Job Description

Territory Summary - Great Lakes

Michigan, Illinois, Wisconsin and Missouri

Position Summary

The Key Account Manager (KAM), as a member of the Dravet 8 Team, will act as the primary customer interface, providing comprehensive disease&product knowledge, executing Sales&Marketing strategies in the designated territory.

The KAM is empowered to own the business for their Therapeutic Area within the ecosystem and to optimize as appropriate; focused on improving the customer and patient experience across the care continuum.

Essential Duties And Responsibilities

Sales Performance

Deliver sales and related objectives (KPIs) against territory targets and contribute to individual, national and team goals
Develop a relationship with KOLs and stakeholders by being an expert in the products&relevant disease area as well as local health systems process and procedures
Build strategic relationships and networks that grow advocacy within accounts and creates opportunities to educate healthcare providers to effectively identify, diagnose, and treat patients
Remove local reimbursement access barriers by identifying access challenges and providing education on the programs and services provided by our Specialty Pharmacy and the Biocodex Patient Access Program and Team
Develop, implement and review a cross-functional key account business plan for the territory that is aligned to the strategic brand plan and endorsed by the management team
Act decisively and responsively by prioritizing budget allocation to meet territory objectives.
Meet agreed performance metrics, reporting against these on a regular basis

Customer Knowledge&Market Insights

Prioritize customers and opportunities to maximize impact leveraging all available data sets and stakeholder input to inform effective decision making
Responsible for collecting ecosystem insights and trends
Successfully seek out and qualify leads within assigned accounts and work with management on identification of potential accounts
Partner with other departments and patient advocacy groups to support education and disease state awareness in the local community
Strong understanding of the local managed care environment and reimbursement information
Execute commercial programs across account and customer segments, and present approved materials to deliver value added messaging in a compelling and compliant manner

Business Analytics and Sales/Territory Planning

Develop and implement business plans and manage delegated budget in alignment with manager.
Profiling (and regular updating) of key customers and accounts into currently available CRM system
Effectively implements Customer Action Plans and marketing initiatives in order to achieve sales goals.
Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures

Willingness and ability to assist with ad hoc business projects as defined and directed by the management team

Willingness and natural ability to develop then share best practices, both across US and later on across countries, to continually enhance company performance

Project manager, you will be assigned a region and you have the responsibility.

Mapping key stakeholders involved in the management of these patients
Identifying and overcome challenges or obstacles that limit the access to Biocodex products, or limits product or disease state education which may prevent patients from benefiting from the best possible care, within the region
Proposing solutions to support improvements in account access, product access, product messaging and marketing ideas, disease state educational materials, industry trend awareness, local advocacy group opportunities, etc., and identify the relevant stakeholders to collaborate with in the development and implementation of approved solutions
Establishing strong relationships with key thought leaders and customers and demonstrate ability to recognize and devote the necessary time and resources needed to engage with HCP’s

Requirements

Bachelor’s degree BA/BS from an accredited College or University is required
5 years of successful experience in pharmaceutical/medical/healthcare space preferred, including virtual/remote interaction Neurology/Pediatric Neurology/Epilepsy/DRAVET Syndrome

Live In Michigan or Illinois

Rare/Orphan disease
Complex health systems
Centers of Excellence (e.g., Epilepsy Centers/Dravet CCCs)
Academic physician/HCP training programs (e.g., residency and fellowships)
Engaging Key External Experts (KEE's)
Experience in working cross-functionally with medical, commercial, patient advocacy and market access functions
Self-starter with a strong sense of personal accountability as well as the ability to work in a cross-functional team in a dynamic environment
Proven track record in negotiating&influencing within a healthcare setting to deliver agreed and measurable objectives
Effective and persuasive communicator with excellent presentation skills
Demonstrates extensive understanding of the managed care industry, formularies, National and local plans within the region, and federal programs such as Medicare, Medicaid, and VA
Experience in working with appropriate partners on joint projects that deliver benefits to all stakeholders, in particular to Healthcare Providers and the patients they treat
Proven organizational skills with ability to problem solve and manage multiple priorities in parallel
Facilitates open and honest conversations with colleagues and gives candid ongoing feedback.
Transparently shares best practice and is open to constructive feedback.
Field travel estimate is 40-80% depending on geography and customer preference

Culture and Values

Complete all required training, testing, and product certifications within the designated time

frames.

Embrace and follow policies, practices, company standards and values in support of our

customers, patients, fellow employees, and individual expectations

Emulates best practices and shares customer insights by contributing valuable perspective to

colleagues within the organization.

Emphasizes accountability and the highest standard of ethical conduct.
Demonstrates an entrepreneurial and proactive approach; is organized and able to work with a

sense of urgency.

Acts as a real team player and loves to work in a highly dynamic environment

Job Identifier: #2720