Role summary
associate director, hospital key account manager - neuroscience, southern california. This field-based role leads integrated stakeholder engagement within targeted hospital accounts to optimize access and adoption of cobenfy, reporting to a kam director. The role collaborates with marketing, market access, sales, medical and patient services to shape brand access, clinical advocacy and performance strategies across key accounts, with a focus on launch execution and market expansion in neuroscience.
responsibilities
* gain a deep understanding of customer objectives, challenges, stakeholder/influence mapping, and market dynamics and translate this knowledge into an actionable strategic and tactical account plan to optimize customer engagement and account outcomes in the neuropsychiatry space
* lead the development and execution of account-specific strategies and partner with cross-functional teams to support adoption within hospital systems and health systems
* integrate and prioritize account plans and coordinate activities across matrix partners to ensure stellar account management/support that leads to meaningful outcomes
* generate optimal access to enable cobenfy use in target accounts by supporting formulary management, the p&t process and advocating for improvement of formulary position
* understand account's decision-making on protocols/pathways; monitor any changes and advocate for open access to cobenfy on pathways and protocols
* coordinate with hit specialists to support emr/ehr updates to reflect updated clinical pathways, hospital protocols and order sets as needed
* engage matrix team and key hospital decision makers to collaboratively build economically accretive solutions beneficial to population health
* lead discussions on hospital reimbursement models tied to outcomes, leverage economic data and models to help demonstrate cobenfy's value proposition
* serve as the bms neuroscience contact and build and maintain strong, long-term professional relationships with c-suite, finance, pharmacy, operations and other relevant senior administrators; educate key decision makers on cobenfy's reimbursement dynamics in the hospital setting
* analyze and apply market data to assess business opportunities and priorities, including relevant impact of regional health care trends
* conduct internal business strategy discussions and account reviews routinely to ensure that key internal stakeholders understand the customer's business strategy
* identify customer pain points/operational inefficiencies to solve and areas of opportunity to enable access to cobenfy
* support dissemination of system-level decisions within associated accounts
* operate in full compliance with all applicable laws and with bms policies and procedures
* uphold high ethical standards while driving business success and fostering a customer-centric approach
qualifications
* minimum of 8 years of pharmaceutical or healthcare experience required
* previous hospital and idn experience required; regional or national account management experience preferred
* direct health system provider and payer experience required
* understanding of the u.s. healthcare system, including direct experience working in hospitals and acute care, integrated delivery networks (idns), organizer provider networks, healthcare systems and payer dynamics
* experience with hospital payment models and metrics, p&t process, formulary access and reimbursement dynamics, pathways and protocol development, emr/ehr systems, pharmacy planning and operations required
* demonstrated ability to develop customer-centric approaches, leverage multi-disciplinary capabilities and resources in order to realize objectives
* track record of driving growth and/or achieving field execution targets in the pharmaceutical industry and consistently exceeding expectations
* proven ability to lead without direct authority, collaborate with cross-functional teams, and drive strategic execution to achieve results and exceed goals
* strong strategic thinking and problem-solving skills
* psychiatry/schizophrenia expertise, sales leadership, marketing/home office experience preferred
* prior people management experience is preferred
* proven track record of success in access, marketing, and/or sales is required
* excellent analytical, social, communication (oral and written) and presentation skills required
* demonstrates critical thinking and strong decision-making skills
* proven leadership skills and ability to network across complex internal and external environments
* a valid driver's license within 50 united states is required
education
* bs/ba degree required
additional requirements
* this role requires the individual to be in the field >80% of the time
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