Key Account Manager - Mid America
Business DevelopmentBachelor RequiredMid Level
About the role
Job Description
The Key Account Manager (KAM), Oncology Diagnostics is responsible for managing and nurturing relationships between Hologic Oncology and key accounts within each Hologic Oncology Region in order to develop standardized processes within the key account and grow Breast Cancer Index utilization within the region. Key Accounts can include but are not limited to HCP organizations, Academic Centers, Integrated Delivery Networks (IDNs), Integrated Delivery Systems (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), professional societies, and quality improvement organizations.
Duties & Responsibilities:
- Manage the total network associated with each identified account.
- Responsible for the overall commercial performance of a key account, and the development and implementation of project plans to standardize Breast Cancer Index testing.
- Segment and prioritize accounts as well as identify key players within the accounts.
- Achieve pre-determined quarterly growth targets across a total network of designated Key Accounts. Quarterly revenue growth will be measured as total revenue increase versus the baseline of historic revenue production within designated accounts in their assigned region.
- Work with other Hologic stakeholders in the identification and development of additional revenue opportunities as well as the identification of competitor and market activities.
- Partner with National Sales Directors, Regional Sales Managers, local Oncology Account Executives, and Medical Science Liaisons to build multi-dimensional, powerful corporate relationships with these key target accounts.
- Monitor progress in key accounts and evolve action plans as appropriate (monitor customer contacts, plan execution, profit, value, volume growth, and market share) work closely with Oncology Account Executives and Regional Manager partners.
Qualifications:
- Experience leading large-scale projects with the development of key account plans that achieve sales targets, foster account growth and meet customer expectations
- Awareness of oncology pathways and EHR systems within accounts, with tactical knowledge and experience with commercial penetration of each pathway or system
- Ability to rapidly acquire knowledge of Hologic product(s) as well as the competitive landscape in the molecular diagnostics industry
- Ability to interface with Key Account professionals from other divisions of Hologic to identify areas of synergy or opportunities for co-promotion or collaboration
- Excellent verbal and written communication skills, with experience conducting quarterly business reviews to customers/C-suite to assess progress, customer needs/satisfaction, provide solutions and continuous improvement and overall meet customer objectives
- Additional certifications or training in project management, LEAN principles, account management or customer relationship is a plus
- Strong business acumen, analytical skills and marketplace knowledge
- Be able to take a short, mid and long-term view of the business with key accounts, delivering ongoing opportunities for the portfolio, aligning across all Hologic Business Units, including Breast and Skeletal Health and Surgical divisions when appropriate
Additional Desired Skills:
- Commercial Acumen: Demonstrated knowledge of the healthcare market and disease states, ability to develop and manage relationships with institutional customers (C-Suite & KOLs), demonstrated account management & negotiation skills and understand how to prioritize resources and develop business plans.
- Business & Financial Acumen: Understands differential resource deployment, demonstrated ability to manage resource allocations.
- Account Management: Is able to understand, influence and adapt to changing local healthcare, key customer and stakeholder needs, assesses the portfolio of accounts and prioritizes limited resources in order to create ‘wins’ for the customer and for Hologic Oncology.
- Strategic Thinking: Aligns local, regional or national account / customer needs with Oncology goals, understands the healthcare and local market trends and accordingly develops appropriate account plans.
- Collaboration & Cross-Functional Team Work: Builds and maintains strong trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of the healthcare environment.
- Leadership: Upholds Hologic values, provides a vision of how goals will be delivered at a local/regional/national level; contributes as a leader and coach within their assigned region.
- Communication: Effective listening and communication skills; thinks and communicates with the needs of the audience in mind.
Education
- BA/BS Degree required
Experience:
- 5-10 years of oncology diagnostics, pharmaceutical or biotech sales/marketing experience is required
- At least 3 years as an Oncology Key Account Manager in a similar capacity is preferred
- At least 3 years in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups is preferred
- Knowledge of Lean/Six Sigma/Project Management principles preferred
- Oncology expertise and experience is preferred
- Expertise in Microsoft Windows and Office, specifically Outlook, Word, and PowerPoint, Excel and other popular business software desirable
- Experience with Salesforce.com CRM software is required
Additional Details:
- Work is performed in a home office, medical office and laboratory office environments
- Regularly required travel minimum 50% of the time