What are the responsibilities and job description for the Director, Key Account Manager (KAM) Lead (Field-Based) position at MannKind Corporation?
MannKind
MannKind Corporation focuses on the development and commercialization of innovative inhaled therapeutic products and devices to address serious unmet medical needs for those living with endocrine and orphan lung diseases. We are committed to using our formulation capabilities and device engineering prowess to lessen the burden of diseases such as diabetes, nontuberculous mycobacterial (NTM) lung disease, pulmonary fibrosis, and pulmonary hypertension. Our signature technologies – dry-powder formulations and inhalation devices – offer rapid and convenient delivery of medicines to the deep lung where they can exert an effect locally or enter the systemic circulation, depending on the target indication.
Position Summary:
The Director, Key Account Manager Lead will be responsible for successfully leading an account management team who own the relationships with key academic institutions, IDNs and GPOs and leverage these relationships to generate increased demand and access for the product by targeting appropriate prescribers and influencers within the territory
The KAM Lead will have account management responsibilities in addition to leading the team. Will be responsible for the development and management of a team with the goal of building relationships at strategic targets within their territory and will utilize in-person and virtual tools to effectively market the product. Strong people leadership and a commitment to developing people is key to the role. This position is field based.
Principal Responsibilities:
The Director will be called upon to successfully lead and motivate their Team to execute the strategy, supporting the initiatives set forth in the business plan to include:
- Manage organizational related objectives for account management support.
- Lead a team of account managers in the development of account business plans and account specific strategies and tactics that optimize business performance.
- Analyze and assess account management issues and opportunities both nationally and locally.
- Execute and maintain contracted relationships with key accounts and customers (institutions, hospitals, IDN, Physicians, and Staff).
- Develop and drive the relationship with target institution and community accounts, including establishing and maintaining positive relationships with key influencers and decision makers within the accounts.
- Build and manage account profile for each assigned account, detailing procedure for protocol development, pull-through targets for sales force, current placement of product on pathway and protocols, and identification of key influencers and protocol decision-makers.
- Employ in-person tactics to execute against account plans, including visiting accounts to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy and safety information on product to key treatment decision makers within these high control accounts.
- Be the main strategic point of contact working with account leadership to educate and implement therapeutic policies, processes, and protocols aligned to specific accounts delivering on sales growth objectives.
- Identify areas of opportunity including account formulary position, clinical pathways, and partnerships with specialty pharmacies.
- Operating as the subject-matter expert on access, reimbursement, and operational efficiencies.
- The Director is expected to be a player/coach, with home office and field base responsibilities
Education and Experience Qualifications:
- BS/BA Degree required.
- 15 years in Commercial Medical Device/ Biotech / Pharmaceutical experience.
- 10 years of experience working with Institutions, IDNs and/or GPOs.
- Minimum of 7 years working with specialty pharmacies and HUBs preferred.
- 3-5 years prior experience managing a team of field-based employees.
- Diabetes experience required.
- Contract management experience.
- Willingness to travel as required.
- Prior management experience preferred.
- Up to 50% travel required, for team member meetings and regional responsibilities with customers/accounts.
