatric Neurology, Epilepsy, or Dravet syndrome.
Experience with rare or orphan diseases.
Experience with complex health systems.
Experience with Centers of Excellence, such as Epilepsy Centers or Dravet Comprehensive Care Centers.
Experience with academic physician or healthcare professional 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 KPIs 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 relationships and networks that grow advocacy within accounts and create opportunities to educate healthcare providers to identify, diagnose, and treat patients effectively.
Identify local reimbursement access barriers and provide education on Specialty Pharmacy programs and services and the Biocodex Patient Access Program and Team.
Develop, implement, and review a cross-functional key account business plan for the territory 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.
Seek out and qualify leads within assigned accounts and work with management to identify potential 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 available CRM system.
Implement Customer Action Plans and marketing initiatives to achieve sales goals.
Maintain accurate and timely customer and business records in the CRM system using agreed performance measures.
Assist with ad hoc business projects as defined and directed by the management team.
Develop and share best practices across the United States and, later, across countries.
Map key stakeholders involved in managing patients in the assigned region.
Identify and overcome regional challenges that limit access to Biocodex products or product and disease-state education.
Propose solutions to improve account and product access, product messaging, marketing ideas, educational materials, industry-trend awareness, and local advocacy opportunities; identify relevant stakeholders to help develop and implement approved solutions.
Establish strong relationships with key 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; share customer insights and best practices; and demonstrate ethical conduct, accountability, initiative, organization, and teamwork.