Hematology Key Account Manager, TX, OK, NM, AZ

Role Summary

The Key Account Manager focuses on retaining and strengthening client relationships. This role involves planning and strategizing to retain and expand current customer relationships, ensuring high-quality customer service, and resolving issues to retain clients. By engaging with clients and understanding their business requirements, this role contributes to Takeda's mission.

The Key Account Manager (KAM) acts as the intermediary between Takeda and strategic accounts, which include academic institutions, hospitals, teaching institutions, Independent Delivery Networks (IDNs), Integrated Health Systems (IHSs), employers, and other relevant customers in accordance with Hematology's expanding portfolio.

Responsibilities

• Achieve or exceed sales targets and Management by Objective (MBO) goals
• Plan and strategize to retain and expand current customer relationships
• Execute brand strategy and tactics for customers, including Medical Policy, Operations, Pharmacy, Practice Guideline and Clinical decision makers, and support staff in a specific area
• Create a detailed territory business plan with strategies to achieve corporate objectives, and be ready to present account plans to management as needed
• Create and implement strategic account plans by identifying needs, prioritizing business objectives, mapping stakeholders and influencers, and developing tactics to deliver on Hematology value propositions
• Gain formulary and protocol access for specialty products in accounts (inclusion of specialty products in clinical/prescriber protocols and clinical pathways)
• Regularly assesses economic data, inventory management, reimbursement, procurement, and deployment strategies. Collaborates with experts to stay updated on access and reimbursement trends at local and national levels
• Utilize available tools to monitor and assess industry and managed care trends, and effectively communicate pertinent information to stakeholders such as sales, leadership, marketing, and market access teams
• Delivers approved messages encompassing accurate clinical, financial, outcomes, and operational issues
• Strategically manages assigned accounts, budget and resources, yielding maximum effectiveness and impact
• Engage with applicable stakeholders to deliver and help execute contracts where applicable

Core Elements Related to This Role

• Responsible for the US Hematology portfolio of products and their access within institutional accounts in specified geography
• Identifies key stakeholders, including C-Suite executives, Operations, Finance, and Pharmacy professionals within each account, and assesses their respective needs/priorities to establish relationships throughout the organization
• Cultivates relationships with Key Opinion Leaders by leveraging connections with clinical experts to educate and inform therapeutic protocols at the institutional level
• Empowered to manage assigned accounts and achieve role expectations within compliance guidelines
• Expected to work closely with other KAMs in order share best demonstrated practices, learnings and ideas
• Proactively shares customer insights with matrix, team, leader, and marketing to ensure customer needs are met. Works effectively with Matrix and cross functional teams

Dimensions and Aspects

Education, Behavioral Competencies and Skills

Required

• Bachelor‚Äôs degree ‚Äì BA/BS
• 5+ years direct selling experience to healthcare professionals or relevant experience in the pharmaceutical, biotech, device, specialty or healthcare industry
• Account management or people leader experience in the health care industry. Specialty sales and specialty training experience will be considered toward account management experience
• Strong understanding of the hospital integrated delivery network landscape
• Experience developing and executing business plans aligned with corporate objectives and launching business development initiatives
• Strong collaboration working within teams and a matrix organization
• Demonstrated business and strategic planning skills to identify unique selling opportunities and adaptability to changing market conditions
• Applies advanced techniques in account planning, independently handles highly complex situations, and provides guidance to others
• Creates and delivers persuasive presentations in complex situations and mentors others in presentation skills
• Understanding of managed care landscape and how it influences/impacts business
• Reside within or close proximity to assigned geography

Preferred

• Experience with buy & bill product account management
• Understands payer access and reimbursement at assigned regional, state, and local levels
• Advanced business or scientific degree (MBA, MS, PharmD, etc.)
• Advanced business skills in negotiation
• Experience with managing and communicating complex reimbursement issues
• Biological product launch experience
• Experience in calling on C and D Suite accounts/Hematologists

Additional Information

• Travel ~60%, including overnight travel (depends on the needs of the customer/business and where the candidate resides within the territory)
• Ability to drive or fly to various customer meetings and attend internal trainings and meetings on a local/national basis