Key Account Manager

Responsibilities

• 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.
• 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.
• 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.

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 call planning and execution.
• Ability to collaborate in a team environment and 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 the ability to 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 in a specialty disease area.
• Proficiency with CRM tools (Veeva preferred) and Microsoft Office Suite.
• A valid driver’s license and ability to travel up to 75% required, which may include overnight and/or weekend travel.