POSITION SUMMARY
Reporting to the Director / Executive Director, the Key Account Director (KAD) is responsible for driving the launch, adoption and uptake within the assigned territory by converting these accounts. The primary focus of this role is the strategic engagement of Allergy & Immunology private practices alongside Integrated Delivery Networks (IDNs), to secure full-practice conversions and cascade adoption across surrounding accounts. This role is pivotal in fostering provider relationships, executing market access strategies, and ensuring the successful product launch. The KAD operates in the complex biosimilars space and is accountable for analyzing sales data to identify and prioritize conversion opportunities that deliver business growth in the assigned territory.
KEY ROLES AND RESPONSIBILITIES
Strategic Planning and Execution
- Develop and implement comprehensive account-level business plans that prioritize the highest-opportunity Allergy & Immunology private practices and IDNs, aligned with national objectives and local market dynamics.
- Drive conversion by sequencing tactics to support adoption at private practices and IDNs.
- Identify opportunities and strategies to improve the positioning of product at a local level.
Stakeholder Engagement
- Establish and maintain relationships with key decision-makers across Allergy & Immunology private practices, including treating physicians, practice owners/administrators and office staff who influence buy-and-bill purchasing decisions.
- Engage IDN decision-makers and processes, including P&T committees, pharmacy directors, GPOs and procurement.
- Collaborate with cross-functional teams (e.g. Medical Affairs, Market Access, Marketing) within an integrated account engagement model to deliver cohesive value propositions.
Collaborate with Market Access & Contracting
- With Market Access, engage in negotiations and manage contracts within key accounts to ensure favorable terms that support adoption.
- Monitor and address reimbursement, prior authorization and access challenges, working closely with internal teams.
- Engage HCPs in dialogue about approved indications, interchangeability, indication extrapolation, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
- Understand how patient support programs (PSP) work and collaborate with PSP providers and internal teams to support continuity of care and patient access.
Data Analysis and Reporting
- Analyze trends, account-level volume, competitive landscape and conversion performance to target and prioritize accounts.
- Provide regular reports on key account metrics and conversion progress.
- Collaborate with the field salesforce as needed for community-level pull-through and biologic conversion.
WORK EXPERIENCE
- Minimum of 10 years of experience in Pharma-Commercial, including pre-launch, launch, and post-launch of products.
- Experience selling or managing key accounts in a buy-and-bill, provider-administered specialty environment is strongly preferred.
- Experience engaging Allergy & Immunology private practices, large specialty group practices, and/or IDNs is strongly preferred.
SKILLS AND SPECIFICATIONS
- Extensive knowledge and experience in biologics, biosimilars, and the full life cycle of product launch and post-launch.
- Solid business acumen, including the ability to access and interpret company provided territory data to incorporate into call planning and execution.
- Both a team player and an individual contributor.
- Demonstrated excellent interpersonal, written, verbal, and visual communication and presentation skills.
- Ability to handle multiple tasks and prioritize accordingly.
EDUCATION
Bachelor’s Degree required in business or related field; advanced degrees, MBA, MS in business or related field is a plus.
CORE COMPETENCIES
- Communication - clear, concise, and ability to motivate; ability to articulate about the company and products.
- Knowledge - understanding the product portfolio
- Collaboration - ability to communicate across functions and at all levels in the organization.
- Compliance – understands industry regulations to maintain compliance.
- Nimbleness – an ability to be adaptive and responsive to changing conditions in order to seize opportunities and overcome challenges.
Pay: $200,000.00 - $220,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
Work Location: Remote
