Key Account Manager

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Take ownership of the integrated strategy and enhance measurable business performance for key Integrated Delivery Networks, regional health systems, and strategic hospital accounts.

• Convert account structures, priorities, and decision-making processes into targeted account plans.

• Strengthen relationships with stakeholders and tackle access and implementation challenges.

• Promote appropriate NUZYRA usage and growth in accordance with approved labeling.

• Collaborate with the Regional Business Director to identify and prioritize strategic accounts.

• Create and sustain differentiated plans for system and affiliated hospital accounts, including goals, milestones, owners, timelines, and resource requirements.

• Lead account matrix teams through influence, aligning sales representatives and cross-functional partners.

• Establish relationships with executive, clinical, pharmacy, quality, antimicrobial stewardship, operational, and economic stakeholders.

• Navigate complexities related to formulary, contracting, reimbursement, distribution, clinical pathways, order-sets, and workflows.

• Drive quantifiable NUZYRA utilization, adoption, and growth at the system level.

• Utilize account, market, utilization, and performance data to identify opportunities and refine strategies.

• Share insights, replicable approaches, and lessons learned across regional and national KAM organizations.

• Achieve results while adhering to company policies, laws, regulations, and promotional requirements.

• Keep timely and accurate records of account activities, decisions, and progress.

⛳️ Requirements

• A Bachelor's degree is required.

• At least 8+ years of progressive experience in the pharmaceutical or biopharmaceutical commercial sector, with significant experience in hospital, institutional, or health-system markets.

• A proven and measurable record of success in pharmaceutical sales.

• Experience in owning complex IDN or health-system account strategies and executing account plans that deliver measurable business outcomes.

• Ability to synthesize intricate account, market, stakeholder, clinical, and commercial data into actionable strategies and measurable objectives.

• Proven ability to collaborate and influence effectively within a matrixed organization.

• Skills in strategic planning, business judgment, problem-solving, negotiation, facilitation, organization, and project management.

• Outstanding verbal, written, presentation, and executive communication abilities.

• Proficiency in understanding, articulating, and effectively communicating complex clinical and scientific information.

• Familiarity with CRM systems, market analytics, and account analytics.

• A commitment to ethical decision-making, compliance, customer focus, and personal accountability.

• A valid driver's license and the ability to meet applicable Company driving criteria.

• Proficiency in Microsoft Office Suite and Definitive Health; experience with CRM platforms.

• Experience with Veeva is preferred.

• Preferred qualifications include leading cross-functional or matrix account teams.

• Preferred experience in engaging senior health-system stakeholders.

• Preferred background in navigating hospital formulary, contracting, access, protocol, pathway, and implementation processes.

• Preferred experience in infectious disease, institutional antibiotics, hospital medicine, critical care, emergency medicine, or related therapeutic areas within hospitals.

🏝️ Benefits

• Remote, field-based work arrangement.

• Up to 80% travel, including overnight trips.

• Exempt status.