Key Account Manager
Arrowhead Pharmaceuticals
4 hours ago
On-site
Detroit, MI
Sales
The Key Account Manager (KAM) leads enterprise engagement across priority health systems, Integrated Delivery Networks (IDNs), and complex accounts within an assigned geography, building durable institutional access and driving adoption of Arrowhead’s cardiometabolic portfolio (including Plozasiran).
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.
- Use adoption, access, and performance data to segment and prioritize accounts and identify high-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.
- 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 efforts.
- Navigate multi-layered institutional approval processes with strategic agility.
- Develop 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 to align account strategy with field execution.
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove barriers and align messaging.
- 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 targets and adoption objectives; maintain forecast accuracy and growth indicators.
- Drive disciplined CRM documentation and reporting standards.
- Conduct enterprise engagements in compliance with applicable laws, regulations, and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and regional/national initiatives.
Experience/Qualifications
- Minimum 5+ years of pharmaceutical or biotech experience required.
- Experience in IDN, health system, or complex account management required.
- 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 commercial 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.
- Solid 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 and business acumen with a data-driven approach to 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).
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.
- Use adoption, access, and performance data to segment and prioritize accounts and identify high-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.
- 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 efforts.
- Navigate multi-layered institutional approval processes with strategic agility.
- Develop 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 to align account strategy with field execution.
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove barriers and align messaging.
- 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 targets and adoption objectives; maintain forecast accuracy and growth indicators.
- Drive disciplined CRM documentation and reporting standards.
- Conduct enterprise engagements in compliance with applicable laws, regulations, and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and regional/national initiatives.
Experience/Qualifications
- Minimum 5+ years of pharmaceutical or biotech experience required.
- Experience in IDN, health system, or complex account management required.
- 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 commercial 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.
- Solid 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 and business acumen with a data-driven approach to 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).