Key Account Manager (Southwest Territory)

BIOCODEX • San Mateo, CA

7d • Remote

About The Position

The Key Account Manager (KAM), as a member of the Dravet 8 Team, is the primary customer interface, providing comprehensive disease and product knowledge and executing Sales and Marketing strategies in the assigned territory. The role owns business for its therapeutic area within the ecosystem and works to improve customer and patient experience across the care continuum.

The position is remote with travel and is responsible for California, Nevada, and Hawaii. The preferred location is the Greater Los Angeles area or San Francisco Bay area, close to a major airport. Field travel is estimated at 40–80%, depending on geography and customer preference.

The KAM develops territory plans, customer relationships, and market insight; supports education and access; and collaborates across commercial, medical, patient advocacy, and market access functions. The role also leads assigned regional projects to identify stakeholders and access or education barriers, and to propose approved solutions that improve account and product access and patient care.

Requirements

• Bachelor’s degree (BA/BS) from an accredited college or university.
• Self-starter with personal accountability and the ability to work cross-functionally in a dynamic environment.
• Proven ability to negotiate and influence within 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.
• Proven organizational and problem-solving skills, with the ability to manage multiple priorities in parallel.
• Entrepreneurial and proactive approach; organized and able to work with a sense of urgency.
• Ability to work as a team player in a highly dynamic environment.
• Willingness and ability to travel in the field an estimated 40–80%, depending on geography and customer preference.

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.
• Rare or orphan disease experience.
• Complex health system experience.
• Experience with Centers of Excellence, such as Epilepsy Centers or Dravet CCCs.
• Experience with academic physician or healthcare professional training programs, such as residency and fellowships.
• Experience engaging Key External Experts.
• Experience working cross-functionally with medical, commercial, patient advocacy, and market access functions.
• Experience working with partners on joint projects that benefit stakeholders, especially healthcare providers and their patients.

Responsibilities

• Deliver territory sales and related KPI objectives, contributing 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 on identifying, diagnosing, and treating patients.
• Identify local reimbursement access barriers and educate customers about Specialty Pharmacy programs and services and the Biocodex Patient Access Program and Team.
• Develop, implement, and review a cross-functional territory key account business plan 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, and 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 delegated budgets 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.
• Report customer and business records accurately and on time through the CRM system using agreed performance measures.
• Assist with ad hoc business projects as defined and directed by management.
• Develop and share best practices across the United States and, later, across countries.
• Map key stakeholders involved in patient management in the assigned region.
• Identify and address obstacles that limit access to Biocodex products or limit product and disease-state education.
• Propose solutions for account access, product access and messaging, marketing ideas, disease-state educational materials, industry-trend awareness, and local advocacy opportunities; identify stakeholders to collaborate on approved solutions.
• Establish strong relationships with thought leaders and customers and devote the time and resources needed to engage healthcare professionals.
• Complete required training, testing, and product certifications within designated time frames.
• Follow company policies, practices, standards, and values, and uphold accountability and ethical conduct.
• Share customer insights and best practices with colleagues, provide candid ongoing feedback, and remain open to constructive feedback.

Benefits

• Medical, dental, and vision benefits.
• Short-term disability and long-term disability coverage.
• 401(k).
• Life insurance.
• Trust, collaboration, and support in the workplace.
• Feedback, development opportunities, internal mobility, and cross-functional projects.

What This Job Offers

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