Key Account Manager

Job Summary:

The Key Account Manager drives patient access, account performance, and strategic partnerships within an assigned territory, with a focus on urology and oncology and practices. This role combines strategic account planning with consistent field execution, serving as a trusted advisor to customers while coordinating cross-functional resources to deliver business results. Success requires clinically fluent engagement, strong account planning discipline, and consistent execution that improves patient identification, access support, and sustained adoption while meeting all compliance requirements.

Key Responsibilities:

Account Strategy and Execution

• Develop and execute strategic account plans aligned with corporate objectives and patient access goals.

• Manage high-value and developing accounts; conduct regular Customer Business Reviews (CBRs) to assess performance and drive growth.

• Build account mapsidentifying clinical decision makers, operational stakeholders, and referral networks.

• Maintain an operating rhythm including routine account reviews, pipeline management, and continuous improvement.

Customer Engagement and Clinical Excellence

• Build trust-based relationships with physicians, clinical staff, administrators, and executives including C-suite.

• Execute omnichannel engagement plans including face-to-face, virtual, and digital touchpoints aligned to stakeholder preferences.

• Lead customer meetings, strategic discussions, and speaker programs (virtual and in-person).

• Deliver compliant clinical presentations and serve as a subject matter expert on disease state, treatment paradigms, and competitive landscape.

• Identify and cultivate clinical champions through credible partnership and consistent follow-through.

Patient Identification, Account Activation, and Growth

• Drive patient identification and account activation by understanding patient flow, referral patterns, diagnostic pathways, treatment decision points, and care team dynamics.

• Identify growth opportunities by expanding account depth, increasing engagement across the stakeholder network, and developing emerging accounts within the territory.

• Support account readiness by identifying operational gaps and coordinating internal support to improve workflow efficiency and reduce barriers to appropriate treatment starts.

Access, Reimbursement, and Patient Support

• Partner with Market Access and Patient Support to help accounts navigate reimbursement and logistical challenges.

• Maintain working knowledge of buy-and-bill dynamics and site of care considerations.

Cross-Functional Collaboration and Performance

• Coordinate cross-functional teams (Reimbursement, Marketing, Medical Affairs, Patient Support) to support account needs.

• Partner with Regional Business Directors and Sales Leadership on strategy and execution.

• Use CRM and analytics tools to document interactions, manage opportunities, and meet KPIs.

• Execute all responsibilities in compliance with company policies, FDA/PhRMA guidelines, and industry standards.

Job Requirements:

• Bachelor's degree required; advanced degree preferred.

• 5-7 years pharmaceutical/biotech experience; oncology, urology, or specialty products strongly preferred.

• 3-5 years’ account management experience or demonstrated sales success.

• Proven ability to manage complex accounts across large practices, hospitals, academic centers, and IDNs.

• Strong clinical fluency, communication, presentation, and relationship-building skills.

• Proficiency in CRM platforms (e.g., Salesforce), analytics tools, and MS Office.

• Understanding of FDA/PhRMA promotional guidelines and compliance standards.