Job Description
The Key Account Manager (KAM) will be responsible for developing, communicating, and implementing strategic business plans for the assigned accounts and expanding corporate relationships with key oncology stakeholders.
The KAM is accountable for driving appropriate utilization of Xspray products and exceeding all territory sales objectives.
The incumbent will have strong relationships with the top Oncology Large Group practices that have medically integrated pharmacies, large IDNs, and Academic centers.
Accounts / stakeholders / customers will consist of C-suite level, Medical Directors, Practice Administrators, Medical Providers, Pharmacists, and other key decision makers.
The KAM will collaborate extensively with the Xspray team members, management, key market access leads to remove barriers to product access and ensure system wide product knowledge.
Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage is critical as well as the ability to communicate these dynamics with clients with approved clinical and economic data.
ESSENTIAL DUTIES AND RESPONSIBILITIES :
Our employees are tasked with delivering excellent business results through the efforts of their teams. Duties may include, but are not limited to the following :
- Develop Strategic Account Plans to drive rapid product awareness, adoption, and utilization in targeted accounts
- Capitalize on current relationships with key stakeholders within Large Oncology Group Practices and IDNs (e.g., C-Suite, Pharmacy Director, KOLs, key decision makers) to gain a deep understanding of the decision-making structure, key influencers, and other strategic objectives relevant to the customer.
- Understand and navigate formulary and P&T review processes to help ensure optimal formulary positioning and product adoption
- Partner with GPO and Trade partners to maximize customer access and product sales
- Manage successful implementation of contracts and agreements with assigned accounts
- Develop and conduct quarterly business reviews
- Attend targeted National and Regional conferences to represent Xspray and their product portfolio and to engage with targeted stakeholders
- Collaborate with Cross-Functional Teams (Trade, Market Access, GPO, Training, Marketing) to ensure that product strategies are aligned and patient access objectives are achieved
- Utilize dashboards to analyze data and identify opportunities to grow the business
- Utilize approved presentations to build awareness and pull through
- Provide daily and weekly and real-time communication with sales and marketing teams to ensure the appropriate level of cross-functional support to execute effective pull through strategies on all products
- Plan, budget and execute resources provided by the company including exhibits, speaker programs, executive visits
- All other duties as assigned
LI-SJ1
Qualifications
MINIMUM KNOWLEDGE, SKILLS AND ABILITIES :
The requirements listed below are representative of the experience, education, knowledge, skill and / or abilities required.
- Bachelor's degree from an accredited College / University is required
- Minimum of 5 years related oncology experience in the pharmaceutical industry - Sales / Sales Management / Key Account Manager role.
Prefer current / recent experience selling Oral oncology products
- Extensive relationships with key stakeholders (C-suite, pharmacy directors, pathway decision makers, KOLs) in Community Large group practices, IDNs, and Academic Centers
- Experience executing physician network or GPO contracting and account management
- Documented track record of achieving / exceeding sales targets and driving business growth
- Demonstrated ability to think strategically and manage accounts effectively by objectively evaluating opportunities, understanding decision-making structure, and other strategic business objectives relevant to the customer
- Excellent interpersonal, oral, and written communication skills, including ability to synthesize data and deliver a clear overview of field market access issues, challenges, and successes
- Strong negotiation skills, business acumen, and analytical ability
- Strong interpersonal, oral and written communication and presentation skills,
- Willingness to travel extensively to meet with customers and attend conferences or industry events.
Work Perks
Competitive Wages
Above market salary structures as part of our total rewards program
Retirement Resources
Generous employer matching retirement solutions
Health & Wellness
Leading health, dental and vision insurance products
Continuous Education
Employer-funded tuition reimbursement
Global Workplace Flexibility
Remote and hybrid work across the globe
Paid Time Off
Generous paid time off including company holidays
Training & Development
Company provided training and development
Employee Assistant Programs
Offering financial, work-life balance, legal solutions and more to employees at no cost 24-7-365
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