Key Account Manager

Henlius US Key Account Manager

Position Summary

The Key Account Manager (KAM) is a field-based commercial leader responsible for driving the successful adoption, demand generation, and market access of Henlius US oncology biosimilar products across Community Oncology Practices, Integrated Delivery Networks (IDNs), Academic Medical Centers, and Key Cancer Centers.

Reporting to the Regional Business Director, the Key Account Manager will operate in a highly collaborative, startup environment, serving as the primary customer-facing representative responsible for developing strategic account partnerships, identifying growth opportunities, influencing key stakeholders, and executing business plans that maximize patient access and commercial performance.

The successful candidate will demonstrate a deep understanding of oncology treatment pathways, biosimilar market dynamics, buy-and-bill economics, GPO contracting, and complex healthcare decision-making structures. This individual will build trusted relationships with clinicians, practice administrators, pharmacy leadership, and health system decision-makers while working cross-functionally to achieve business objectives.

Key Responsibilities

Strategic Account Management

• Develop and execute comprehensive territory and account business plans aligned with organizational objectives and market opportunities.
• Establish, cultivate, and expand strategic relationships within community oncology practices, IDNs, academic institutions, and major cancer centers.
• Identify and influence key stakeholders involved in clinical, operational, financial, and pharmacy decision-making processes.
• Create account-specific growth strategies that accelerate biosimilar adoption, utilization, and pull-through within targeted accounts.
• Build and maintain strong relationships with key oncology providers, administrators, infusion leaders, pharmacists, and executive decision-makers.

Market Access & Contract Optimization

• Drive awareness, utilization, and pull-through of contracted business across GPOs, IDNs, and health system networks.
• Partner with customers to optimize product access and address barriers related to formulary placement, procurement, reimbursement, inventory management, and operational workflows.
• Collaborate with Market Access and Contracting teams to ensure customers understand the economic and clinical value proposition of Fosun Henlius products.
• Support account adoption strategies by identifying opportunities to improve access and operational efficiencies.

Customer Engagement & Clinical Business Leadership

• Serve as the trusted business partner for customers by delivering customer-centric solutions that enhance patient access and support quality oncology care.
• Conduct high-impact customer interactions, including individual engagements, account reviews and business presentations.
• Demonstrate strong account-based selling capabilities through tailored engagement strategies across multiple customer segments.
• Leverage data analytics, market intelligence, customer insights, and territory performance metrics to prioritize opportunities and inform strategic decisions.
• Maintain a deep understanding of oncology treatment landscapes, biosimilar trends, competitive products, reimbursement dynamics, and evolving healthcare policies.

Cross-Functional Collaboration

• Successfully navigate and lead within a complex, matrixed commercial environment.
• Partner closely with Market Access, Medical Affairs, Marketing, Operations, Supply Chain, and other field-based colleagues to deliver coordinated customer solutions.
• Collaboratively develop and execute account plans that improve patient access, drive utilization, and support organizational growth objectives.
• Effectively communicate customer insights and market intelligence to internal stakeholders to influence business strategy and execution.

Business Performance & Execution

• Achieve and exceed sales, revenue, utilization, and market share objectives.
• Maintain disciplined territory management practices, including opportunity planning, account prioritization, call execution, and CRM documentation.
• Manage territory resources and budget responsibly to maximize return on investment and customer impact.
• Execute brand strategies, promotional initiatives, and tactical programs consistent with corporate objectives.
• Complete required administrative activities, reporting, training, and compliance requirements in a timely and accurate manner.

Compliance & Ethical Conduct

• Conduct all business activities in accordance with company policies, industry regulations, legal requirements, and ethical standards.
• Maintain compliance with all applicable FDA regulations, PhRMA guidelines, healthcare compliance standards, and company operating procedures.
• Participate in required training and professional development programs to maintain product, disease state, and industry knowledge.

Qualifications

Required Qualifications

• Bachelor's Degree required.
• Minimum 7+ years of successful pharmaceutical, biotechnology, or healthcare sales experience.
• Minimum 2+ years of current oncology sales experience.
• Established relationships within community oncology networks, IDNs, and oncology decision-making stakeholders.
• Demonstrated current success managing complex healthcare accounts and achieving sales objectives in community oncology practices, cancer centers, IDNs, academic institutions, or hospital systems.
• Strong understanding of oncology buy-and-bill dynamics, reimbursement, infusion services, and provider economics.
• Proven ability to work effectively within a cross-functional, matrixed environment.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Demonstrated analytical and business planning capabilities.
• Ability to travel extensively within assigned geography (>60%).

Preferred Qualifications

• Current experience launching oncology products, biosimilars, specialty pharmaceuticals, or biologics.
• Understanding of GPO contracting, formulary processes, health system decision-making, and market access strategies.
• Experience in a start-up, launch, or high-growth commercial environment.
• MBA or advanced healthcare-related degree preferred.

Why this role

This opportunity places you at the center of oncology biosimilar commercialization, where people leadership, strategic account direction, market access execution, and cross-functional partnership directly support broader patient access. You will help build and develop the field team while shaping regional execution in a launch-focused environment.

IQVIA offers a friendly, progressive work atmosphere and a comprehensive benefits package including medical, dental, life insurance and vision coverage, flexible time off, bonus plan and 401(k) with employer matching contributions.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.

The potential base pay range for this role is $190-225,000 annually. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.