Position Summary
The Oncology Key Account Manager (KAM) serves as the lead point of contact for account management activities within an assigned territory. The KAM works closely with prescribers and other key stakeholders within account ecosystems to meet customer needs and deliver performance for the assigned territory.
This position is remote with a defined territory of most of the state of Michigan with a focus in the greater Detroit and Grand Rapids area and will report to the Regional Business Director, Great Lakes.
Primary Responsibilities
- Serve as the Company’s primary interface for establishing meaningful relationships with prescribers and other key stakeholders in order to generate and expand market share
- Deliver impactful, compliant clinical presentations to academic centers, hospitals, or large group practices that align with product attributes, patient needs, treatment goals and account priorities
- Develop and execute a customer engagement plan within an assigned territory, aligned with Company growth strategies - in adherence with federal, state, and local government regulations, Company policies, and office and institutional policies
- Drive effective stakeholder and influence mapping, as part of account plan development with the goal of optimizing engagement and accelerating overall account performance
- Develop and maintain a deep understanding of the Centers of Excellence/Key Opinion Leaders that have influence within assigned territory
- Continuously enhance MDS clinical acumen, as well as understanding of the reimbursement environment and infusion oncolytic distribution, in order to address clinical or operational barriers
- Translate all territory and account strategies into disciplined execution that drives measurable clinical adoption, including sustained business results
- Compliantly collaborate with cross-functional partners to support customer needs and ensure a positive experience during all stages of the patient journey
- Review and analyze product performance within accounts and take and/or evolve actions as appropriate
- Integrates Regional Business Director feedback to elevate skills, refine strategies, and improve performance
- Strictly adhere to relevant regulatory and compliance guidelines and Company policies
- Travel domestically approximately 50% of the time
Competencies
- Outstanding communication, interpersonal, consultative selling, presentation, influencing, and negotiation skills
- Solutions-oriented and proactive in meeting customer needs and/or resolving issues
- Highly effective key account management skills and exemplary selling competencies
- Strong knowledge of standards of care and emerging clinical trends and the ability to articulate approved, on-label product information related to these topics
- Strong technical proficiency with experience promoting product(s) in a virtual environment using digital tools, systems, and technology
- Experience in the use of technology (CRM, business planning tools, reporting tools, LMS, etc.) to continuously build upon business acumen
- Able to effectively manage internal relationships by proactively addressing issues and providing solutions
- Ability to work independently, prioritize with minimal daily instruction, and think strategically to improve current processes
- Demonstrated ability to successfully collaborate with a diverse matrix of internal stakeholders (e.g., market access account teams, corporate accounts, field sales, brand marketing, medical, legal, compliance, trade, patient services, data & analytics, etc.)
- Ability to thrive in ambiguity, with an entrepreneurial mind-set and a track record of results
- Must excel in a fast-paced, innovative environment while remaining flexible, proactive, resourceful, and efficient, with a sense of urgency towards the achievement of desired goals and outcomes
- Willingness to contribute to a culture of accountability and collaboration
Experience
- Bachelor’s degree in business, biological sciences, or related discipline; advanced degree preferred
- Minimum of 7 years of account sales experience in the pharmaceutical/biotechnology industry, with at least 5 years of relevant therapeutic experience (hematology, immune oncology, rare disease, solid tumors, and/or IV infusion products)
- Extensive new product launch experience preferred
- Direct experience working with designated accounts, stakeholders, key opinion leaders, and executive-level customers of high influence
- Prior experience calling on large oncology group practices, hospitals, academic centers/institutions, community markets, and integrated delivery networks
- Valid driver’s license and satisfactory MVR record
- Must meet all credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned geography; these credentialing requirements may include, but are not limited to, background checks, drug screens, and proof of immunization and/or vaccinations
