Job DescriptionThis role will cover the territory of Grand Rapids, Michigan area, which includes Kalamazoo, Lansing, Muskegon, Holland, Wyoming, Battle Creek and Jackson.The preferred candidate will reside within the surrounding areas of this territory. General Summary:The Kidney Territory Account Manager (KTAM) is responsible for establishing and maintaining relationships with Health Care Professionals (HCPs), developing a strategic business plan, communicating thorough disease and product knowledge to HCPs and centers of care. This role must understand market dynamics in rare, complex disease states, demonstrate excellent judgment, and be motivated by the desire to improve patients' lives. The KTAM will report into a Regional Field Leader (RFL) and is responsible for leading engagement with nephrologists and serving as an account manager for specialty kidney clinics.
Key Duties and Responsibilities:- Establishes meaningful and professional relationships with nephrologists and related HCPs; serves as a territory account manager for specialty kidney clinics
- Develops and maintains expertise on the disease and the product's clinical attributes as well as patient unmet needs, to educates healthcare professionals on product use in appropriate patients
- Develops a deep understanding of assigned physicians, territory & market dynamics, stakeholder mapping, key decision maker relationship management, patient protocols, referral network navigation, access, and drivers & barriers
- Responsible for individual performance at the territory level and contribute to area and national team performance
- Works collaboratively across functional areas to achieve common goals and address challenges
- Attends and participates in meetings, and takes on projects and other duties, as requested by management
- Exercises sound judgment and adheres to relevant regulatory and compliance guidelines and company policies
Knowledge and Skills:- Ability to understand and communicate complex clinical disease/product
- Strong interpersonal, verbal, and written communication skills
- Ability to excel in an innovative environment; takes initiative with a strong work ethic
- Demonstrates passion for improving patient care, strong customer orientation and insight
- Demonstrates team-based skills and can work cross functionally
- Embraces continuous learning/seeks knowledge, and new technologies, and approaches
- Demonstrates core competencies; Clinical Acumen, Selling Skills, Business Acumen, and Customer Relationships
- Expert with disease, clinical knowledge, and HCP/Patient Resources
- Expert with core sales competencies on a consistent basis
- Expert with knowledge of disease centers of care and payer landscape
- Expert with key skills in relationship building & account management
- Exemplifies business integrity, ethical behavior, and Vertex Values
- Documented history of sales success (rankings, awards, annual evaluations, etc.)
- Highly competent in a multitude of IT capabilities to support the business needs including Veeva CRM
- Experience working in a highly matrixed environment
Education and Experience:- Bachelor's degree
- Typically requires 5 years of field sales experience in the pharmaceutical industry and experience in kidney/renal disease, rare disease, or other similar biotech/specialty markets
- Product launch experience highly desired
Employee will be required to establish certain customer credentials and requirements, which include, but may not be limited to, successful completion of trainings, background screens, drug testing and vaccinations.
- Must live and work within the territory; depending on the territory's geography and work requirements may also be required to live within a reasonable distance to a major airport
- Valid driver's license and in good standing
- Travel by car or airplane up to 80% of the time and work after hours as required by business needs
- 10-30% of overnight travel may be required depending on territory
Pay Range:$133,600 - $200,400
Disclosure Statement:The range provided is based on what we believe is a reasonable estimate for the base salary pay range for this job at the time of posting. This role is eligible for an annual bonus and annual equity awards. Some roles may also be eligible for overtime pay, in accordance with federal and state requirements. Actual base salary pay will be based on a number of factors, including skills, competencies, experience, and other job-related factors permitted by law.
At Vertex, our Total Rewards offerings also include inclusive market-leading benefits to meet our employees wherever they are in their career, financial, family and wellbeing journey while providing flexibility and resources to support their growth and aspirations. From medical, dental and vision benefits to generous paid time off (including a week-long company shutdown in the Summer and the Winter), educational assistance programs including student loan repayment, a generous commuting subsidy, matching charitable donations, 401(k) and so much more.
