Overview
Kyowa Kirin is a fast-growing global specialty pharmaceutical company that applies state-of-the-art biotechnologies to discover and deliver novel medicines in four disease areas: bone and mineral; intractable hematologic; hematology oncology; and rare disease. A Japan-based company, our goal is to make people smile by delivering breakthroughs where no adequate treatments currently exist, working from drug discovery to product development and commercialization. In North America, we are headquartered in Princeton, NJ, with offices in California, Massachusetts, and Ontario.
Key cities and coverage areas include: Minnesota, North and South Dakota, and Iowa
The Oncology Account Manager is a critical role in establishing KKNA as a leader in Oncology and Rare Diseases by demonstrating our commitment to supporting the efforts of Oncology/Rare Disease healthcare providers in improving patient health outcomes and becoming a trusted resource in demonstrating value along the patient journey.
The individual in the role will drive an effective hospital system and account planning, management, and selling process for hospital systems/accounts. He/she will identify the key stakeholders within the assigned hospital systems/accounts and build strong relationships with those individuals along the patient journey. This includes understanding and educating referral networks to identify appropriate patients, converting to Poteligeo where appropriate, and ensuring maintenance on Poteligeo by supporting appropriate multidisciplinary support of the patients via their care network. The Oncology Account Manager also serves as the lead point of contact for account management activities within the assigned hospital networks, academic Institutions, and surrounding practices, working closely with Market Access, Sales, Marketing, and Medical Affairs Teams.
Essential Functions
- Effective hospital system and account planning, management, and selling process
- Drive effective account planning & management process for target hospital systems, the patient journey for that system, identifying key influencers within the account, and building relationships to drive sales
- Develop and maintain a deep understanding of the oncology and dermatology centers in assigned regions, identifying and mapping key stakeholders and patient flows.
- Understands and applies knowledge of the health care industry, trends, market conditions, and market access environment within the Oncology and Dermatology market space, including but not limited to pharmacy-economics, and payer/reimbursement landscape.
- Support market access needs when necessary
- Review and analyze product performance within accounts and take and/or evolve actions as appropriate.
- Understanding and educating referral networks to Identify Appropriate Patients & support maintenance
- Map patient flow/influence between institutions
- Educate referral networks and co-management networks on disease best practice
- Analyze these factors (patient flow/between institutions and community practices) in the development of business plans and in the daily execution of sales calls
- Identify and track potential patients for follow-up with HCP
- Ensure maintenance on Poteligeo by supporting appropriate multidisciplinary HCP support of the patients via their care network.
- Converting to Poteligeo where appropriate
- Demonstrate a strong understanding of current or pending clinical pathways within an institution
- Collaborate cross-functionally with internal/external customers to develop and implement actionable business plans that drive any formularies and protocols/pathways additions that are required to drive sales volume within an account.
- Conduct formal and informal presentations and convey complex scientific information fluently in a professional, compliant, ethical, and effective manner.
- Ensure access to KKNA’s products for all accounts by working with KOLs, providers, pharmacy, and P&T where appropriate.
- Demonstrated highly effective account management skills and exemplary selling competencies.
- Maintains knowledge of Oncology and Rare Disease standards of care and emerging clinical trends, and is able to articulate approved, on-label product information related to these topics.
- Compliant
- Refers requests for off-label information to KKNA’s medical department through the MIR process
- Strictly adhere to relevant regulatory and compliance guidelines and company policies.
Job Requirements
Education
- Bachelor’s degree required.
Experience
- A minimum of 5 years of pharmaceutical sales experience with a minimum of 3 years of pharmaceutical account management experience.
- A minimum of 3 years’ experience within institutional, oncology, or rare disease sales.
- Proven track record of sales success.
- Must have a high degree of understanding of the Buy & Bill & Market Access marketplace.
- Must have a strong track record of therapeutic area/product knowledge.
Technical Skills
- Proficient in MS Office Suite and Veeva is a must.
- Excellent organizational/communication skills, initiative, and ambition to succeed are all essential.
- Valid US Driver’s License
Non-Technical Skills
Highly motivated and with great attention to detail. Strong endurance to work under tight timelines and complex/changing situations. Excellent written and oral communication skills including the ability to present via PowerPoint in front of large groups. Excellent problem-solving skills. Broad level of interpersonal skills and flexibility. Cultural sensitivity and ability to develop consensus within a multinational organization.
Physical Demands
- Normal office environment with prolonged sitting and extensive computer work. Extensive driving and potential air travel with overnights are expected in some territories. The ability to safely and successfully operate a motor vehicle is required
- This position will be field based and will require approx. 50% overnight travel depending on territory.
KKNA and all of its employees have an obligation to act in accordance with the law and with integrity in all our operations and interactions
It is the policy of Kyowa Kirin North America, Inc. to provide equal employment opportunity to all qualified persons without regard to race, religion, creed, color, pregnancy, sex, age, national origin, disability, genetic trait or predisposition, veteran status, marital status, sexual orientation or affection preference or citizenship status or any other category protected by law.
