Key Account Manager
Arrowhead Pharmaceuticals
5 hours ago
On-site
Richmond, VA
Sales
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 (system-level partnerships, opportunity sizing, and sustained execution against account objectives).
- Use adoption, access, and performance data to segment/prioritize accounts and identify highest-impact opportunities and barriers.
- Monitor account-level adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline, including regular business reviews and updated stakeholder maps.
Stakeholder Engagement & Relationship Development
- 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, and 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.
Clinical Science & Patient Identification
- Develop deep clinical 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 initiatives to support patient identification tools and workflow integration.
- Serve as a credible clinical and commercial resource within accounts.
Cross-Functional Collaboration & Alignment
- Partner with Rare Disease Specialists and Regional Sales Directors to align account strategy with field execution.
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove systemic barriers and align messaging.
- Provide field insights on competitive dynamics, formulary positioning, and access trends to leadership.
- Participate in cross-functional planning meetings, commercial launches, and strategic initiatives.
Business Performance & Compliance Accountability
- Own account-level performance targets and adoption objectives within assigned geography.
- Maintain and monitor forecast accuracy and account-level growth indicators.
- Drive disciplined CRM documentation and reporting standards.
- Conduct enterprise engagements in full compliance with applicable laws, regulations, and ethical standards.
Travel & Engagement
- Field-based travel required (~60%), including health system meetings and regional/national commercial meetings.
Experience (Required)
- Minimum 5+ years of pharmaceutical or biotech experience.
- Experience in IDN, health system, or complex account management.
- Demonstrated ability to navigate and influence formulary, protocol, or pathway decisions.
- Track record of consistent performance and territory growth in a field-based role.
Experience (Preferred)
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas.
Skills & Competencies (Required/Preferred)
- Strong executive presence with ability to engage senior institutional/clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Solid understanding of health system economics, reimbursement dynamics, and access pathways.
- Ability to translate clinical and health economic data into value narratives.
- Strong analytical/business acumen and data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguous environments.
- Collaborative mindset across functions, geographies, and 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 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 (system-level partnerships, opportunity sizing, and sustained execution against account objectives).
- Use adoption, access, and performance data to segment/prioritize accounts and identify highest-impact opportunities and barriers.
- Monitor account-level adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline, including regular business reviews and updated stakeholder maps.
Stakeholder Engagement & Relationship Development
- 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, and 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.
Clinical Science & Patient Identification
- Develop deep clinical 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 initiatives to support patient identification tools and workflow integration.
- Serve as a credible clinical and commercial resource within accounts.
Cross-Functional Collaboration & Alignment
- Partner with Rare Disease Specialists and Regional Sales Directors to align account strategy with field execution.
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove systemic barriers and align messaging.
- Provide field insights on competitive dynamics, formulary positioning, and access trends to leadership.
- Participate in cross-functional planning meetings, commercial launches, and strategic initiatives.
Business Performance & Compliance Accountability
- Own account-level performance targets and adoption objectives within assigned geography.
- Maintain and monitor forecast accuracy and account-level growth indicators.
- Drive disciplined CRM documentation and reporting standards.
- Conduct enterprise engagements in full compliance with applicable laws, regulations, and ethical standards.
Travel & Engagement
- Field-based travel required (~60%), including health system meetings and regional/national commercial meetings.
Experience (Required)
- Minimum 5+ years of pharmaceutical or biotech experience.
- Experience in IDN, health system, or complex account management.
- Demonstrated ability to navigate and influence formulary, protocol, or pathway decisions.
- Track record of consistent performance and territory growth in a field-based role.
Experience (Preferred)
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas.
Skills & Competencies (Required/Preferred)
- Strong executive presence with ability to engage senior institutional/clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Solid understanding of health system economics, reimbursement dynamics, and access pathways.
- Ability to translate clinical and health economic data into value narratives.
- Strong analytical/business acumen and data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguous environments.
- Collaborative mindset across functions, geographies, and 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 package including health, dental, vision, and 401(k).