Oncology Key Account Manager

Oncology Key Account Manager

Requirements

• B.A. / B.S. degree required; advanced degree preferred
• Must be located in the area of the geography, which covers [appropriate region and/or accounts]
• Have a valid driver’s license and willingness to travel on the job (~50% of travel given field-based role)
• A minimum of eight (8) years of relevant work experience, with a minimum of eight (8) years of healthcare sales/account management experience
• A minimum of two (2) years of current/ recent key account management experience in oncology field working with population health decision makers & other access influencers preferred
• Effective leadership skills to elicit collaboration, coordination and innovative thinking across cross functional partners
• Demonstrated enterprise level entrepreneurial thinking
• A consultative mindset enabling effective and creative problem solving with customers’ needs as a primary focus
• An outstanding communicator, presenter with strong negotiating skills
• Promote and lead with direct, honest, and supportive communication
• Ability to develop organizational capabilities while influencing others
• Lead and inspire others when facing highly ambiguous, complex situations
• Eager to improve oneself, the immediate team, and the greater oncology community
• Extremely organized, dependable and self-motivated with the ability to leverage planning tools in a fast-paced environment
• Utilize effective, professional communications to cultivate strong working relationships with both internal and external colleagues; displays flexibility in your approach to people and situation

Responsibilities

• Responsible for building and maintaining relationships with top priority high strategic value accounts to drive Sarclisa’s adoption and business growth
• Develop in-depth knowledge of each assigned customer account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs
• Driving and executing a strategic account plan for the top accounts
• Develop and maintain relationships with top priority high strategic value accounts
• Identify and manage these accounts to drive business growth
• Develop account plans focused on matrix team planning, execution and influencer mapping
• Integrate understanding of customer business segmentation into product objective planning and execution
• Support clinical, economic and operational advocacy (e.g., gaining KOL endorsement) & ensure coverage on provider pathways, EMRs and/or formularies. Understand pull-through hurdles, org structures & customer ways of working to ensure cross-functional/ departmental coordination
• Cross Functional launch planning excellence and execution
• Develop deep understanding of contracting/ product access processes at key accounts, BID/RFP/PT workflow internally and externally, key stakeholders, business segment relevant financial models, and clinical evaluation models
• Point of contact for contracting and pricing agreements with owned accounts
• Develop and deepen strategic partnerships. Account interactions include but are not limited to oncology ‘C-suite’ executives and key population health decision makers at the account
• Profile and perform targeted PIE engagements with top community & health system/IDN accounts in preparation for launch
• Support contract execution & pull through at select health system accounts as applicable
• Co-creation of innovative partnership opportunities and solutions with key customers. Solutions to be developed through problem-solving and aligning Sanofi needs with customer needs
• Coordinate with internal cross functional teams (e.g., marketing, sales, access) for account strategy development & business planning. Lead matrix teams without direct authority
• Collaborate with sales, medical, and marketing teams to align strategies
• Guide field team engagement with customer accounts and support seamless operation/execution
• Ensure seamless execution of commercial strategies and account plans
• Effectively communicate and share customer feedback back to the organization
• Monitor market trends, competitor activities, and customer needs
• Provide insights and feedback to internal teams for continuous improvement

Preferred Qualifications

• A minimum of two (2) years of current/ recent key account management experience in oncology field working with population health decision makers & other access influencers preferred
• Device launch experience preferred