Key Account Manager - Transplant - NYC

Role Summary

The Key Account Manager – Transplant (KAM) is the liaison between Takeda and transplant centers within their designated territory. The KAM presents information about Takeda's transplant products and the services associated with the products to transplant surgeons, organ specialists, Infectious Disease specialists, transplant nurses, pharmacists, financial coordinators, and other health care professionals and/or members of the transplant team within the center, including other key customers involved in the decision-making process in the clinical environment, as appropriate based on Takeda's expanding portfolio. You will report to Regional Business Lead - Transplant.

Responsibilities

• Achieve or exceed sales targets and Management by Objective (MBO) goals.
• Develop and execute strategic and tactical account planning, such as uncovering needs, stakeholder / influence mapping, identifying / prioritizing business goals, helping define value propositions, delivering value propositions developed in collaboration with marketing and managed market teams, developing tactical plans, etc.
• Develop a comprehensive, territory-specific business plan which includes strategies and tactics aimed at achieving corporate objectives.
• Gain access for specialty products in accounts, in terms of protocol access (inclusion of specialty products in clinical/prescriber protocols and clinical pathways), and formulary access, if applicable.
• Conduct account management at all transplant centers within the assigned territory, foster confidence in Takeda's holistic approach to engagement, and assist with on-going service and support as needed.
• Develop relationships with Executive Level, Operations, Financial, and Pharmacy based personnel within each of the transplant centers in their territory. Calls on key stakeholders to position Takeda's products and to ensure effective supply, and support of Takeda's product portfolio.
• Develop relationships with Thought Leaders and leverage relationships with clinical experts to apply at account levels to educate and inform therapeutic processes and protocols at an institution level.
• Identify the key stakeholders within each transplant center and their respective needs and priorities and build relationships throughout the organization.
• Develop cross functional business plans and launching business development initiatives and strategies for large volume/high volume transplant centers.
• Attain sales goals and objectives by delivering Business Objectives and prescriber growth, as well as other key metrics in the assigned Territory. Use discretion and judgment to execute the franchise and company brand strategy and tactics within the assigned customer segment, which may be Key Medical Policy, Operations, Pharmacy, Practice Guideline and Clinical decision makers, and any critical support staff within a specific geographic area.
• Develop and evaluate account business plans to ensure they continue to meet strategic business objectives and align with emerging trends and changes within key customer segments or accounts. Prepare and present account business plans to management as appropriate.
• Assesses information related infusion economics, inventory management, reimbursement, procurements and deployment strategies and partners with internal and external experts to stay up to date on the latest access and reimbursement issues and trends at the local, regional and national level.
• Use available tools and resources to monitor and evaluate industry/managed care trends and communicate relevant information to those who are impacted (i.e. Sales Forces, Leadership, SFE Lead, Marketing and Market Access)
• Work within established protocols to communicate and deliver updates and status reports to cross functional team and stakeholders to enhance the field sales force selling opportunities in their marketplace.
• Deliver approved messages encompassing accurate clinical, financial, outcomes, and operational issues. Strategically manage assigned accounts, budget and allocated resources provided yielding maximum effectiveness and impact.
• Be an agent on behalf of assigned customer segment to educate home office personnel on relevant therapeutic account information. Collaborate with cross-functional colleagues to communicate status updates on account issues/trends within their territory.

Qualifications

• Required: Bachelor's degree – BA/BS
• Required: 5 years direct selling experience to healthcare professionals in the pharmaceutical, biotech, device, specialty or healthcare industry required that included the following
• Required: Developing and executing business plans aligned with corporate objectives
• Required: Launch business development initiatives and strategy for execution
• Required: Advanced business skills in negotiation, strategy, presentation, analytics and teamwork
• Required: Strong collaboration working within teams
• Required: Demonstrated business and strategic planning skills to identify unique selling opportunities and adaptability to changing market conditions
• Required: Understanding of managed care landscape and how it influences/impacts business
• Required: Strong verbal, influencing, presentation and written communication skills
• Required: Reside within assigned geography

Skills

• Strong verbal, influencing, presentation and written communication skills
• Negotiation, strategy, analytics and teamwork
• Relationship building with executives, operations, finance, and pharmacy personnel
• Ability to manage cross-functional accounts and develop account plans

Education

• Bachelor's degree – BA/BS

Additional Requirements

• Travel: Travel ~40% to 50% depending on customer needs and territory
• Ability to drive to or fly to various meetings/client sites and to do field visits with sales team members; attend local and national meetings and trainings
• Occasional overnight travel and travel to Boston for Home Office / Headquarters interactions
• Must be 18 years of age or older with valid driver's license and an acceptable driving record
• Must have authorization and ability to drive a company leased vehicle or rental
• Candidate is required to obtain and maintain Hospital Credentialing to gain access and work with HCPs in the hospital environment, including background checks, drug screens, immunization/vaccination proof, and other credentialing requirements as required