Position Summary
In partnership with Sales leadership, the Oncology Key Account Manager (KAM) serves as the lead point of contact for account management activities within an assigned territory. As an exceptionally collaborative partner, the KAM will work closely with field-based and office-based teams, including Commercial Operations, Market Access, and Marketing, to meet customer needs and drive the overall performance of the assigned territory.
The ideal candidate will have expert knowledge of oncology market dynamics, including key customers and accounts, and an underlying passion for and focus on delivering impactful therapies to transform the lives of patients. This integral role reports to a Regional Business Director and must be based in/near a major city within the assigned territory.
Primary Responsibilities:
- Serve as the Company’s primary interface for establishing meaningful relationships with key stakeholders and health care professionals in order to generate and expand market share.
- Drive effective account launch planning and management process resulting in increased engagement with customers and key stakeholders.
- Strategize, design, and execute a customer engagement plan within an assigned territory that is aligned with Geron launch strategies and tactics to include both in-person and online meetings with healthcare practitioners and related customers in adherence with federal, state, and local government regulations, Geron policies, and office and institutional policies.
- Lead local market analysis and gather insights to identify opportunities, implement actionable business plans, align responsibilities, and prioritize activities supporting oncology business and patient needs, while always ensuring customer expectations are exceeded.
- Develop and maintain a deep understanding of the centers of excellence in assigned region, identifying and mapping key stakeholders and patient flow.
- Continuously build and enhance strong MDS acumen, as well as a general understanding of the reimbursement environment and infusion oncolytic distribution to lead a targeted strategy in assigned region.
- Conduct presentations and convey complex scientific information fluently to institutional-based physicians in academic centers, hospitals, or large group practices/groups in a professional, compliant, ethical, and effective manner.
- Partner with the data, analytics, and commercial technology teams to maximize the use of data, reporting, and technology to enable precision customer targeting and the highest level of customer service.
- Review and analyze product performance within accounts and take and/or evolve actions as appropriate.
- Compliantly partner with Marketing and Market Access to develop a well-defined strategy to support the needs of each customer.
- Strictly adhere to relevant regulatory and compliance guidelines and Company policies.
Experience and Competencies:
- Bachelor’s degree in business, biological sciences, or related discipline; advanced degree preferred.
- 7 years of account sales experience in the pharmaceutical/biotechnology industry, with 5 years of relevant therapeutic experience (hematology, immune oncology, rare disease, solid tumors, and/or IV infusion products).
- Extensive new product launch experience preferred.
- Direct experience working with designated accounts, stakeholders, key opinion leaders, and executive-level customers of high influence.
- Prior experience calling on large oncology group practices, hospitals, academic centers/institutions, community markets, and integrated delivery networks.
- Demonstrated success working in a small to mid-size biotechnology company, reflecting an entrepreneurial culture and innovative mindset.
- Outstanding communication, interpersonal, consultative selling, presentation, influencing, and negotiation skills.
- Solutions-oriented and proactive in meeting customer needs and/or resolving issues.
- Highly effective key account management skills and exemplary selling competencies.
- Strong knowledge of standards of care and emerging clinical trends and the ability to articulate approved, on-label product information related to these topics.
- Strong technical proficiency with experience promoting product(s) in a virtual environment using digital tools, systems, and technology.
- Experience in the use of technology (CRM, business planning tools, reporting tools, LMS, etc.) to continuously build upon business acumen.
- Ability to meet credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned geography, which may include, but are not limited to, background checks, drug screens, and proof of required immunization and/or vaccinations.
- Valid driver’s license and satisfactory MVR record.
- Able to effectively manage internal relationships by proactively addressing issues and providing solutions.
- Ability to work independently, prioritize with minimal daily instruction, and think strategically to improve current processes.
- Demonstrated ability to successfully collaborate with a diverse matrix of internal stakeholders (e.g., market access account teams, corporate accounts, field sales, brand marketing, medical, legal, compliance, trade, patient services, data & analytics, etc.).
- Ability to thrive in ambiguity, with an entrepreneurial mind-set and a track record of results.
- Must excel in a fast-paced, innovative environment while remaining flexible, proactive, resourceful, and efficient, with a sense of urgency towards the achievement of desired goals and outcomes.
- Willingness to contribute to a culture of accountability and collaboration.
- Significant travel may be required, up to 50% travel, based on business needs.
Benefit Statement:
All regular-status, full-time employees of Geron are eligible to participate in the Company’s comprehensive benefit program, pursuant to plan terms and conditions. Plan choices include medical, dental, vision, life insurance, flexible spending accounts, disability insurance, a 401(k)-retirement savings plan, and an employee stock purchase plan. Geron also provides regular-status, full-time employees with a generous time off program that includes vacation, sick, holiday, and paid leave for certain life events.
Salary Statement:
Offered compensation is determined based on market data, internal equity, and an applicant’s relevant skills, experience, and educational background. The salary ranges displayed below are only for those who, if selected for the role, will perform work in the specific locations listed. Please note the employment opportunity is not limited to these locations.
California Salary Range: $175,000 to $185,000
New York City Salary Range: $175,000 to $185,000
Washington Salary Range: $175,000 to $185,000
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