What are the responsibilities and job description for the Kaiser Permanente Account Manager position at Gilead Sciences?
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to apply for this job.Job Description
Reporting into the Senior Director, National Accounts:
- The KPAM is an individual contributor with experience in account management. And has demonstrated a high level of stakeholder management, strong initiative, and analytical / problem-solving skill. Works under the overall direction of well-defined policies and account management guidelines.
- Responsible for the promotion of Gilead Therapeutic Areas with focus on Oncology
- Advances Gilead’s core business with Kaiser California Regions and their influence Kaiser Nationally.
- Manages multiple and varied Kaiser Regions while prioritizing according to corporate goals and objectives.
- Achieves individual sales goals and contributes to the attainment of overall National Kaiser revenue objectives.
- Collaborates well with cross-functional teams: home office and field-based colleagues.
- Provides timely, thoughtful analysis and feedback on product/market conditions to Senior Director and KPAM team.
- Establishes effective working relationships with key local decision-makers and those who influence prescribing policy/protocol position at Kaiser at the national level.
- Strategic Approach
- Effectively navigates closed system to create business opportunities by developing strategic relationships.
- Anticipates and plans for unexpected changes; brings together all appropriate stakeholders to develop mitigation plans proactively.
- Develops business plans based on corporate goals with detailed strategy and tactics.
- Understands account management principles and how to account for variables/nuances of the local/regional market and key competitors’ strategies applied to decision-making.
- Views problems as unique business challenges to overcome. Utilizes a logical, systematic process to understand complex information and/or issues. Identifies actions and outcomes needed to get a desired result.
Collaborative Leadership
- Collaborates, coordinates, and communicates with the internal Managed Markets groups, field sales colleagues, and management as needed to leverage opportunities generated through Permanente Medical Group and to overcome access obstacles for Gilead Science portfolio products.
- Keeps the team current on events; shares needed or relevant information. Encourages active project participation by all team members, soliciting input up-front from the team on decisions that will affect them.
- Contribute to an atmosphere of team spirit, cooperation, and purpose within the group.
Effectiveness
- Ability to construct oral and written communication succinctly to guide others to the desired outcome through a logical sequence of arguments.
- Works effectively and confidently with senior leadership to support ideas and/or influence account decisions, even in challenging situations.
- Holds a keen understanding of customer business needs and considers them when defining business objectives that contribute to achieving Gilead’s goals.
- Harnesses the guidance and counsel of “experts” or KOLs (e.g., national thought leaders, external managed care experts, senior executives within Gilead) to educate and inform key decision-makers. Spends time working with advocates in advance of speaking with decision-makers.
- Leverages all applicable access tools and resources to educate target payers on Gilead Sciences products, their associated diseases, and the value that these products provide.
- Keeps up on general industry trends by reading relevant publications, attending conferences, etc.
Knowledge of Account
- Asks strategic and thoughtful questions to better understand the accounts (e.g., probes to go beyond face value); anticipates customer and business needs.
- Works to understand the unique nature of the closed-wall HMO payer segment.
- Builds trust and cultivates relationships both at the account level and at Gilead.
- Identifies, documents, establishes, and sustains account relationships for assigned accounts.
- Identifies appropriate information and materials for internal/external presentations.
- Meets personal sales targets across full line of products within assigned accounts.
- Follows up on commitments and responds to routine account requests for information and supporting materials within an agreed-upon time frame.
Specific Job Responsibilities
- Optimize access to and revenue from Gilead Sciences portfolio products in California Kaiser regions.
- Create Access, cultivate, and leverage an expansive network of customer relationships with key targets in Pharmacy, Medical, Case Management, and with other regional stakeholders that may impact, influence, and create avenues of access into Kaiser (ex. Dept of Health, CBO, Professions Pharmacy/Medical Societies, etc).
- Identify opportunities to demonstrate and/or provide value to Kaiser. And work with internal and external partners to develop and execute these opportunities.
- Create and maintain detailed account plans for California Kaiser regions and be prepared to present these plans during regular business reviews with senior management.
- Mobilize resources and senior management support to capitalize on new opportunities and/or to address unforeseen threats.
- Assist and inform Managed Markets Marketing and brand strategy development and management decisions by providing account and market segment subject matter expertise (SME).
- Organize new product presentations to each region’s drug utilization managers and disease state medical leadership (MD, PharmD, PA, NP, RN)
- Understand and Manage formulary compliance by all regions
- Consistently demonstrate EXPERT knowledge of Gilead’s products and disease states.
- Must be able to discuss the science of the products with key decision-makers credibly.
Basic Qualifications:
Bachelor's Degree and Ten Years’ Experience
OR
Masters' Degree and Eight Years’ Experience
OR
PharmD and Two Years’ Experience
Preferred Qualifications:
- Account Management/Managed Care experience is required.
- Candidates need to be self-motivated and able to work with a high level of autonomy and independence.
- Excellent planning and project management skills
- Candidates must have a thorough understanding of the relevant marketplace for this role.
- Advanced written and verbal communications skills
- Fluent in conversational and written English.
- The position has extensive travel (~ 60%), including occasional attendance at weekend conferences
The salary range for this position is: $181,645.00 - $235,070.00. Gilead considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. These considerations mean actual compensation will vary. This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package. Benefits include company-sponsored medical, dental, vision, and life insurance plans*.
For additional benefits information, visit:
https://www.gilead.com/careers/compensation-benefits-and-wellbeing
- Eligible employees may participate in benefit plans, subject to the terms and conditions of the applicable plans.
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careers@gilead.com
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For Current Gilead Employees and Contractors:
Please log onto your
Internal Career Site
to apply for this job.Salary : $181,645 - $235,070
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