Job Area: Sales (Biotech Commercial + Primary Care)
Job Category: Professionals
Job Site: Remote
Location: San Mateo, CA, US
Ciao! At Dompé, our success is rooted in our team and our history. We are a private, rapidly growing global biopharmaceutical company. Founded in Milan, Italy, we have a 165-year legacy of medical innovation. Dompé’s rich history has greatly influenced its priorities today: to innovate for the benefit of patients facing both everyday wellness needs and rare conditions. Dompé operates in two strategic areas in select markets around the world: Primary Care, which includes prescription and over-the-counter products; and Biotechnology and Rare Disease, which recently expanded into the United States.
Today Dompé has 800 employees worldwide and we are excited to be rapidly scaling in the United States. Our R&D hub is currently based in Boston, and the commercial organization is housed in the San Francisco Bay Area.
U.S. KEY ACCOUNT MANAGER
WHAT YOU’LL BE DOING: MAIN RESPONSIBILITIES
The Key Account Manager (KAM) reports to the Regional Sales Director and will be a member of a specialty field team supporting Dompé’s first ophthalmic biologic product based on rhNGF (recombinant humanized nerve growth factor) for patients suffering from neurotrophic keratitis.
The KAM is accountable for field activities including education of healthcare professionals (cornea specialists, comprehensive ophthalmologists, and optometrists), as well as medical and office support staff including nurses, technicians, and practice administrators. Successful KAMs will maintain a high level of disease and product expertise to maximize patient compliance with therapy. The KAM will support physicians and patients in their local area by developing center and physician-specific plans, strategically deploying messages and resources, and understanding the local payer dynamics that influence patient access.
The KAM will be accountable for abiding by our compliance policies and the core values of our Dompé culture, which are: Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility, and Teamwork. Individuals must possess an entrepreneurial spirit, be flexible, and adaptable to new situations.
We are seeking team members who will live by and promote the core values of our Dompé culture: Integrity, Teamwork, and Curiosity. We are looking for individuals who possess an entrepreneurial spirit, flexible attitude, and adaptable nature to join our team.
- Achieves business goals on a quarterly and annual basis
- Become an expert in the science of corneal healing and in our clinical trial data, and be able to verbalize its significance to others
- Serve as a resource to aligned accounts including physicians and their staff in order to enable appropriate education and access to our medicines
- Work collaboratively with cross-functional partners including but not limited to patient access managers, managed care, medical science liaisons, marketing, human resources, legal, and compliance
- Create and implement an effective business plan to guide strategy and track progress throughout the year in an effort to compliantly achieve short and long-term business objectives
- Leverage internal data and tools, analytics, and insights to determine where and how approved resources and marketing messages should be deployed within territory
- Manage assigned territory budget effectively
- Create, build, and maintain relationships with cornea thought leaders in the local area in partnership with key internal Dompé team members
- Actively participate and lead territory business planning meetings
- Represent Dompé at professional society meetings as assigned by Sales leadership
- Demonstrate leadership within internal teams, sharing best practices and market dynamics with peers when appropriate
- Comply with all laws, regulations, and policies that govern the conduct of Dompé activities
- Manage assigned geography with a diverse customer base of physicians and accounts
- Overnight travel by plane and by car is required and will range from 40%-60% depending on the geography and business needs of the individual territory
YOU COULD BE THE PERFECT FIT IF YOU HAVE:
- Bachelor’s degree required. Advanced educational degree or experience in the Healthcare field preferred
- 5+ years of demonstrated successful relevant healthcare sales or account management experience, including being accountable for own territory and large geography
- 3+ years of experience in biotech/specialty sales, preferred
- Live within the stated KAM geography
SKILLS YOU’LL NEED FOR SUCCESS
- Prior work with rare or orphan disease products
- Eye care sales experience and relationships in the anterior segment therapeutic area, in both private clinic and hospital/academic setting
- Exceptional clinical acumen with the proven ability to excel in a scientifically complex and stimulating environment
- Proven track record of exceeding business goals
- Keeps current and develops deeper and broader experience in own functional area
- Self-motivated and assertive with the ability to act with urgency
- Understands strategic priorities developed by leadership team
- Is open to and actively solicits feedback on performance and skill development needs
- Demonstrates appreciation for diversity of perspectives and approaches among peers
- Strong strategic planning and organizational skills
CORE COMPETENCIES
- Achieving Results
- Technical Expertise & Business Acumen
- Teamwork
- Communication
- Decision Making
- Developing Self and Others
Base salary: $155,000-$180,000 a year
At Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.
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