Key Account Manager- Houston, TX

Job Summary

The Key Account Manager drives patient access, account performance, and strategic partnerships within an assigned territory, with a focus on urology and oncology and practices. This role combines strategic account planning with consistent field execution, serving as a trusted advisor to customers while coordinating cross-functional resources to deliver business results.

Responsibilities

• Develop and execute strategic account plans aligned with corporate objectives and patient access goals.
• Manage high-value and developing accounts; conduct regular Customer Business Reviews (CBRs) to assess performance and drive growth.
• Build account maps identifying clinical decision makers, operational stakeholders, and referral networks.
• Maintain an operating rhythm including routine account reviews, pipeline management, and continuous improvement.
• Build trust-based relationships with physicians, clinical staff, administrators, and executives including C-suite.
• Execute omnichannel engagement plans including face-to-face, virtual, and digital touchpoints aligned to stakeholder preferences.
• Lead customer meetings, strategic discussions, and speaker programs (virtual and in-person).
• Deliver compliant clinical presentations and serve as a subject matter expert on disease state, treatment paradigms, and competitive landscape.
• Identify and cultivate clinical champions through credible partnership and consistent follow-through.
• Drive patient identification and account activation by understanding patient flow, referral patterns, diagnostic pathways, treatment decision points, and care team dynamics.
• Expand account depth, increase engagement across the stakeholder network, and develop emerging accounts within the territory.
• Support account readiness by identifying operational gaps and coordinating internal support to improve workflow efficiency and reduce barriers to appropriate treatment starts.
• Partner with Market Access and Patient Support to help accounts navigate reimbursement and logistical challenges.
• Coordinate cross-functional teams (Reimbursement, Marketing, Medical Affairs, Patient Support) to support account needs.
• Partner with Regional Business Directors and Sales Leadership on strategy and execution.
• Use CRM and analytics tools to document interactions, manage opportunities, and meet KPIs.
• Execute all responsibilities in compliance with company policies, FDA/PhRMA guidelines, and industry standards.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• 5-7 years pharmaceutical/biotech experience; oncology, urology, or specialty products strongly preferred.
• 3-5 years’ account management experience or demonstrated sales success.
• Proven ability to manage complex accounts across large practices, hospitals, academic centers, and IDNs.
• Strong clinical fluency, communication, presentation, and relationship-building skills.
• Proficiency in CRM platforms (e.g., Salesforce), analytics tools, and MS Office.
• Understanding of FDA/PhRMA promotional guidelines and compliance standards.
• PREFERRED: Experience in buy-and-bill environments, rebate tiering, and ASP reimbursement structures.
• Experience with GPOs and Integrated Delivery Networks.
• Experience in oncology and/or urology therapeutic areas.