Key Account Manager
Arrowhead Pharmaceuticals
4 hours ago
On-site
Houston, TX
Sales
Key Account Manager (KAM) – Responsibilities
- Develop and execute comprehensive account strategies across priority IDNs, health systems, and complex accounts within an assigned geography.
- Build institutional access through formulary engagement, protocol development, and clinical pathway integration.
- Drive integration of Plozasiran into treatment algorithms, order sets, and clinical workflows with key institutional decision-makers.
- Own multi-year account growth plans, including system-level partnership development, opportunity sizing, and sustained execution against account objectives.
- Use adoption, access, and performance data to segment/prioritize accounts, shape engagement strategy, and identify highest-impact opportunities and barriers.
- Monitor account-level adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain rigorous account planning discipline, including regular business reviews and updated stakeholder maps.
- Build and maintain trusted relationships with pharmacy leadership, population health leaders, value analysis committees, and clinical champions.
- Engage compliantly in value-based discussions (health economic, outcomes, real-world evidence) tailored to institutional priorities.
- Ensure alignment between enterprise decision-makers and field-level prescriber activation.
- Navigate multi-layered institutional approval processes with strategic agility and urgency.
- Develop fluency in FCS, ApoC-III biology, and the mechanism/evidence base for Plozasiran.
- Educate stakeholders on disease prevalence, diagnostic pathways, and patient identification opportunities.
- Collaborate with Health IT to support patient identification tools and workflow integration.
- Serve as a credible clinical and commercial resource within accounts.
- Partner with Rare Disease Specialists and Regional Sales Directors; coordinate with Market Access, Marketing, Medical Affairs, and Commercial Operations.
- Provide actionable field insights on competitive dynamics, formulary positioning, and access trends.
- Participate in cross-functional planning meetings, commercial launches, and strategic initiatives.
- Own account-level performance/adoption objectives; maintain and monitor forecast accuracy and growth indicators.
- Drive disciplined CRM documentation/reporting standards.
- Conduct enterprise engagements in full compliance with applicable laws/regulations and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and commercial initiatives.
Qualifications
- Minimum 5+ years of pharmaceutical or biotech experience (required).
- Experience in IDN, health system, or complex account management (required).
- Demonstrated ability to influence formulary, protocol, or pathway decisions in complex institutional environments (required).
- Track record of consistent performance and territory growth in field-based commercial role (required).
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas (preferred).
Skills & Competencies
- Strong executive presence; ability to engage senior institutional and clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement, and institutional access pathways.
- Ability to translate complex clinical and health-economic data into value narratives.
- Strong analytical/business acumen with data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguous environments.
- Collaborative mindset across functions, geographies, and organizational levels.
- Exceptional communication, negotiation, and stakeholder navigation skills.
Compensation & Benefits
- Competitive base salary: $190,000–$210,000 plus incentive compensation.
- Equity (RSUs) eligibility and car allowance program.
- Comprehensive benefits package including health, dental, vision, and 401(k).
- Develop and execute comprehensive account strategies across priority IDNs, health systems, and complex accounts within an assigned geography.
- Build institutional access through formulary engagement, protocol development, and clinical pathway integration.
- Drive integration of Plozasiran into treatment algorithms, order sets, and clinical workflows with key institutional decision-makers.
- Own multi-year account growth plans, including system-level partnership development, opportunity sizing, and sustained execution against account objectives.
- Use adoption, access, and performance data to segment/prioritize accounts, shape engagement strategy, and identify highest-impact opportunities and barriers.
- Monitor account-level adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain rigorous account planning discipline, including regular business reviews and updated stakeholder maps.
- Build and maintain trusted relationships with pharmacy leadership, population health leaders, value analysis committees, and clinical champions.
- Engage compliantly in value-based discussions (health economic, outcomes, real-world evidence) tailored to institutional priorities.
- Ensure alignment between enterprise decision-makers and field-level prescriber activation.
- Navigate multi-layered institutional approval processes with strategic agility and urgency.
- Develop fluency in FCS, ApoC-III biology, and the mechanism/evidence base for Plozasiran.
- Educate stakeholders on disease prevalence, diagnostic pathways, and patient identification opportunities.
- Collaborate with Health IT to support patient identification tools and workflow integration.
- Serve as a credible clinical and commercial resource within accounts.
- Partner with Rare Disease Specialists and Regional Sales Directors; coordinate with Market Access, Marketing, Medical Affairs, and Commercial Operations.
- Provide actionable field insights on competitive dynamics, formulary positioning, and access trends.
- Participate in cross-functional planning meetings, commercial launches, and strategic initiatives.
- Own account-level performance/adoption objectives; maintain and monitor forecast accuracy and growth indicators.
- Drive disciplined CRM documentation/reporting standards.
- Conduct enterprise engagements in full compliance with applicable laws/regulations and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and commercial initiatives.
Qualifications
- Minimum 5+ years of pharmaceutical or biotech experience (required).
- Experience in IDN, health system, or complex account management (required).
- Demonstrated ability to influence formulary, protocol, or pathway decisions in complex institutional environments (required).
- Track record of consistent performance and territory growth in field-based commercial role (required).
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas (preferred).
Skills & Competencies
- Strong executive presence; ability to engage senior institutional and clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement, and institutional access pathways.
- Ability to translate complex clinical and health-economic data into value narratives.
- Strong analytical/business acumen with data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguous environments.
- Collaborative mindset across functions, geographies, and organizational levels.
- Exceptional communication, negotiation, and stakeholder navigation skills.
Compensation & Benefits
- Competitive base salary: $190,000–$210,000 plus incentive compensation.
- Equity (RSUs) eligibility and car allowance program.
- Comprehensive benefits package including health, dental, vision, and 401(k).