Key Account Manager - Oncology - Boston/Cambridge/Worcester - EVERSANA

At EVERSANA, we are proud to be certified as a Great Place to Work across the globe. We’re fueled by our vision to create a healthier world. How? Our global team of more than 7,000 employees is committed to creating and delivering next-generation commercialization services to the life sciences industry. We are grounded in our cultural beliefs and serve more than 650 clients ranging from innovative biotech start-ups to established pharmaceutical companies. Our products, services and solutions help bring innovative therapies to market and support the patients who depend on them. Our jobs, skills and talents are unique, but together we make an impact every day. Join us! 

Across our growing organization, we embrace diversity in backgrounds and experiences. Improving patient lives around the world is a priority, and we need people from all backgrounds and swaths of life to help build the future of the healthcare and the life sciences industry. We believe our people make all the difference in cultivating an inclusive culture that embraces our cultural beliefs.  We are deliberate and self-reflective about the kind of team and culture we are building. We look for team members that are not only strong in their own aptitudes but also who care deeply about EVERSANA, our people, clients and most importantly, the patients we serve.   We are EVERSANA.  

The Key Account Manager (KAM) will be responsible for developing, communicating, and implementing strategic business plans for the assigned accounts and expanding corporate relationships with key oncology stakeholders.  The KAM is accountable for driving appropriate utilization of Xspray products and exceeding all territory sales objectives. The incumbent will have strong relationships with the top Oncology Large Group practices that have medically integrated pharmacies, large IDNs, and Academic centers. Accounts/stakeholders/customers will consist of C-suite level, Medical Directors, Practice Administrators, Medical Providers, Pharmacists, and other key decision makers.  The KAM will collaborate extensively with the Xspray team members, management, key market access leads to remove barriers to product access and ensure system wide product knowledge. Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage is critical as well as the ability to communicate these dynamics with clients with approved clinical and economic data. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Our employees are tasked with delivering excellent business results through the efforts of their teams. Duties may include, but are not limited to the following:

• Develop Strategic Account Plans to drive rapid product awareness, adoption, and utilization in targeted accounts
• Capitalize on current relationships with key stakeholders within Large Oncology Group Practices and IDNs (e.g., C-Suite, Pharmacy Director, KOLs, key decision makers) to gain a deep understanding of the decision-making structure, key influencers, and other strategic objectives relevant to the customer. 
• Understand and navigate formulary and P&T review processes to help ensure optimal formulary positioning and product adoption
• Partner with GPO and Trade partners to maximize customer access and product sales
• Manage successful implementation of contracts and agreements with assigned accounts
• Develop and conduct quarterly business reviews  
• Attend targeted National and Regional conferences to represent Xspray and their product portfolio and to engage with targeted stakeholders
• Collaborate with Cross-Functional Teams (Trade, Market Access, GPO, Training, Marketing) to ensure that product strategies are aligned and patient access objectives are achieved
• Utilize dashboards to analyze data and identify opportunities to grow the business
• Utilize approved presentations to build awareness and pull through
• Provide daily and weekly and real-time communication with sales and marketing teams to ensure the appropriate level of cross-functional support to execute effective pull through strategies on all products
• Plan, budget and execute resources provided by the company including exhibits, speaker programs, executive visits
• All other duties as assigned

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MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:

The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.

• Bachelor's degree from an accredited College/University is required
• Minimum of 5 years related oncology experience in the pharmaceutical industry - Sales/Sales Management/Key Account Manager role. Prefer current/recent experience selling Oral oncology products
• Extensive relationships with key stakeholders (C-suite, pharmacy directors, pathway decision makers, KOLs) in Community Large group practices, IDNs, and Academic Centers
• Experience executing physician network or GPO contracting and account management
• Documented track record of achieving/exceeding sales targets and driving business growth  
• Demonstrated ability to think strategically and manage accounts effectively by objectively evaluating opportunities, understanding decision-making structure, and other strategic business objectives relevant to the customer
• Excellent interpersonal, oral, and written communication skills, including ability to synthesize data and deliver a clear overview of field market access issues, challenges, and successes
• Strong negotiation skills, business acumen, and analytical ability
• Strong interpersonal, oral and written communication and presentation skills,
• Willingness to travel extensively to meet with customers and attend conferences or industry events.

OUR CULTURAL BELIEFS

Patient Minded - I act with the patient’s best interest in mind.

Client Delight - I own every client experience and its impact on results.

Take Action -  I am empowered and hold myself accountable.

Grow Talent - I own my development and invest in the development of others. 

Win Together - I passionately connect with anyone, anywhere, anytime to achieve results.

Communication Matters -  I speak up to create transparent, thoughtful and timely dialogue.

Embrace Diversity - I create an environment of awareness and respect.