The Key Account Manager (KAM) is responsible for the promotion of products and achievement of assigned goals, within legal and regulatory guidelines, to customers and accounts within a geographic territory. The KAM role also involves targeted educational and promotional efforts leading to the identification and development of new customers and accounts within the territory and increased therapy/ product adoption for appropriate patients. This will entail presenting information on products and services associated with the products to physicians, health care professionals, pharmacy directors and staff, buyers, professional groups, and others involved in the decision-making process in the clinical environment as well as at conferences and other similar events.
Essential Functions
Effectively sell a portfolio of products and balance priorities and responsibilities so that territory goals are exceeded for all products promoted
Navigate and sell in complex accounts and environments, such as academic teaching hospitals, with many decision makers and influencers
When applicable to products reimbursed through a buy and bill model, use good judgment in establishing and negotiating contracts for customers within framework of company pricing strategy and parameters
Develop strong relationships with HCPs by understanding each customer's needs, goals, prescribing habits and competitive product standing
Routinely identify and develop new business opportunities within assigned territory
Consistently target, develop, maintain, and sell to existing customers and accounts. This includes accessing difficult to see customers on a regular basis
Utilize and leverage all available sales data to prioritize activities and resources and achieve territory objectives
Development of a comprehensive, territory-specific tactical business plan aimed at achieving sales goals set by management
Support the development of Key Opinion Leaders from targeted accounts
Participate in regional and national sales meetings
Submit accurate and timely expense reports, timely and complete call reporting, and sample records, maintain accounts records and submits timely and thorough account and territory reports
Comply with all deadlines including territory information requests, project assignments and other requests by various company departments
Identify and attend industry events, including society conferences
Share important learnings and information, such as best practices, opportunities, and competitive threats with sales management and peers
Manage sales efforts within assigned promotional and operational budgets
Oversee and manage a large geography with multiple demands and priorities
Maintain a high degree of competence in the areas of product knowledge, disease state knowledge, and industry knowledge impacted by Amneal’s products
Successfully complete all required company training
Responsible for maintaining a high degree of honesty, integrity, diplomacy, and ethical behavior always
Additional Responsibilities
Ability to access customer accounts is critical to performing the essential functions of this job. As such, employees in this position may be required to complete all requirements to establish certain credentials, which may include, but may not be limited to, successful completion of trainings, background screens, drug testing and vaccinations.
Education
Bachelors Degree (BA/BS) in preferably in a scientific/medical or business discipline - Required
Work Experience
5 years or more in the pharmaceutical, medical device, and or biotech industries - Required
8 years or more in the pharmaceutical, medical device, and or biotech industries - Preferred
3 years or more institutional, specialty or orphan sales experience - Required
Skills and Abilities
Two consecutive years of documented sales success in the top 20% of the nation and verifiable performance review ratings of Exceeds Expectations or Outstanding in the last two years
Demonstrated ability to sell in a competitive marketplace
Strong clinical sales acumen
Specialized Knowledge
Hospital pharmacy sales experience ideal
Product focus on biologics, expensive therapies, or injectables