Key Account Manager - Transplant - NYC

Role Summary

The Key Account Manager – Transplant (KAM) serves as the liaison between Takeda and transplant centers within the designated territory. The KAM communicates Takeda's transplant products and related services to transplant surgeons, organ specialists, infectious disease specialists, transplant nurses, pharmacists, financial coordinators, and other members of the transplant team involved in clinical decision-making. You will report to the Regional Business Lead - Transplant.

Responsibilities

• Achieve or exceed sales targets and Management by Objective (MBO) goals.
• Develop and execute strategic and tactical account planning, including uncovering needs, stakeholder/influence mapping, prioritizing goals, defining value propositions, collaborating with marketing and managed market teams, and developing tactical plans.
• Develop a comprehensive, territory-specific business plan to achieve corporate objectives.
• Gain access for specialty products in accounts, including protocol and formulary access, if applicable.
• Conduct account management at all transplant centers within the territory, fostering confidence in Takeda's holistic approach and providing ongoing service and support as needed.
• Develop relationships with Executive Level, Operations, Financial, and Pharmacy personnel within each transplant center; engage key stakeholders to position Takeda's products and ensure supply and support of the portfolio.
• Develop relationships with Thought Leaders and clinical experts to educate and inform therapeutic processes and protocols at the institution level.
• Identify key stakeholders within each transplant center and their needs, and build relationships across the organization.
• Develop cross-functional business plans and launching initiatives for large-volume transplant centers.
• Attain sales goals and objectives by delivering business objectives and prescriber growth, and other metrics in the assigned territory; execute the franchise and brand strategy within the customer segment.
• Develop and evaluate account business plans to align with strategic objectives and emerging trends; prepare and present plans to management as appropriate.
• Assess infusion economics, inventory management, reimbursement, procurements and deployment strategies; partner with internal and external experts to stay up to date on access and reimbursement trends.
• Monitor industry and managed care trends and communicate relevant information to Sales, Leadership, Marketing and Market Access.
• Communicate status updates and reports to cross-functional teams to enhance field selling opportunities in the marketplace.
• Deliver approved messages covering clinical, financial, outcomes and operational issues; manage accounts, budgets, and resources for maximum effectiveness.
• Educate home office personnel on therapy-specific account information and collaborate with cross-functional colleagues to report on account issues and trends.

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, with experience 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 within teams.
• Required: Demonstrated business and strategic planning skills to identify opportunities and adapt to changing market conditions.
• Required: Understanding of the managed care landscape and its influence on business.
• Required: Strong verbal, influencing, presentation and written communication skills.
• Required: Reside within assigned geography.
• Preferred: Experience within transplant and/or rare disease.
• Preferred: Account-based sales experience with hospitals/health systems/infusion centers or rare disease centers of excellence; experience with holistic care teams.
• Preferred: Buy-and-bill product selling/account management experience.
• Preferred: Understanding of payer access and reimbursement at regional, state and local levels.
• Preferred: Advanced degree (MBA, MS, PharmD, etc.).
• Preferred: Experience managing and communicating complex reimbursement issues.
• Preferred: Experience with complex selling situations.
• Preferred: Pharmaceutical product launch experience.
• Preferred: Experience calling on transplant-related specialists (e.g., Hematologist-Oncologist, Infectious Disease, Nephrologist, Pulmonologist, Hepatologist, Cardiologist, etc.).

Education

• Required: Bachelor's degree – BA/BS
• Preferred: Advanced business or scientific degree (MBA, MS, PharmD, etc.)

Additional Requirements

• Travel approximately 40% to 50% depending on customer needs and territory.
• Occasional overnight travel and travel to Home Office / Headquarters interactions.
• Licenses/ Certifications: Must be 18 years of age or older with a valid driver's license and acceptable driving record; must have authorization to drive a company-leased vehicle or rental; candidate to obtain and maintain hospital credentialing to work with HCPs in hospital environments (background checks, drug screens, immunizations, and other credentialing requirements as required).