Key Account Manager, Oncology, Phoenix
Department: Commercial
Reports To: J.J. Waite, Regional Sales Director, West Region
FLSA Status: Exempt
Job Type: Full-time
Location: Remote
POSITION OVERVIEWThe Key Account Manager (KAM), Oncology is a field-based commercial professional responsible for driving adoption, access, and growth of Accord BioPharma's oncology portfolio within a defined geographic territory.
The KAM builds and maintains strong relationships with healthcare professionals and key decision-makers across hospitals, oncology practices, and organized customer groups. Working in close partnership with Key Account Directors (KADs), Regional Sales Directors, and cross-functional teams, the KAM executes territory strategy, supports formulary and access initiatives, and delivers value-based solutions that improve patient access and drive sales performance.
ESSENTIAL DUTIES AND RESPONSIBILITIESThe following duties are considered essential to the role. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.
- Territory Sales Execution: Execute territory business plans and sales strategies to achieve oncology sales goals and performance objectives.
- Customer Engagement: Build and maintain productive relationships with physicians, pharmacists, healthcare administrators, and formulary committee members within hospitals and oncology practices.
- Territory Prioritization: Effectively manage and prioritize accounts within a large geographic territory to maximize customer engagement and business impact.
- Market Access & Reimbursement Support: Leverage knowledge of buy-and-bill, IDNs, GPOs, and reimbursement dynamics to support product access and affordability.
- Formulary & Pathway Support: Assist customers through the formulary approval and pathway inclusion process by providing appropriate clinical, economic, and value-based information.
- Customer Education: Deliver product presentations, educational programs, and in-services consistent with approved promotional messaging.
- Cross-Functional Collaboration: Partner with KADs, Regional Sales Directors, Marketing, Medical Affairs, Field Reimbursement, and Patient Services to support coordinated customer strategies.
- Market Intelligence: Monitor territory market trends, competitive activity, and customer feedback; communicate insights to sales leadership and internal partners.
- Reporting & Documentation: Maintain accurate and timely records of customer interactions, territory activities, and market insights using CRM and reporting tools.
- Compliance & Ethics: Conduct all activities in accordance with company policies, industry regulations, and ethical standards. Additional Responsibilities: Perform other duties as assigned.
EXPECTATIONS OF THE JOB- Demonstrates strong selling skills, professionalism, and credibility with healthcare professionals and account stakeholders.
- Effectively balances multiple priorities while managing a large and complex territory.
- Executes territory strategy with a results-driven mindset and accountability for performance.
- Adapts to evolving market, access, and reimbursement dynamics within oncology.
- Collaborates effectively within a team-based environment, including partnership with KAD and regional leadership.
- Operates with a patient-first mindset, sound ethical judgment, and commitment to compliance.
- Utilizes CRM systems and analytical tools to inform territory planning and execution.
The above statements reflect the general level of work performed and are not intended to be an exhaustive list of all responsibilities.
EDUCATION AND EXPERIENCE Education- Bachelor's degree from an accredited institution required.
- MBA, PharmD, MPH, MPA, or other advanced degree preferred.
Experience- Minimum of 6 years of pharmaceutical sales experience, including at least 3 years in hospital and large oncology practice environments.
- Oncology experience required.
- Medical benefit / buy-and-bill experience required.
Functional Expertise- Oncology market access, reimbursement, billing and coding experience preferred.
- Advanced knowledge of Medicare Part B, Medicare Advantage, Medicare Supplement, Commercial Medical and Pharmacy benefits required.
- Buy-and-bill experience required.
- Experience with institutional contracting, GPOs, wholesalers, and 340B environments preferred.
Therapeutic Area- Oncology experience required.
- Urology and Immunology experience preferred.
Technology & Other Requirements- Proficiency in CRM systems and Microsoft Office tools (Power BI, Word, PowerPoint, Excel, Outlook).
- Strong virtual communication and presentation capabilities.
- Familiarity with data-driven analytics and virtual engagement tools.
- Clean driving record.
Physical / Work EnvironmentThis position operates in a professional, remote work environment. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
