Key Account Manager-Oncology-Houston

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 major cancer centers. Reporting to the Regional Business Director, the KAM develops strategic account partnerships, identifies growth opportunities, influences stakeholders, and executes business plans to support patient access and commercial performance in a collaborative, startup environment. The role requires a strong understanding of 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 involves extensive travel within the assigned geography (more than 60%).

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 stakeholder groups.
Demonstrated 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 preferred.

Responsibilities

Develop and execute territory and account business plans aligned with organizational objectives and market opportunities.
Establish and expand strategic relationships within community oncology practices, IDNs, academic institutions, and cancer centers.
Identify and influence stakeholders involved in clinical, operational, financial, and pharmacy decision-making.
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 access and address barriers involving formulary placement, procurement, reimbursement, inventory management, and operational workflows.
Collaborate with Market Access and Contracting teams to communicate the economic and clinical value 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 metrics to prioritize opportunities and guide 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 other field colleagues to deliver coordinated customer solutions.
Develop and execute account plans that improve patient access, drive utilization, and support organizational growth.
Communicate customer insights and market intelligence to internal stakeholders.
Achieve and exceed sales, revenue, utilization, and market share objectives.
Manage territory planning, account prioritization, customer calls, 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.
Complete required training and professional development to maintain product, disease-state, and industry knowledge.
Travel extensively within the assigned geography (more than 60%).