The Key Account Manager role is responsible for developing key relationships with targeted regional and local hospital systems including select Integrated Delivery Networks (IDNs), Accountable Care Organizations (ACOs), Group Purchasing Organizations (GPOs), and Infectious Disease Infusion Centers. This position will develop and own account management plans for targeted accounts - to attain key sales objectives for Paratek's products. The position will also be responsible for implementing short-and long-term business initiatives to ensure product access within a specified geography. The KAM is responsible for product positioning, formulary contracting and institutional purchasing access for Paratek's lead commercial product, to obtain patient and provider access within targeted accounts.
The KAM ensures that the needs of, and opportunities in, assigned accounts are communicated to Market Access leadership and other internal stakeholders so that they can be integrated into strategic planning and forecasting as appropriate.
This role is embedded into the Paratek Pharmaceuticals' (Paratek) Market Access team, receiving day to day direction from the Director, IDN/GPO Account Management. The role will initially be an employee of Amplity Health.
Develop and grow business partnerships within the accounts in the defined geography.
Leverage a deep understanding of each customer's business processes and environment and actively engage with the intention of gaining unrestricted formulary access to achieve performance goals.
Assess product positioning and develop strategic plans for regional and local customers who may include IDNs, ACOs, ID Infusion Centers and other account targets.
Develop short and long-term business plans for regional and local accounts that address brand initiatives and regional sales goals.
Focus on a vertical integration plan within all assigned accounts, which includes Medical/Pharmacy and Purchasing Directors (clinical and administrative), case managers, and other medical management team members.
Utilize Active Account Planning to execute an integrated Business Plan for each assigned Account. Development of the Account Business plans requires an intimate knowledge of the customer and market influences affecting their business.
Monitor progress in accounts and modify and update action plans as appropriate (monitor customer contacts, plan execution, value, volume growth, and market share).
Develop a strong alliance with field-based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies as directed by the Regional Business Director.
Report progress in assigned accounts through business plan updates to Market Access and Sales leadership, as required. Monitor, track and improve key performance indicators as identified by scorecard metrics.
Effectively implement and manage all programs as directed by Market Access leadership.
Be a resource to sales partners on important payer trends, reimbursement changes, and billing requirements that may affect product utilization.
Identify and allocate appropriate resources; track results over time and adjust priorities and resources as customers and markets change during the performance period.
Bachelor's degree required.
A minimum of 5+ years successful experience calling on IDNs and ACOs in addition to securing product access with the hospital and institutional markets.
Demonstrated knowledge of payer decision-making for policy, coverage, coding and patient access to existing and new products.
Demonstrated knowledge of the inpatient out outpatient reimbursement process.
Exceptional communication skills that include verbal, written and presentation abilities.
Effective negotiation skills with examples of results. Demonstrated problem-solving capabilities through strategic planning, leadership and organizational skills.
Ability to skillfully negotiate in tough situations with both internal and external customers while working within an ever-changing payer, managed markets and corporate environment.
Valid driver's license.
Technology: Microsoft Office Suite, Veeva (preferred).
Travel (%): The average travel for this position is 40-50% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.