Key Account Manager

Key Account Manager (Sales) – Hepatology/Gastroenterology

The Key Account Manager (KAM) Sales – Hepatology/Gastroenterology is responsible for the strategic engagement with Integrated Delivery Systems (IDNs), health systems, and large GI super‑group practices and serves as the commercial liaison to C‑Suite and executive‑level stakeholders within target health systems in the assigned territory. This role is pivotal in executing market access strategies, fostering provider relationships and ensuring successful product launches in the assigned territory.

Other responsibilities include analysis of sales data to identify opportunities for business growth, partnering with cross‑functional teams (Payor & Market Access, Sales, Marketing and Medical Affairs) to align account strategies, resolving access barriers and optimizing product availability across the largest and most complex healthcare accounts in the country. The KAM reports to the client Executive Director, Key Account Management, on strategic initiatives.

• Own and cultivate executive‑level (C‑suite, CMO, CNO, CFO, Pharmacy Leadership) relationships within priority IDNs and large GI super‑group practices in the assigned territory.
• Develop and execute account‑specific business plans that drive formulary inclusion, protocol adoption, expanded product utilization and align with national objectives/local market dynamics.
• Identify and prioritize opportunities within IDNs and large health systems to maximize uptake during pre‑ and post‑launch.
• Monitor account‑level performance metrics and proactively address gaps to ensure achievement of business objectives.
• Serve as the primary commercial interface for large IDN account strategy, coordinating efforts across Sales, Payor & Market Access, Marketing, and Medical Affairs.
• Partner with the Market Access team to align pull‑through strategies following formulary wins and to resolve payer‑level barriers.
• Collaborate with Medical Affairs and MSLs to facilitate compliant medical education and scientific exchange within accounts.
• Work with Marketing to adapt promotional resources and account‑level materials to meet the needs of complex health system customers.
• Provide field‑level intelligence on competitive activity, market dynamics, and unmet customer needs to internal stakeholders.
• Establish and maintain relationships with key decision‑makers, including formulary committees, pharmacy directors and clinical leaders.
• Lead the development of account‑specific formulary strategies in alignment with the national market‑access strategy.
• Present clinical and economic value propositions to institutional decision‑makers.
• Track and manage the formulary pipeline, ensuring timely submissions and follow‑through on approvals.
• Maintain deep expertise in the liver disease landscape, competitive products, clinical guidelines, and reimbursement environment.
• Ensure all account activities are conducted in compliance with applicable laws, regulations, and company policies.
• Maintain accurate and timely CRM documentation (e.g., Veeva) for all account interactions, action plans, and opportunity tracking.
• Manage budget responsibilities, including T&E, speaker programs, and account‑level resources within approved parameters.

• Bachelor’s Degree in Life Sciences, Business or a related field;
  Master’s Degree (MBA) preferred.
• Minimum 7+ years of pharmaceutical/biotech commercial experience, including at least 3 years in key account management, managed care, or market‑access roles.
• Rare disease, specialty hepatology/gastroenterology launch experience is highly preferred.
• Proven track record of achieving formulary listings and driving product adoption within complex health systems.
• Solid business acumen, including ability to analyze territory data for call planning and execution.
• Team‑player with accountability as an individual contributor.
• Excellent interpersonal, written, verbal, and visual communication and presentation skills.
• Self‑starter comfortable in a lean, fast‑paced, pre‑launch environment; capable of prioritizing multiple tasks.
• Leadership in driving cross‑functional teams and influencing without authority.
• Strong executive…