Key Account Manager
Arrowhead Pharmaceuticals
4 hours ago
On-site
Grand Rapids, MI
Sales
Key Account Manager (KAM) – Enterprise engagement across priority health systems, Integrated Delivery Networks (IDNs), and complex accounts within an assigned geography. Drive durable institutional access and adoption of Arrowhead’s cardiometabolic portfolio, including Plozasiran for rare cardiovascular conditions such as Familial Chylomicronemia Syndrome (FCS).
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 (partnership development, opportunity sizing, and execution).
- Use adoption, access, and performance data to segment/prioritize accounts and identify high-impact opportunities and barriers.
- Monitor adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline, including regular business reviews and updated stakeholder maps.
- Build 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).
- Align enterprise decision-makers with field-level prescriber activation.
- Navigate multi-layered approval processes with strategic agility.
- Build 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.
- Coordinate account strategy with field execution (Rare Disease Specialists and Regional Sales Directors).
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove barriers and align messaging.
- Provide field insights on competitive dynamics, formulary positioning, and access trends.
- Own account-level performance and adoption objectives; monitor forecast accuracy and growth indicators.
- Maintain disciplined CRM documentation and reporting.
- Ensure all enterprise engagements comply with applicable laws, regulations, and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and commercial initiatives.
Experience/Qualifications
- Minimum 5+ years in pharmaceutical or biotech experience.
- Experience in IDN, health system, or complex account management.
- 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.
- Specialty, rare disease, or cardiometabolic therapeutic area experience preferred.
Skills & Competencies
- 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 value narratives.
- Strong analytical/business acumen and data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguity.
- 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 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 (partnership development, opportunity sizing, and execution).
- Use adoption, access, and performance data to segment/prioritize accounts and identify high-impact opportunities and barriers.
- Monitor adoption metrics and proactively address access barriers to accelerate pull-through.
- Maintain account planning discipline, including regular business reviews and updated stakeholder maps.
- Build 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).
- Align enterprise decision-makers with field-level prescriber activation.
- Navigate multi-layered approval processes with strategic agility.
- Build 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.
- Coordinate account strategy with field execution (Rare Disease Specialists and Regional Sales Directors).
- Collaborate with Market Access, Marketing, Medical Affairs, and Commercial Operations to remove barriers and align messaging.
- Provide field insights on competitive dynamics, formulary positioning, and access trends.
- Own account-level performance and adoption objectives; monitor forecast accuracy and growth indicators.
- Maintain disciplined CRM documentation and reporting.
- Ensure all enterprise engagements comply with applicable laws, regulations, and ethical standards.
- Travel (~60%) for health system meetings, executive engagements, and commercial initiatives.
Experience/Qualifications
- Minimum 5+ years in pharmaceutical or biotech experience.
- Experience in IDN, health system, or complex account management.
- 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.
- Specialty, rare disease, or cardiometabolic therapeutic area experience preferred.
Skills & Competencies
- 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 value narratives.
- Strong analytical/business acumen and data-driven prioritization.
- Resilience, adaptability, and sound judgment in ambiguity.
- 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 package including health, dental, vision, and 401(k).