Key Account Manager – Hospitals, Anti-infectives
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Job Description
KAM managing access and demand for hospital antibiotic products in Washington, DC. Focused on formulary adoption and educating healthcare professionals.
Responsibilities:
- Establish clinical understanding and demand within ID physician, pharmacist and microbiology community for target accounts.
- Promote product in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products.
- Understand and leverage the access landscape to establish/expand institutional product access through effective engagement with Pharmacy Directors, ID Pharmacists, ID Physicians, Microbiologists, and other key customers.
- Effectively and consistently call on and educate physicians and other stakeholders within targeted institutions on the use of Shionogi’s anti-infective product(s) through one-on-one meetings and presentations, professional education programs and other appropriate means.
- Deep knowledge of hospital practices including formulary management and pharmaceutical product review.
- Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including ID opinion leaders, key hospital medical staff, pharmacies and more.
- Create opportunities for product education while enhancing Shionogi’s image and commitment to medicine, working directly with local/regional thought leaders and professional societies.
- Responsible for ensuring high level of call and field productivity; expected to meet and exceed expectations for call plans, with five full-time days in the field each week.
- Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on all needs and opportunities, KOL touch points, and formulary changes.
- Identify and communicate field issues, opportunities and competitive activities through appropriate organizational venues.
- Achieve formulary adoption goals within territory while adhering to all ethical market access practices and required regulations.
- Execute brand strategies to ensure a consistent company marketing message.
- Analyze territory information and insights to develop and execute effective account plans, optimize routing, and maximize field resources to achieve results.
- Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management.
- Develop positive and interactive relationships with peers, customer and company managers
- Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures.
- Demonstrates high ethical and professional standards at all times.
- Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training.
- Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines.
- Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.).
- In-person attendance may be required according to most current company policy.
Requirements:
- BS/BA degree required
- Hospital-based pharmaceutical experience is required
- Demonstrated experience in hospital or health system environments with anti-infective, critical care or intravenous experience is strongly preferred
- Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies
- Ability to understand and navigate hospital systems in order to gain access to key decision makers
- Experience in building rapport and relationships within the institutional setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals
- Demonstrated track record of successful facilitation of educational programs
- Ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product.
- Successful hospital antibiotic launch experience is a plus
- Successful experience in establishing hospital product formulary approval through P&T (pharmacy and therapeutic committees) within the IV antibiotic or related category
- Successful experience with the coordination of account related events
- Business to business experience and/or ability to demonstrate strong influencing skills.
- Documented record of performance and achievement.
Benefits:
- Comprehensive benefits
- Vehicle allowance
- Bonus
- Long-term incentive
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