Job Summary: The Key Account Manager drives patient access, account performance, and strategic partnerships within an assigned territory, with a focus on urology and oncology and practices. This role combines strategic account planning with consistent field execution, serving as a trusted advisor to customers while coordinating cross-functional resources to deliver business results. Success requires clinically fluent engagement, strong account planning discipline, and consistent execution that improves patient identification, access support, and sustained adoption while meeting all compliance requirements.
Key Responsibilities: Account Strategy and Execution - Develop and execute strategic account plans aligned with corporate objectives and patient access goals.
- Manage high-value and developing accounts; conduct regular Customer Business Reviews (CBRs) to assess performance and drive growth.
- Build account maps identifying clinical decision makers, operational stakeholders, and referral networks.
- Maintain an operating rhythm including routine account reviews, pipeline management, and continuous improvement.
Customer Engagement and Clinical Excellence - Build trust-based relationships with physicians, clinical staff, administrators, and executives including C-suite.
- Execute omnichannel engagement plans including face-to-face, virtual, and digital touchpoints aligned to stakeholder preferences.
- Lead customer meetings, strategic discussions, and speaker programs (virtual and in-person).
- Deliver compliant clinical presentations and serve as a subject matter expert on disease state, treatment paradigms, and competitive landscape.
- Identify and cultivate clinical champions through credible partnership and consistent follow-through.
Patient Identification, Account Activation, and Growth - Drive patient identification and account activation by understanding patient flow, referral patterns, diagnostic pathways, treatment decision points, and care team dynamics.
- Identify growth opportunities by expanding account depth, increasing engagement across the stakeholder network, and developing emerging accounts within the territory.
- Support account readiness by identifying operational gaps and coordinating internal support to improve workflow efficiency and reduce barriers to appropriate treatment starts.
Access, Reimbursement, and Patient Support - Partner with Market Access and Patient Support to help accounts navigate reimbursement and logistical challenges.
- Maintain working knowledge of buy-and-bill dynamics and site of care considerations.
Cross-Functional Collaboration and Performance - Coordinate cross-functional teams (Reimbursement, Marketing, Medical Affairs, Patient Support) to support account needs.
- Partner with Regional Business Directors and Sales Leadership on strategy and execution.
- Use CRM and analytics tools to document interactions, manage opportunities, and meet KPIs.
- Execute all responsibilities in compliance with company policies, FDA/PhRMA guidelines, and industry standards.
Job Requirements: - Bachelor's degree required; advanced degree preferred.
- 5-7 years pharmaceutical/biotech experience; oncology, urology, or specialty products strongly preferred.
- 3-5 years' account management experience or demonstrated sales success.
- Proven ability to manage complex accounts across large practices, hospitals, academic centers, and IDNs.
- Strong clinical fluency, communication, presentation, and relationship-building skills.
- Proficiency in CRM platforms (e.g., Salesforce), analytics tools, and MS Office.
- Understanding of FDA/PhRMA promotional guidelines and compliance standards.
Beware of Recruitment ScamsPlease be aware of the potential for scams from individuals, organizations and internet sites that claim to represent Dendreon Pharmaceuticals in recruitment activities. We strongly recommend that you verify all communications you receive about positions at Dendreon. Any communications from Dendreon would come from an email address that ends in "@dendreon.com". Dendreon will never ask candidates to provide any type of payment, bank details, photocopies of identification, social security number or other highly sensitive personal information during the recruitment or offer process. Dendreon conducts a formal recruitment process for all authorized positions posted and does not conduct interviews via social media, or other third-party sites or chat services. If you are unsure about a posting or email you receive, please contact us at AskHR@dendreon.com. If you believe you are a victim of fraud, please contact your local law enforcement.
