Key Account Manager

Updated:
July 14, 2026;

Location:

San Francisco, CA, United States;
Job
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The KAM is responsible for strategic engagement with Integrated Delivery Systems (IDNs), health systems, and large GI super‑group practices. Acting as the commercial liaison to C‑Suite and executive‑level stakeholders, the KAM executes market access strategies, fosters provider relationships, and supports successful product launches in the assigned territory.

• 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 on pull‑through strategies, escalating and resolving payer‑level barriers.
• Collaborate with Medical Affairs and MSLs 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.
• Establish and maintain relationships with key decision makers, including formulary committees, pharmacy directors and clinical leaders.
• Lead the development of account‑specific formulary strategies aligned 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.
• 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.

• 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.
• Ability to collaborate in a team environment and to be highly accountable as an individual contributor.
• Demonstrate excellent interpersonal, written, verbal and visual communication and presentation skills.
• Comfortable working in a lean, fast‑paced, pre‑launch environment; a self‑starter who excels at taking initiative within an established strategic framework and can handle multiple tasks and prioritize accordingly.
• Collaborative and action‑oriented, with a proven ability to lead cross‑functional teams and influence without authority.
• Strong executive presence with the ability to engage credibly at the C‑suite level.
• Solid understanding of the US reimbursement landscape including commercial and government payers, GPO dynamics, and specialty pharmacy channels.
• Experience launching a new product…