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Reference Number: SK-ADKAMSW
Location: Massachusetts, United States

Associate Director, Key Account Management - Rare Disease – Southwest

My client, a small, global, publicly traded biopharmaceutical company based in Boston, MA combines groundbreaking science with a steadfast commitment to meeting the needs of patients living with severe, life-threatening, and often ultra-rare diseases. The company’s scientists are among the first in the world to unlock the therapeutic potential of inhibiting terminal complement, a group of proteins that play an important role in the body's immune response and can destroy healthy tissue in certain patients.  They are driven by the following values:  Find Answers, Change the World, and Create a Legacy.

 

The company offers a collaborative culture of like-minded individuals gathered around a common goal. Smart, driven, high-performing colleagues for you to partner with!  Some opportunities happen only once in a lifetime – like a job where you can make a real difference. My client’s people work every day to discover, develop and deliver therapies for patients with severe, life-threatening and ultra-rare diseases

 

The company is consistently ranked year after year in the Forbes’ annual list of The World’s Most Innovative Companies and recognized as Biotech’s New Innovation Powerhouse, as well as the Forbes’ annual list of Fasting Growing Companies.  

 

I am currently seeking an Associate Director, Key Account Management Rare Disease – Southwest Region.  This region will cover San Diego, CA to Los Angeles, CA, then eastward including all of AZ, NM, the panhandle of Texas, and Las Vegas.  The candidate must live in one of these areas.  This is NOT a sales rep, institutional sales rep, or payer role.  This is a true Key Account Management role, someone that understands the pressures of the hospital system and can help remove roadblocks in the accounts for the Regional Account Managers. You will be identifying and delivering value propositions for your franchise with selected Key Accounts, institutions, IDNs and large Group Practice Networks.

 

YOU:

  • 10 years pharma experience
  • Oncology experience a plus due to oncology’s reimbursement structure, but will look at all therapeutic areas
  • Orphan product experience a plus
  • Prior Account Management experience, including deep understanding of hospital systems, access, reimbursement challenges, how reimbursement different in-patient vs. out-patient
  • Entrepreneurial, self-driven, strategic problem-solver
  • Understanding of reimbursement, the hospital and institution environment and all the nuances of an account
  • Ability to understand the science and learn new scientific areas quickly
  • Willingness to roll up your sleeves and get your hands dirty
  • Must be authorized to work for any employer in the US without sponsorship

 

TITLE:    Associate Director, Key Account Management Rare Disease - Southwest

TERRITORY:   San Diego to Los Angles, CA, then eastward including AZ, NM, panhandle of Texas and Las Vegas

REPORTS TO:   Director Key Account Management

RELO: Yes

 

The Associate Director, US Key Account Management will be responsible for developing and implementing strategies and tactics aimed at creating access, disease education and partnership opportunities to deliver the value proposition for the assigned franchise with selected Key Accounts, Institutions, IDNs and large Group Practice Networks. The position reports to the Director of Key Account Management. Preferred city to live near is Los Angeles.

 

RESPONSIBILITIES:

  • Develop key account strategy and robust account planning for tactical implementation for assigned key accounts to create access, disease education and partnership opportunities to deliver the value proposition, advance the business and pull through marketing initiatives
  • Achieve the agreed goals determined for assigned Key Accounts and Customers
  • Leads and coordinates the execution of the account plan with commercial and medical partners
  • Develop and implement initiatives through cross-functional collaboration with e.g. Commercial, Marketing, Market Access, and Diagnostics, etc.
  • Coordinates appropriate education of all key senior stakeholders at select accounts and communicates the value proposition of the portfolio to senior stakeholders, including but not limited to, HEOR value-based discussions
  • Discuss relevant administrative topics (e.g. formulary inclusion, incorporation into hospital guidelines, coverage and reimbursement) with hospital P&T committee, high-cost drug committees and other key stakeholders
  • Implement payment terms, data agreements and innovative contracts as approved
  • Enable access to key decision makers by developing opportunities within the customer base in the assigned area accounts by partnering with the Regional Sales Director
  • Conduct local market business analysis with the Regional Sales Director to identify opportunities and prioritize activities for business
  • Act as the liaison between key accounts stakeholders and internal teams
  • Works with the highest degree of professionalism and in accordance with the company’s code of Ethics and Business Conduct

REQUIREMENTS:

  • Bachelor’s Degree required; Graduate degree in a relevant field preferred
  • Minimum of 10 years of pharma, biotech and/or medical device sales/marketing/managed care experience is required
  • 3 years large account management experience
  • Knowledge of the oncology or nephrology market preferred
  • Orphan drug experience preferred
  • Proven ability to develop and execute extensive business plans
  • Knowledge of the oncology or nephrology market is preferred
  • Strong negotiation skills with a problem-solving attitude
  • Business acumen and ability to present complex information to large audiences
  • Demonstrated ability to understand the local healthcare environment and apply the knowledge to opportunities within the covered accounts
  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships
  • High level of Ethics and Integrity
  • Willing to travel within assigned Region
  • Authorization to work for any employer in the US without sponsorship

Key Words:

Access manager, reimbursement coordinator, field reimbursement, institutional reimbursement specialist, regional access manager