Description The Key Account Manager (KAM) Sales - Hepatology/Gastroenterology is responsible for the strategic engagement with Integrated Delivery Systems (IDNs), health systems, large GI super-group practices and serves as the commercial liaison to C-Suite and executive-level stakeholders within target health systems in the assigned territory. This role is pivotal in executing market access strategies, fostering provider relationships and ensuring successful product launches with the assigned territory. Other responsibilities include analysis of sales data to identify opportunities for business growth in the assigned territory, partnering with cross-functional teams to include Payor & Market Access, Sales, Marketing and Medical affairs to aligned account strategies, resolving access barriers and optimizing product availability across the largest and most complex healthcare accounts in the country. The KAM will report to the client Executive Director, Key Account Management, on strategic initiatives.
Responsibilities: Strategic Account Management- Own and cultivate executive-level (C-suite, CMO, CNO, CFO, Pharmacy Leadership) relationships within priority IDNs and large GI super-group practices in assigned territory.
- Develop and execute account-specific business plans that drive formulary inclusion, protocol adoption, expanded product utilization and align with national objectives/local market dynamics.
- Identify and prioritize opportunities within IDNs and large health systems to maximize uptake during pre and post launch.
- Monitor account-level performance metrics and proactively address gaps to ensure achievement of business objectives.
Cross-Functional Collaboration- Serve as the primary commercial interface for large IDN account strategy, coordinating efforts across Sales, Payor & Market Access, Marketing, and Medical Affairs within assigned territory.
- Partner with the Market Access team to align on pull-through strategies following formulary wins and to escalate and resolve payer-level barriers.
- Collaborate with Medical Affairs and MSLs (Medical Science Liaisons) to facilitate appropriate medical education and scientific exchange within accounts in a compliant manner.
- Work with Marketing to adapt promotional resources and account-level materials to meet the needs of complex health system customers.
- Provide field-level intelligence on competitive activity, market dynamics, and unmet customer needs to internal stakeholders.
Formulary & Access Strategy- Establish and maintain relationships with key decision makers, including formulary committees, pharmacy directors and clinical leaders within assigned territory.
- Lead the development of account-specific formulary strategies in alignment with the national market access strategy.
- Present clinical and economic value propositions to institutional decision-makers, including pharmacy directors and P&T committee members.
- Track and manage the formulary pipeline, ensuring timely submissions and follow-through on approvals.
- Maintain deep expertise in the liver disease landscape, competitive products, clinical guidelines, and reimbursement environment.
Compliance & Operational Excellence- Ensure all account activities are conducted in full compliance with applicable laws, regulations, and company policies.
- Maintain accurate and timely CRM documentation (e.g., Veeva) for all account interactions, action plans, and opportunity tracking.
- Manage budget responsibilities including T&E, speaker programs, and account-level resources within approved parameters.
Requirements: - Bachelor's Degree in Life Sciences, Business or a related field; Master's Degree (MBA) preferred.
- Minimum 7+ years of pharmaceutical/biotech commercial experience, including at least 3 years in key account management, managed care, or market access roles.
- Rare disease, specialty hepatology/gastroenterology launch experience is highly preferred.
- Proven track record of achieving formulary listings and driving product adoption within complex health systems.
- Solid business acumen, including the ability to access and interpret company provided territory data to incorporate into call planning and execution.
- Ability to collaborative in a team environment and be highly accountable as an individual contributor.
- Demonstrate excellent interpersonal, written, verbal and visual communication and presentation skills.
- Comfortable working in a lean, fast-paced, pre-launch environment; a self-starter who excels at taking initiative within an established strategic framework and the ability to handle multiple tasks and prioritize accordingly.
- Collaborative and action-oriented, with a proven ability to lead cross-functional teams and influence without authority.
- Strong executive presence with the ability to engage credibly at the C-suite level.
- Solid understanding of the US reimbursement landscape including commercial and government payers, GPO dynamics, and specialty pharmacy channels.
- Experience launching a new product in a specialty disease area.
- Proficiency with CRM tools (Veeva preferred) and Microsoft Office Suite.
- A valid driver's license and ability to travel up to 75% required, which may include overnight and/or weekend travel
The annual base salary for this position ranges from $170,000 to $180,000. The base salary range represents the anticipated low and high of the Syneos Health range for this position. Actual salary will vary based on various factors such as the candidate's qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include eligibility to earn commissions/bonus based on company and / or individual performance.
The benefits for this position will include a competitive compensation package, Health benefits to include Medical, Dental and Vision, Company match 401k, flexible paid time off (PTO) and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos Health complies with all applicable federal, state, and municipal paid sick time requirements.
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