Key Account Manager

The Key Account Manager (KAM) role leads the process for establishing demand and formulary access for RELiZORB® to hospitals within an assigned geography. The KAM will be responsible for being onsite with customers at accounts to progress the path to formulary access and sales growth.  Increased formulary access and product growth will be dependent on the KAM building relationships with key decision makers and influencers at the account and establishing product champions who advocate for product access and adoption.

The KAM role will be required to have a strong knowledge of the formulary process for targeted institutions and be adept at successfully compelling customers to action across the formulary decision making, purchasing, and ordering processes.

Primary Responsibilities:

KAMs are responsible to engage with a variety of call points within their assigned institutions with the goal of product adoption and growth. KAMs will develop and own account level plans, that are aligned to the company’s growth objectives and are designed to enhance product awareness and adoption.

• Deep knowledge of hospital practices including formulary management and new product review process/cycles
• Understanding of both the VAC and P&T process and can demonstrate examples of successfully navigating both
• Delivers growth among Hospital accounts and meets/exceeds performance objectives for role
• Leads the account management process in a manner that is compliant, professional, persuasive, and which leads a customer to action
• Collaborates and shares insights/progress with RBMs, Account Managers, Medical, and Marketing on account planning strategies and identified opportunities
• Executes on brand strategies to ensure a consistent company message
• Shapes customer engagements through thoughtful development of an action-oriented goals and customer needs assessment
• Prioritizes face to face engagements with key stakeholders to progress the continuum for formulary review, approval, and adoption
• Effectively communicates complex data to key stakeholders across the decision making processes
• Attends and appropriately participates at all required internal company meetings (i.e. sales meetings) as well as company sponsored events (i.e. conferences, society meetings, promotional programs, etc.)
• Performs company business in accordance with regulations and policies; and appropriately maintains all company equipment and materials according to company guidelines

Professional Requirements:

• Strong understanding of the formulary process and contracting for targeted institutions and systems
• Demonstrates strong knowledge base in how hospital products are purchased, ordered, administered, and established for formular inclusion within the hospital setting; VAC and P&T
• Ability to understand and navigate hospitals, IDNs and hospital systems in order to gain access to key decision makers
• Ability to effectively communicate complex information across a variety of stakeholders (Csuite, midlevels, various provider types)
• Thrives in ambiguity and dynamic environments
• Ability to collaboratively with internal team members to work in an orchestrated and unified way with customers to deliver results
• Maintains up to date knowledge of market and account trends that influence decisions at institutions within their assigned geography
• Demonstrated self starter, highly motivated, problem solving skills with ability to work independently

Education and Experience:

• Bachelor’s degree in related field. MBA preferred.
• Minimum of 5-7+ years Pharma, Hospital Sales, Medical Device or Nutritional Science sales experience; 3-5+ years of successful sales experience in Hospital environment required.

Additional Requirements:

• Travel 60%+. Overnights travel will be required (depending on geographical location)
• Candidates must be able to successfully pass background, motor, and drug screen investigations.
• Candidates must comply with all policies and satisfy all requirements set forth by the facilities in your assigned territory to gain entry to those facilities to perform required job responsibilities.

Locations:

Exact locations have not yet been determined. Decision on location of candidates to be made upon finalization of target accounts.