The KAM (Key Account Manager) will be responsible for sales and account management activities including securing access and generating demand for the Immunoglobulin portfolio primarily with account access decision makers and HCPs treating patients with Primary Immune Deficiency (Allergy/Immunology, Hem/Onc, Pulmonary), increasing awareness and diagnosis of PI, new account development and/or expanding existing accounts in the hospital, integrated delivery networks and non-reporting SPPs. Analyze and interpret data for effective targeting and pull thru strategies, identify and develop KOLs, collaborate with multiple internal stakeholders and sales teams, and this requires the ability to manage in a sophisticated business model influencing a diverse set of stakeholders in multiple sites of care. Shares job expertise and provides guidance to other sales reps. Account Management competencies include but are not limited to:
Portfolio Selling- KAM is responsible to multiple products and potentially across business units within Shire. Primary Focus is on Immunology- Gammagard, Albumin, Cuvitru, and HYQVIA. Business Acumen- Strong negotiating and contracting capabilities and deep understanding of implications of the changing health care landscape to the needs of accounts Value-based Selling- Delivering a value proposition beyond product and price, including FDAMA 114 messaging Matrix Management- Coordination of multiple stakeholders including Sales, Clinical Educators, Reimbursement Managers and Managed Markets.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Bachelor’s degree with 5+ years of demonstrated successful relevant healthcare sales experience in managing and being accountable for own territory. Ideal candidate possesses experience in specialty sales (injectibles or infusions) or account management including working with payor and/or reimbursement situations, and managing a large geography with diverse customer types.
Req ID: R0020315