Key Account Manager

TerSera Therapeutics LLC•Sacramento, CA

About The Position

Summary: The Key Account Manager (KAM) is responsible for representing TerSera products to physicians and healthcare professionals, establishing product sales, and performing total territory account management. The KAM is also responsible for providing account management support to accounts within a specific geography with a focus on issues specific to patient access and reimbursement, and will serve as a resource to accounts and TerSera staff on reimbursement regulations and processes, and payer policies, as appropriate. Essential Duties and Responsibilities: Develops a comprehensive and territory business plan aimed at achieving and exceeding annual sales goals established by Commercial Operations Management. Promotes Company products within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry specific and corporate legal and regulatory guidelines. Addresses issues related to pull-through, and reimbursement of TerSera products. Develops strong customer relationships by better understanding the customer’s needs and goals and communicating those needs and goals to other Company team members. Serves as a resource to customers and TerSera staff regarding local, regional and national payer policies, reimbursement regulations and processes (i.e., eligibility and benefit verification, prior-authorization, billing, coding, claims, and appeals/denials), and HIPAA compliance as related to TerSera products. Consistently meets or exceeds sales goals. Communicates territory activity in an accurate and timely manner as directed by management. Provides feedback to Commercial Operations Management, colleagues, Marketing, and other internal departments about changing environment and results. Adheres to the Company's compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code. Successfully completes all Company training classes. Completes administrative duties in an accurate and timely fashion. Manages efforts within assigned promotional and operational budget. Maximizes use of approved resources to achieve territory and account level goals Functions as a contributing member of a high performance team. Attends medical congresses and society meetings as needed. Perform such other tasks and as requested by the Company from time to time.

Requirements

Strong computer and analytical skills required
Excellent communication and relationship building skills required
Strong verbal, interpersonal and listening skills required
Demonstrated ability to independently work and manage a sales territory required
Demonstrated organizational and proactive problem solving skills required
Confidence working in an environment of complexity and ambiguity is required
Demonstrated self-starter who possesses high self-motivation and an ability to work as a team member and effectively communicate within different levels of an organization is required
Candidates must be willing to travel up to 50% of work time as needed or required
Candidates must live within assigned geography and within 1 hour drive of a commercial airport
Candidates must have a valid driver's license issued in one of the fifty states, with a record of no motor vehicle violations
Responsible for completing the above duties and responsibilities in a timely and accurate manner
Responsible for completing the above duties and responsibilities in accordance with the internal controls that make up the internal control framework for all TerSera business operational, administrative or regulatory processes.
Responsible for becoming knowledgeable of the internal controls operating within this department and to comply with these control activities by (1) being aware of the key controls, risks and compensating controls in this business area and (2) by identifying and reporting changes in the operating and internal control environment to their supervisor.
Bachelor's degree required, Business or Science discipline preferred
3+ years pharmaceutical sales experience required

Nice To Haves

Ability to manage mutIi-disciplinary teams and projects is preferred
Prior experience managing through complex reimbursement issues preferred
Prior people management or management development coursework preferred
business or healthcare related degree preferred
Biologic/biotech sales and reimbursement experience preferred
Experience with injectable/infused buy and bill/Medicare part B reimbursed products preferred
Oncology therapeutic area experience preferred
Experience working with institutions and integrated delivery networks preferred
Experience working in a team environment which successfully partners with all Commercial Operations functions

Responsibilities

Develops a comprehensive and territory business plan aimed at achieving and exceeding annual sales goals established by Commercial Operations Management.
Promotes Company products within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry specific and corporate legal and regulatory guidelines.
Addresses issues related to pull-through, and reimbursement of TerSera products.
Develops strong customer relationships by better understanding the customer’s needs and goals and communicating those needs and goals to other Company team members.
Serves as a resource to customers and TerSera staff regarding local, regional and national payer policies, reimbursement regulations and processes (i.e., eligibility and benefit verification, prior-authorization, billing, coding, claims, and appeals/denials), and HIPAA compliance as related to TerSera products.
Consistently meets or exceeds sales goals.
Communicates territory activity in an accurate and timely manner as directed by management.
Provides feedback to Commercial Operations Management, colleagues, Marketing, and other internal departments about changing environment and results.
Adheres to the Company's compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code.
Successfully completes all Company training classes.
Completes administrative duties in an accurate and timely fashion.
Manages efforts within assigned promotional and operational budget.
Maximizes use of approved resources to achieve territory and account level goals
Functions as a contributing member of a high performance team.
Attends medical congresses and society meetings as needed.
Perform such other tasks and as requested by the Company from time to time.