Integrated Health Systems Key Account Manager

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Job Description

Integrated Health Systems Key Account Manager

OBJECTIVES/PURPOSE:

• The Key Account Manager (KAM) is the liaison between Takeda and strategic prioritized National and Regional Health System accounts including, but not limited to: Corporate and Director level account leadership members, academic institutions, hospitals, teaching institutions, Independent Delivery Networks (IDNs), Integrated Health Systems (IHSs), employers, and other key potential customers as appropriate based on PDT’s expanding portfolio.
• KAMs are responsible for developing and executing PDT Portfolio business plans aligned with corporate objectives and supporting PDT products within their assigned accounts in alignment with those objectives.

ACCOUNTABILITIES:

• Responsible for health system contracting and developing cross functional business plans, as well as launching business development initiatives and implementation strategies for large volume/high volume Accounts. 
• Attain sales goals and objectives by delivering Business Objectives and prescriber growth, as well as other key metrics in the assigned Territory. 
• Utilize discretion and judgment to execute the franchise and company brand strategy and tactics within the assigned customer segment, which may be Key Medical Policy, Operations, Pharmacy, Practice Guideline and Clinical decision makers, as well as any critical support staff within a specific geographic area.
• Develop and regularly evaluate account business plans to ensure they continue to meet strategic business objectives and align with emerging trends and changes within key customer segments or accounts.  Prepare and present account business plans to management as appropriate.
• Continually assesses information related economics, inventory management, reimbursement, procurements and deployment strategies and partners with internal and external experts to stay up-to-date on the latest access and reimbursement issues and trends at the local, regional and national level.
• Appropriately uses available tools for Territory and Data Analytics to monitor and evaluate accounts, industry/managed care trends and communicate relevant information to  Accounts and internal stakeholders that are impacted.
• Works within established protocols to regularly communicate and deliver updates and status reports to cross function team and stakeholders to enhance the field sales force selling opportunities in their marketplace. 
• Delivers approved Account Specific Quarterly Business Reviews encompassing accurate purchases, clinical, financial, outcomes, and operational issues. Strategically manages assigned accounts, budget and allocated resources provided yielding maximum effectiveness and impact.
• Act as an agent on behalf of assigned customer segment to the sales force to educate on relevant therapeutic account information.  Collaborate with the Managed Markets team for their region to effectively communicate status updates on prioritized accounts

CORE ELEMENTS RELATED TO THIS ROLE:

• Develop and execute strategic and tactical account planning, such as uncovering needs, stakeholder / influence mapping, identifying / prioritizing business goals, helping define value propositions, delivering value propositions developed in collaboration with marketing and managed market teams, developing tactical plans, etc.
• Gain access for specialty products in accounts, in terms of formulary access, as well as protocol access (inclusion of specialty products in clinical/prescriber protocols and clinical pathways), if applicable
• Conduct account management at larger outlets, and assist with on-going service and support as needed
• Engage with applicable stakeholders to deliver and help execute new contracts or address any updates to provider contracts for specialty product

DIMENSIONS AND ASPECTS:

Technical/Functional (Line) Expertise

• Strong understanding of the hospital integrated delivery network landscape.
• Ability to develop executive level stakeholders.

Leadership

• Develop relationships with Key Opinion Leaders and leveraging relationships with clinical experts to apply at account levels to educate and inform therapeutic processes and protocols at an institution level.
• Identify the key stakeholders within each account as well as their respective needs and priorities and build relationships throughout the organization.

Decision-making and Autonomy

• Empowered to manage assigned accounts and achieve role expectations within compliance guidelines.

Interaction

• Develop relationships with Executive Level, Operations, Financial, and Pharmacy based customers in priority accounts.
• Calls on key stakeholders to position Takeda’s products and to ensure effective supply, and support of Takeda’s product portfolio.

Innovation

• Expected to work closely with other KAMs in order share best demonstrated practices.
• Proactively share customer insights to direct manager and marketing to ensure customer needs are being proactively assessed in a timely manner.

Complexity

• This role is responsible for the US PDT portfolio of products and their access within institutional accounts in specified geography.

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS:

• Bachelor’s degree – BA/BS
• 10+ years’ direct selling experience to healthcare professionals in the pharmaceutical, biotech, device, specialty or healthcare industry that included the following:
• 2 years of account or district management in the health care industry. Specialty sales and specialty training experience will be considered toward account management experience.
• Developing and executing business plans aligned with corporate objectives
• Launching business development initiatives and strategy for execution
• Advanced business skills in negotiation, strategy, presentation, analytics and teamwork
• Strong collaboration working within teams and a matrix organization
• Demonstrated business and strategic planning skills to identify unique selling opportunities and adaptability to changing market conditions
• Understanding of managed care landscape and how it influences/impacts business
• Strong verbal, influencing, presentation and written communication skills
• Reside within or close proximity to assigned geography
• Experience with buy & bill product selling/account management
• Understands payer access and reimbursement at assigned regional, state, and local level
• Experience with managing and communicating complex reimbursement issues
• Experience with complex selling situations
• Biological product launch experience
• Experience in calling on Health System C and D Suite accounts

ADDITIONAL INFORMATION:

• Up to 75% Travel requirement

WHAT TAKEDA CAN OFFER YOU:

• 401(k) with company match and Annual Retirement Contribution Plan

• Tuition reimbursement Company match of charitable contributions

• Health & Wellness programs including onsite flu shots and health screenings

• Generous time off for vacation and the option to purchase additional vacation days

• Community Outreach Programs

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No Phone Calls or Recruiters Please.

This job posting exclude Colorado applicants.

Takeda Compensation and Benefits Summary

We understand compensation is an important factor as you consider the next step in your career. We are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices.

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EEO Statement

Takeda is proud in its commitment to creating a diverse workforce and providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, parental status, national origin, age, disability, citizenship status, genetic information or characteristics, marital status, status as a Vietnam era veteran, special disabled veteran, or other protected veteran in accordance with applicable federal, state and local laws, and any other characteristic protected by law.

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