The
Key Account Manager (KAM), Oncology Diagnostics will be responsible for developing strong corporate relationships between Hologic Oncology and a group of designated, strategic key accounts. Key Accounts can include but are not limited to Academic Centers, Integrated Delivery Networks (IDNs), Integrated Delivery Systems (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), Long-Term Care (LTC), professional societies, HCP organizations, and quality improvement organizations.
The KAM is responsible for managing the total network associated with each strategic account. S/he will be responsible for the overall commercial performance of a strategic account, and the development of key academic and thought leader relationships. The KAM is responsible for the development and implementation of Customer Development Plans for designated accounts. The KAM is also responsible for working with state, regional or district business leaders and cross-functional Hologic specialists to ensure appropriate level of support for an account. Additional responsibilities include segmenting and prioritizing accounts as well as identifying key players within the accounts.
The KAM will be responsible for achieving pre-determined quarterly growth targets across a total network of designated Key and Strategic Accounts. Quarterly revenue growth will be measured as total revenue increase versus the baseline of historic revenue production within designated accounts. Variable compensation will be uncapped, and tied directly to growth of the total strategic account network in excess of the assigned quarterly growth target.
The KAM will work with other Hologic stakeholders in the identification and development of additional revenue opportunities as well as the identification of competitor and market activities. KAMs will partner with National Sales Directors, Regional Sales Managers, local Oncology Account Executives, Field Science Liaisons and Medical Science Liaisons to build multi-dimensional, powerful corporate relationships with these strategic targets.
The Hologic Oncology KAM role has three key focus areas:
- Customer Engagement
- Account Management
- Business/People Leadership.
Customer Engagement
- Develop and/or maintain effective relationships with key Customer C-Suite, academic thought leaders, administrative and decision-making roles within an account (CEO, CFE, CMO, Chief of Oncology, Academic Oncology Division Directors, Dir. of Quality, Industry Relations, etc.)
- Identify key customers including the decision making and influencing network
- Internal within each network
- External but impacting the account and local health economy
- Develop opportunities to institutionalize Breast Cancer Index and Cancer TYPE ID through EHR integration
- Work to integrate both Breast Cancer Index and CancerTYPE ID into local or academic pathways
- Develop KOL Thought Leaders who may be converted to speakers, payer advocates and regional champions for Hologic tests and services
- Seek out opportunities for synergy and collaboration to achieve both Hologic Oncology and customer goals through active and transparent customer/account planning
- Develop effective customer relationships within prioritized accounts.
- Develop effective relationships with key opinion leaders to build advocacy regionally and nationally
- Understand and seek to influence key local, regional and national healthcare issues, Customer issues/trends and best practices
- Manage co-execution of Customer Plans (holding Customer and Hologic Oncology accountable for plan execution)
- Enable appropriate pull through brand opportunities for customer facing roles.
Account Management
- Manage a set of prioritized (designated) accounts to achieve agreed business objectives and revenue goals
- Network test usage throughout satellite offices within total health systems to align with institutional usage patterns
- Ensure that sales opportunities are maximized across the total product portfolio within strategic accounts
- [LW1] Build and execute value propositions developed by the Hologic brand teams and effectively deploy applicable customer plans
- Communicate customer, competitor information, and value proposition (insights) to brand marketing and regional sales leadership teams
- Monitor progress in key accounts and evolve action plans as appropriate (monitor customer contacts, plan execution, profit, value, volume growth, and market share) working closely with local Oncology Account Executives and Regional Managers
- Take a long-term view of Oncology business within key customers/accounts to deliver on-going opportunities for the portfolio
- Identify market growth opportunities through the optimization of improved and timely diagnosis, treatment, and adherence in aligned disease priority areas
Business & People Leadership
- Act as the business quarterback between sales, marketing and medical affairs within each key account
- Be a local expert on healthcare reform and the evolving landscape of oncology diagnostics
- Be instrumental in the development of account and strategic planning priorities
- Coordinate and lead pull through activities in alignment with oncology regional managers
- Coordinate with cross functional teams to deploy offers and/or value propositions with customers
- Be able to take a short, mid and long-term view of the business with Key Accounts, delivering ongoing opportunities for the portfolio, aligning across all Hologic Business Units, including Breast and Skeletal Health and Surgical divisions when appropriate
Desired Skills:
- Commercial Acumen: Demonstrated knowledge of the healthcare market and disease states, ability to develop and manage relationships with institutional Customers (C-Suite & KOLs), demonstrated account management & negotiation skills and understand how to prioritize resources and develop business plans.
