Key Account Manager-Oncology

IQVIA•Parsippany, TX

About The Position

The Key Account Manager (KAM) is a field-based commercial leader responsible for driving adoption, demand generation, and market access for Henlius US oncology biosimilar products across community oncology practices, Integrated Delivery Networks (IDNs), academic medical centers, and key cancer centers. Reporting to the Regional Business Director, the KAM develops strategic account partnerships, identifies growth opportunities, influences stakeholders, and executes business plans to maximize patient access and commercial performance in a collaborative, startup environment. The role requires understanding oncology treatment pathways, biosimilar market dynamics, buy-and-bill economics, GPO contracting, and complex healthcare decision-making. The KAM builds relationships with clinicians, practice administrators, pharmacy leaders, and health system decision-makers and works cross-functionally to achieve business objectives. The position also contributes to building and developing the field team and shaping regional execution in a launch-focused environment. The role involves extensive travel within the assigned geography (more than 60%). The potential annual base pay range is $180,000–$200,000; actual pay may vary based on qualifications, location, and schedule. Incentive plans, bonuses, and other compensation may also be offered, along with health and welfare benefits.

Requirements

Bachelor's degree required.
At least 7 years of successful pharmaceutical, biotechnology, or healthcare sales experience.
At least 2 years of current oncology sales experience.
Established relationships within community oncology networks, IDNs, and oncology decision-making stakeholders.
Demonstrated current success managing complex healthcare accounts and achieving sales objectives in community oncology practices, cancer centers, IDNs, academic institutions, or hospital systems.
Strong understanding of oncology buy-and-bill dynamics, reimbursement, infusion services, and provider economics.
Ability to work effectively in a cross-functional, matrixed environment.
Excellent communication, presentation, negotiation, and relationship-building skills.
Demonstrated analytical and business-planning capabilities.
Ability to travel extensively within the assigned geography (more than 60%).

Nice To Haves

Current experience launching oncology products, biosimilars, specialty pharmaceuticals, or biologics.
Understanding of GPO contracting, formulary processes, health system decision-making, and market access strategies.
Experience in a startup, launch, or high-growth commercial environment.
MBA or advanced healthcare-related degree.

Responsibilities

Develop and execute territory and account business plans aligned with organizational objectives and market opportunities.
Establish, cultivate, and expand strategic relationships in community oncology practices, IDNs, academic institutions, and major cancer centers.
Identify and influence stakeholders involved in clinical, operational, financial, and pharmacy decisions.
Create account-specific strategies to accelerate biosimilar adoption, utilization, and pull-through.
Build relationships with oncology providers, administrators, infusion leaders, pharmacists, and executive decision-makers.
Drive awareness, utilization, and pull-through of contracted business across GPOs, IDNs, and health system networks.
Partner with customers to optimize product access and address barriers related to formulary placement, procurement, reimbursement, inventory management, and operational workflows.
Collaborate with Market Access and Contracting teams to communicate the economic and clinical value proposition of Fosun Henlius products.
Identify opportunities to improve customer access and operational efficiency.
Deliver customer-centric solutions that enhance patient access and support quality oncology care.
Conduct customer engagements, account reviews, and business presentations.
Use tailored account-based selling strategies across customer segments.
Use data analytics, market intelligence, customer insights, and territory performance metrics to prioritize opportunities and inform decisions.
Maintain knowledge of oncology treatment landscapes, biosimilar trends, competitive products, reimbursement dynamics, and healthcare policies.
Partner with Market Access, Medical Affairs, Marketing, Operations, Supply Chain, and field colleagues to deliver coordinated customer solutions.
Communicate customer insights and market intelligence to internal stakeholders to influence strategy and execution.
Achieve and exceed sales, revenue, utilization, and market share objectives.
Manage territory planning, account prioritization, call execution, and CRM documentation.
Manage territory resources and budget responsibly.
Execute brand strategies, promotional initiatives, and tactical programs consistent with corporate objectives.
Complete administrative activities, reporting, training, and compliance requirements accurately and on time.
Conduct business in accordance with company policies, industry regulations, legal requirements, and ethical standards, including applicable FDA regulations and PhRMA guidelines.
Participate in required training and professional development programs.
Help build and develop the field team and shape regional execution in a launch-focused environment.