Key Account Manager
Arrowhead Pharmaceuticals
5 hours ago
On-site
Pittsburgh, PA
Sales
Key Account Manager (KAM) – Enterprise Engagement (assigned geography)
Responsibilities
- Develop and execute comprehensive account strategies across priority IDNs, health systems, and complex accounts.
- 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 decision-makers.
- Own multi-year account growth plans (partnership development, opportunity sizing, and execution against account objectives).
- Use adoption, access, and performance data to segment/prioritize accounts and identify opportunities and barriers.
- Monitor adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline (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).
- Align enterprise decision-makers with field prescriber activation.
- Navigate multi-layered institutional approval processes with urgency and 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; 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.
- Own account-level performance/adoption objectives; monitor forecast and growth indicators.
- Maintain disciplined CRM documentation and reporting standards.
- Ensure enterprise engagements comply with applicable laws/regulations and ethical standards.
- Travel ~60%; attend regional/national meetings, training, and launch initiatives.
Qualifications (Required)
- 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 commercial role.
Qualifications (Preferred)
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas.
Skills & Competencies
- Strong executive presence; ability to engage senior institutional/clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement dynamics, and institutional access pathways.
- Ability to translate complex clinical and health economic data into audience-appropriate value narratives.
- Strong analytical/business acumen and data-driven decision-making.
- Resilience, adaptability, and sound judgment.
- 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).
Responsibilities
- Develop and execute comprehensive account strategies across priority IDNs, health systems, and complex accounts.
- 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 decision-makers.
- Own multi-year account growth plans (partnership development, opportunity sizing, and execution against account objectives).
- Use adoption, access, and performance data to segment/prioritize accounts and identify opportunities and barriers.
- Monitor adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline (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).
- Align enterprise decision-makers with field prescriber activation.
- Navigate multi-layered institutional approval processes with urgency and 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; 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.
- Own account-level performance/adoption objectives; monitor forecast and growth indicators.
- Maintain disciplined CRM documentation and reporting standards.
- Ensure enterprise engagements comply with applicable laws/regulations and ethical standards.
- Travel ~60%; attend regional/national meetings, training, and launch initiatives.
Qualifications (Required)
- 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 commercial role.
Qualifications (Preferred)
- Experience in specialty, rare disease, or cardiometabolic therapeutic areas.
Skills & Competencies
- Strong executive presence; ability to engage senior institutional/clinical stakeholders.
- Advanced account management and enterprise planning skills.
- Understanding of health system economics, reimbursement dynamics, and institutional access pathways.
- Ability to translate complex clinical and health economic data into audience-appropriate value narratives.
- Strong analytical/business acumen and data-driven decision-making.
- Resilience, adaptability, and sound judgment.
- 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).