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