Key Account Manager; KAM Hospitals; Anti-infectives - Minneapolis, MN

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Anti-infectives - Minneapolis, MN role at Shionogi Inc. (U.S.)

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The KAM position is focused on establishing access and demand for a novel hospital antibiotic product to hospitals and hospital systems within an assigned territory. This includes educating formulary decision makers, key stakeholders, and clinicians on the clinical benefits of the product, and establishing and gaining formulary adoption within the institutional IV antibiotic space. The KAM will be responsible for formulary access and sales at the top institutions in the U.S.

• Establish clinical understanding and demand within , pharmacist and microbiology community for target accounts.
• Promote product in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products.
• Understand and leverage the access landscape to establish/expand institutional product access through effective engagement with Pharmacy Directors, s, , Microbiologists, and other key customers.
• Effectively and consistently call on and educate physicians and other stakeholders within targeted institutions on the use of Shionogi’s anti-infective product(s) through one-on-one meetings and presentations, professional education programs and other appropriate means.
• Deep knowledge of hospital practices including formulary management and pharmaceutical product review.
• Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including  leaders, key hospital medical staff, pharmacies and more.
• Create opportunities for product education while enhancing Shionogi’s image and commitment to medicine, working directly with local/regional thought leaders and professional societies.
• Responsible for ensuring high level of call and field productivity; expected to meet and exceed expectations for call plans, with five full-time days in the field each week.
• Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on all needs and opportunities, KOL touch points, and formulary changes.
• Identify and communicate field issues, opportunities and competitive activities through appropriate organizational venues.
• Achieve formulary adoption goals within territory while adhering to all ethical market access practices and required regulations.
• Execute brand strategies to ensure a consistent company marketing message.
• Analyze territory information and insights to develop and execute effective account plans, optimize routing, and maximize field resources to achieve results.
• Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management.
• Develop positive and interactive relationships with peers, customer and company managers.
• Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures. Demonstrates high ethical and professional standards at all times.
• Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training.
• Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines.
• Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.). In-person attendance may be required according to most current company policy.

• BS/BA degree required.
• Minimum seven (7) years’ experience within the pharmaceutical industry.
• Minimum five (5) years successful sales experience in the hospital environment; anti-infective experience is preferred.
• Must successfully complete all relevant training and certify in product knowledge for the assigned product(s) within a reasonable time frame.
• Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary…