Key Account Manager
Arrowhead Pharmaceuticals
4 hours ago
On-site
Knoxville, TN
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, including system-level partnership development, opportunity sizing, and sustained execution against account objectives.
- Use adoption, access, and performance data to segment/prioritize accounts and identify high-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 institutional stakeholders (pharmacy leadership, population health leaders, value analysis committees, 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.
- 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 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 field insights on competitive dynamics, formulary positioning, and access trends.
- Own account-level performance targets/adoption objectives; monitor forecast accuracy and growth indicators.
- Drive disciplined CRM documentation and reporting.
- Conduct enterprise engagements in full compliance with applicable laws/regulations and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and regional/national commercial initiatives.
Qualifications
- 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 in complex institutions.
- Track record of consistent performance and territory growth in a field-based role.
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas preferred.
Skills & Competencies
- Strong executive presence with ability to engage senior institutional and clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement dynamics, and institutional access pathways.
- Ability to translate clinical and health economic data into compelling, audience-appropriate value narratives.
- Strong analytical/business acumen and 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.
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 and identify high-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 institutional stakeholders (pharmacy leadership, population health leaders, value analysis committees, 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.
- 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 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 field insights on competitive dynamics, formulary positioning, and access trends.
- Own account-level performance targets/adoption objectives; monitor forecast accuracy and growth indicators.
- Drive disciplined CRM documentation and reporting.
- Conduct enterprise engagements in full compliance with applicable laws/regulations and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and regional/national commercial initiatives.
Qualifications
- 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 in complex institutions.
- Track record of consistent performance and territory growth in a field-based role.
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas preferred.
Skills & Competencies
- Strong executive presence with ability to engage senior institutional and clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement dynamics, and institutional access pathways.
- Ability to translate clinical and health economic data into compelling, audience-appropriate value narratives.
- Strong analytical/business acumen and 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.
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).