Key Account Manager

Description

The Key Account Manager (KAM) Sales - Hepatology/Gastroenterology is responsible for the strategic engagement with Integrated Delivery Systems (IDNs), health systems, 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 with the assigned territory.

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

Responsibilities:

Strategic Account Management

* Own and cultivate executive-level (C-suite, CMO, CNO, CFO, Pharmacy Leadership) relationships within priority IDNs and large GI super-group practices in 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.

Cross-Functional Collaboration

* Serve as the primary commercial interface for large IDN account strategy, coordinating efforts across Sales, Payor & Market Access, Marketing, and Medical Affairs within assigned territory.

* Partner with the Market Access team to align on pull-through strategies following formulary wins and to escalate and resolve payer-level barriers.

* Collaborate with Medical Affairs and MSLs (Medical Science Liaisons) to facilitate appropriate medical education and scientific exchange within accounts in a compliant manner.

* 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.

Formulary & Access Strategy

* Establish and maintain relationships with key decision makers, including formulary committees, pharmacy directors and clinical leaders within assigned territory.

* 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, including pharmacy directors and P&T committee members.

* 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.

Compliance & Operational Excellence

* Ensure all account activities are conducted in full 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.

Requirements:

* 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 the ability to access and interpret company provided territory data to incorporate into…