This position is currently based in our Cambridge, MA office. Please note that our offices will be relocating to Waltham, MA later this year, and this role will transition accordingly. We follow a flexible, "magnet not mandate" approach to in-office work, encouraging collaboration and onsite engagement while supporting hybrid flexibility based on role and business needs.
Job Summary:The National Account Manager (NAM) is responsible for developing and executing strategic account plans to optimize access, sales and outcomes for Akebia's approved product by building strategic partnerships between Akebia and with Large and Medium size Dialysis Organizations (LDOs/MDOs) through strong engagement with populations health decision-makers and other key LDO/MDO leadership including Regional Vice Presidents (RVP), Area/Directors and Regional Quality Managers (RQM) and other key LDO/MDO executives. In addition, this role would be responsible for building strategic partnerships between Akebia and Nephrology Large Group Practices (LGP) and Integrated Delivery Networks (IDNs) hat treat patients on Dialyisis. The NAMs strategic partnerships will facilitate alignment of mutual business goals and identify new opportunities for collaboration and integration with Nephrology National Accounts / Large Group Practices and AKEBIA. NAMs are responsible for driving dialysis pull through of Akebia National Account strategies and ensuring alignment and execution of LDO/MDO strategies pertaining to Vafseo adoption as well as related LGP pull through.
The NAM is the critical link connecting the Akebia's National Account Strategies to its most strategic customers ensuring understanding alignment on clinical, economic and operational value propositions. The NAM will work in close collaboration with both National Account Directors and Medical Affairs.
The primary region for this role is Northern California (San Francisco, Fresno, Oakland/Fremont, Sacramento)
Essential Functions & Duties- Development and execution of comprehensive national and regional account strategies aligned with Akebia's business objectives
- Drive strategic initiatives that secure and expand Vafseo access across dialysis organizations and support account adoption
- Responsible for strategic business planning and quarterly business reviews with Regional VPs or assigned executives within accounts
- Development and execution of programs with LDO/MDO RVPs/Area Directors and RQMs and LGPs in conjunction with strategic initiatives
- Support Regional Medical Director and physician programs
- Effectively communicate clinical, business, and health economic data to customers in a compelling, high-impact way.
- Advocate for Vafseo utilization through strategic programs that support the clinical, health economic and organizational performance goals of customers
- Responsible for maintaining key customer profiles and affiliations, meeting MBO metrics and communicating customer organizational changes with relevant Akebia team members
- Compliantly work with Medical Affairs resources to educate Akebia customers and support critical Akebia business initiatives across assigned accounts
- Analyze large amounts of information and distill it down to impactful presentations that drive behavior change
- Work closely with Akebia Legal, Regulatory and Compliance on developing dialysis organization communication strategies and initiatives
- Responsible for HCP pull through of strategic initiatives or programs created in concert with the DO or LGP
- Ability to collaborate with the internal Akebia team to explain strategic initiatives and incorporate initiatives into territory and regional business planning
- Willingness to travel up to 50% of time within U.S.
Skills & ExperienceBasic Qualifications
- BA/BS required; advanced degree preferred
- Minimum 5 years' experience in Renal or similar therapeutic space
- Proven track record of effective account management skills
Preferred Qualifications
- 10+ combined years' experience in the biopharmaceutical industry
- Established relationships with national dialysis customers and or Nephrology Large Group Practices
- Proven ability to develop strategic partnerships with key decision makers
- Strong planning and organization skills
- Excellent communications skills
- Advanced business planning and negotiation skills
- Strong compliance mindset
- Advanced team selling skills
- Ability to excel in start-up, small company environment
- Outstanding communication and negotiation skills
- Strong presentation skills and presence
- Clinical, technical and scientific knowledge and aptitude in complex disease state
- Advanced knowledge of Renal business issues including reimbursement logistics both within provider and payer areas
- Proven ability to develop and execute account level strategic and tactical plans
- Proven track record of building and maintaining positive business relationships with key decision-makers
- Previous sales experience preferred
- Experience integrating health economics and Medical Affairs resources into account management process
- Previous experience with/knowledge of CMS TDAPA reimbursement a plus
Base Compensation for this role will depend on a number of factors including a candidate's qualifications, skills, competencies, and experience, and may fall outside of the range shown. Base pay is only one component of the company's total rewards package, all regular employees are also eligible for the corporate bonus program or the incentive compensation program (if applicable), as well as equity. Additional benefits include health care, vision, dental, retirement, PTO, etc.
Targeted Base Salary
$178,664-$220,703 USD
