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Role Description

The Key Account Manager specializes in health system selling and requires a unique skill set to navigate the complex landscape of large healthcare organizations as a member of the sales team. Their role involves building relationships with multiple decision-makers, understanding the broader healthcare ecosystem, and aligning the company’s products with the system’s strategic goals while driving sales in each targeted account.

The KAM will have extensive relationships within the targeted accounts, have first-hand, in-depth understanding of navigating health systems, and proven success in driving sales in all segments of business within the accounts.

The KAM will play a critical role in driving sales within the company, focusing on hospitals and healthcare systems. Responsibilities include:

• Developing and maintaining strong relationships within assigned accounts in a specific geographic territory, including community-based clinics, IDNs, and hospital systems.
• Leveraging in-depth knowledge of hospital operations and purchasing processes to drive sales in complex health systems and IDNs.
• Building relationships, understanding organizational structures, and tailoring sales messaging to the unique needs of their accounts.
• Targeting healthcare providers, pharmacy stakeholders, and other office personnel involved in clinical decisions, P&T processes, ordering, and procurement of Rx and Mx products.
• Navigating various places of service within health systems including on and off-site clinics, infusion centers, in-patient pharmacies, and owned specialty pharmacies.

Qualifications

• Demonstrates assertive selling techniques including asking for business on every call.
• Strong understanding of healthcare systems and ability to navigate selling journey of pharmaceutical products in various places of service within health systems.
• Excellent communication, negotiation, and interpersonal skills.
• Knowledge in Insurance and Payer systems, providers, etc.
• Ability to analyze data and present findings effectively.
• Strong organizational and project management skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Knowledge of industry regulations and compliance standards.
• Ability to demonstrate good judgment, discretion, and compliance with industry ethical guidelines.
• Knowledge of Microsoft Office products including Outlook, Word, PowerPoint, and Excel.
• Proficient in the use of Salesforce.
• Ability to drive a company vehicle with an approved driver’s license and insurance.

Requirements

• Bachelor’s degree in business, Pharmacy, Health Administration, Life Sciences, or a related field.
• Proven experience and success (5 years) in health-system selling.
• 5 years of proven and documented success in driving health system formulary processes, developing clinical advocates in pharmacy and clinics, and gaining alignment among complex health system departments to increase sales by establishing utilization of products and/or growing share in existing accounts.
• Experience in buy & bill product promotion.
• Experience in Rx sales models within health system owned Specialty and In-patient pharmacies.

Benefits

• Competitive and inclusive medical, dental, and vision coverage options.
• Flexible Spending Accounts for medical expenses and dependent care expenses.
• HSA through our HDHP.
• CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage.
• Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%.
• Tolmar-paid Life, LTD, and STD insurance coverages, as well as voluntary benefit options.
• Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services.
• Adoption and family-planning benefits.
• Fertility and Family Forming Benefits.
• Generous paid time off, including vacation, sick time, and holidays.
• Volunteer time to participate within your community.
• Discretionary year-end shutdown.