- Business & Financial Acumen: Understands differential resource deployment, demonstrated ability to manage resource allocations
- Account Management: Is able to understand, influence and adapt to changing local healthcare, key Customer and stakeholder needs. Assesses the portfolio of Accounts and prioritizes limited resources in order to create ‘wins’ for the Customer and for Hologic Oncology.
- Strategic Thinking: Aligns local, regional or national Account / Customer needs with Oncology goals, understands the healthcare and local market trends and accordingly develops appropriate Account plans.
- Collaboration & Cross-Functional Team Work: Builds and maintains strong trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of the healthcare environment.
- Leadership: Upholds Hologic values, provides a vision of how goals will be delivered at a local/regional/national level;
- Communication: Effective listening and communication skills; thinks and communicates with the needs of the audience in mind.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the basic knowledge, skills, and/or abilities required:
- Relationships with Key Opinion Leaders within strategic accounts is required. Candidates will be required to comprehensively detail the volume and extent of existing KOL relationships and extent of access within designate Key Accounts
- Awareness of oncology pathways and EHR systems within strategic accounts, with tactical knowledge and experience with commercial penetration of each pathway or system
- Ability to work successfully in a team environment, and communicate regularly with sales management, local sales reps, FSLs, MSLs, marketing, and R&D to understand scientific/clinical information, business strategies, and market dynamics in order to execute the appropriate clinical discussions with customers
- Ability to rapidly acquire knowledge of Biotheranostics product(s) as well as the competitive landscape in the molecular diagnostics industry
- Ability to interface with Key Account professionals from other divisions of Hologic to identify areas of synergy or opportunities for co-promotion or collaboration
- Excellent verbal and written communication skills, with experience writing and publishing materials for peer reviewed publications preferred
- Excellent public speaking skills required
- Excellent scientific analytical skills
Education
Experience:
- 5-10 years of oncology diagnostics, pharmaceutical or biotech sales/marketing experience is required
- At least 3 years as an Oncology Key Account Manager in a similar capacity is preferred
- At least 3 years in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups is preferred
Specialized Knowledge:
- Oncology expertise and experience is required
- Expertise in Microsoft Windows and Office, specifically Outlook, Word, and PowerPoint, Excel and other popular business software desirable
- Experience with Salesforce.com CRM software is required
Additional Details:
- Work is performed in a home office, medical office and laboratory office environments
- Regularly required to travel up to 75% of the time
The total compensation range for this role is $254,000 to $343,000. This is based on a base salary and commission plan combination. Final compensation packages will ultimately depend on factors including relevant experience, skillset, knowledge, territory/ geography, education, business needs, market demand and performance versus quota.
Agency And Third Party Recruiter Notice
Agencies that submit a resume to Hologic must have a current executed Hologic Agency Agreement executed by a member of the Human Resource Department. In addition, Agencies may only submit candidates to positions for which they have been invited to do so by a Hologic Recruiter. All resumes must be sent to the Hologic Recruiter under these terms or they will not be considered.
Hologic’s employees are subject to third-party COVID-19 vaccination requirements, including from customers and governmental entities. Hologic is an equal opportunity employer and consistent with federal, state, and local requirements, will consider requests for reasonable accommodation based on disability or sincerely-held religious beliefs where it is able to do so without undue hardship to the company.
Hologic, Inc. is proud to be an Equal Opportunity Employer inclusive of disability and veterans.
