Key Accounts Manager-West Region at Prometheus Laboratories Inc. in Portland, Oregon

Job Description:

Description

COMPANY DESCRIPTION
Prometheus Laboratories is a forward-thinking clinical diagnosticscompany that is dedicated to disrupting the treatment paradigm of GI and autoimmune diseases. We do this by discovering and developing a broad portfolio of novel, precision-based diagnostic testing solutions that meaningfully impact patient care throughout their individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, therapeutic selection through disease monitoring, the Prometheus suite of tests is purpose-built to take the guess work out of critical patient care needs. Our ambition is to expand our team with like-minded leaders with shared passion and dedication for transforming the future of precision-guided patient care.

SUMMARY
The Key Accounts Manager plays a critical role in increasing company profitability and sales revenue. Responsible for developing territory business plan with account-specific planning and execution to secure access and utilization of Prometheus' products and services in assigned accounts, including hospital, hospital system, IDN, group practices, regional/general reference labs etc.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develops a comprehensive territory business plan to achieve assigned sales goals and or MBOs


• Emphasizes securing and increasing revenue within high value direct bill agreements were Prometheus acts as specialty send-out reference lab


• Develops account-based strategies to maximize account management and sales optimization. Understands account profile, competitive landscape, key influencer needs, prescriber access variables.


• Establishes decision-maker contacts including laboratory management, revenue cycle, department heads, individual product advocates and other influencers


• Recommends contracting approach, if needed, to maintain or improve revenue, through pricing, revenue and profitability analysis. Executes contract negotiations.


• Devises plans to overcome customer resistance to price, contracting or product access


• Develops product sales and pull through plan, including product in-servicing, establishment within electronic systems, effective billing management, and various customer service needs


• Promotes Company products within approved labeling to drive advocacy and use among key account clinicians, staff and other stakeholders


• Monitors and reports upon utilization within strategic accounts including Client Bill, Specimen Handling and other pass through access accounts in accordance with contractual requirements and internal expectations


• Conducts periodic business review meetings with strategic partners to build and maintain relationships with key influencers and decision makers, ensure receipt/delivery of services per the terms of the agreement and identify potential opportunities for growth and further operational efficiencies.


• Manages relationships, deploys key initiatives and provides clinical and business updates to a targeted list of Regional GI Key Opinion Leaders (KOLs)


• Supports product launch efforts through the development and execution of account-based launch plans to optimize product awareness, specimen access and revenue routing.


• May be assigned payers to pursue reimbursement (coverage, coding, payment and patient access)

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. This along with the requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE
Position requires a Bachelor's degree (B.A.) from four-year College or university; Minimum 8 years field-based pharmaceutical/biotech Sales and/or Marketing experience with increasing exposure to, and ideally responsibility for, Market Access and Reimbursement functions. Preferably 4 years National, Regional Account Management or District Sales Manager experience with exposure to institutional selling. Requires strong negotiating skills, large account management and project management experience, specific disease state/market knowledge, ability to perform basic market research, demonstrated large/small group presentation skills, executive suite selling experience (CFO, CMO, Director Level), and business planning experience (strategic and tactical).

Demonstrated knowledge of payer and/or institutional decision-making for formulary processes, coverage, coding, billing; and patient access to drugs, biological and medical devices.

Prior managerial and leadership experience is strongly preferred. Preferred Managed Markets experience including participation in laboratory contracting, formulary change and relevant pull-through programs. An understanding of commercial carrier plan designs, government and state reimbursement, and diagnostic payment channel (General Reference, Regional and Hospital laboratories) is also preferred.

LANGUAGE SKILLS
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information to top management, public groups.

MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discount, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

REASONING ABILITY
High skills: Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables surrounding the analysis of managed market strategies and contracting.

CERTIFICATES, LICENSES, REGISTRATIONS
Valid Driver's License with DMV evidence of good driving record. Must follow all applicable guidelines as set forth in the Company Fleet Management Program including annual DMV reviews.

PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

Significant ground, air and overnight travel (up to 75% based upon business needs of the geography) is required.

WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

While performing the duties of this job, the employee may be required to visit physician offices and clinical laboratory settings therefore, employee may be exposed to moving mechanical parts, fumes or airborne particles, potentially infectious bodily fluids, toxic or caustic chemicals, and extreme cold.

All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status or other protected class.