* Candidates must reside in the California Region of the United States
Purpose and Scope
The Key Account Manager specializes in health system selling and requires a unique skill set to navigate the complex landscape of large healthcare organizations as a member of the sales team. Their role involves building relationships with multiple decision-makers, understanding the broader healthcare ecosystem and aligning the company’s products with the system’s strategic goals while driving sales in each targeted account. The KAM will have extensive relationships within the targeted accounts, have first-hand, in depth understanding of navigating health systems and proven success in driving sales in all segments of business within the accounts.
The KAM will play a critical role in driving sales within the company, focusing on hospitals and healthcare systems. The KAM is responsible for developing and maintaining strong relationships within assigned accounts in a specific geographic territory, including but not limited to community-based clinics, IDNs and hospital systems. The KAM will leverage their in-depth knowledge of hospital operations and purchasing processes to drive sales in complex health systems and IDNs.
The KAM will build relationships, understand organizational structures, and tailor sales messaging to the unique needs of their accounts. The KAM will be responsible for a list of accounts and target healthcare providers, pharmacy stakeholders and other office personnel that are involved in the clinical decisions, P&T process, ordering and procurement of Rx and Mx products. The KAM will effectively and efficiently navigate the various places of service within health systems including on and off-site clinics, infusion centers, in-patient pharmacies, owned specialty pharmacies etc. Target list can include community-based clinics depending on business needs.
Essential Duties & Responsibilities
- Account Integration
- Collaborate with healthcare providers and health systems to facilitate the integration and adoption of Tolmar’s products and solutions
- Support the development and implementation of strategies to optimize product placement and utilization within health systems
- Stakeholder engagement
- Build and maintain strong relationships with key stakeholders, including healthcare professionals, administrators and decision makers within health systems
- Act as a liaison between the company and health systems to address needs, gather feedback and ensure effective communication to ensure achievement of sales goals
- Product Promotion:
- Present and promote the company’s products to appropriate stakeholders including Licensed HCPs, medical assistants, pharmacy personnel etc. to increase sales in each account
- Provide on label, detailed information about product benefits, features and indications
- Conduct product demonstrations/ mixing and administration with all relevant stakeholders
- Collaboration with Internal Teams
- Work closely with marketing, sales, corporate accounts and medical affairs teams etc to ensure account needs are met
Core Values
- The Health Systems Specialist is expected to operate within the framework of Tolmar’s Core Values:
- Consistently operate with the highest standards of ethics and compliance.
- Take ownership of your actions, success and setbacks.
- Respect each other and understand that honest collaboration is at the heart of our company success.
- Go the extra mile to make things happen.
- Be committed to all we do and the patients we serve.
- Embrace change with enthusiasm.
- Strive to learn about and understand the needs of customers and patients and take action with great speed and efficiency no matter the task.
Knowledge, Skills & Abilities
- Demonstrates assertive selling techniques including asking for business on every call
- Strong understanding of healthcare systems and ability to navigate selling journey of pharmaceutical products in various places of service within health system
- Excellent communication, negotiation and interpersonal skills
- Insurance and payer knowledge
- Ability to analyze data and present findings effectively
- Strong organizational and project management skills
- Ability to work independently and collaboratively in a fast-paced environment
- Knowledge of industry regulations and compliance standards
- Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines
- Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel
- Proficient in the use of Salesforce
- Ability to drive a company vehicle with an approved driver’s license and insurance
Education & Experience
- Required
- Bachelor’s degree in business, Pharmacy, Health Administration, Life Sciences or a related field.
- Proven experience and success (5 years) in health-system selling
- 5 years of proven and documented success in driving health system formulary processes, developing clinical advocates in pharmacy and in clinics and gaining alignment among complex health system departments to increase sales by establishing utilization of products and/or growing share in existing accounts
- Experience in buy & bill product promotion
- Experience in Rx sales models within health system owned Specialty and In-patient pharmacies
- Preferred
- Advanced degree or certifications in healthcare or health systems management is a plus
Working Conditions
- Remote position/ field based
- Ability to travel via air, car, train etc to healthcare facilities and conferences at least 70% of the time
Compensation
Tolmar compensation programs are focused on equitable, fair pay practices including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on the selected candidates qualifications and experience.
The pay range for this position at commencement of employment is expected to be between ($165,000 and $230,000 year) with an additional incentive compensation plan for the role; however, while salary ranges are effective from 1/1/24 through 12/31/24, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills and abilities.
About Tolmar
Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development and manufacturing of high quality topical products used in dermatology, and extended release dosing forms for products commonly used in urology and oncology. Founded in 2006, we are a private company known internationally for our advanced drug delivery capabilities and our unmatched commitment to our partners, and to the patients and provider communities we serve.
Since our inception, Tolmar has produced 22 marketed products supported by 5 New Drug Applications (NDAs) and 17 Abbreviated New Drug Applications (ANDAs) across urology and oncology and dermatology. With more products forthcoming, our dedicated pipeline reflects Tolmar’s future-focused approach.
Tolmar offers exciting opportunities that will leverage your abilities, expand your skills, and reward your contributions in an atmosphere that encourages both personal and professional growth. Additionally, Tolmar offers competitive compensation and excellent benefits including:
- Competitive and inclusive medical, dental and vision coverage options
- Flexible Spending Accounts for medical expenses and dependent care expenses
- HSA through our HDHP
- CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage
- Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%
- Tolmar-paid Life, LTD and STD insurance coverages, as well as voluntary benefit options
- Employee Assistance Plan, Legal Guidance and Funeral Planning & Concierge Services
- Adoption and family-planning benefits, Fertility and Family Forming Benefits
- Generous paid time off, including:
- Vacation, sick time and holidays
- Volunteer time to participate within your community
- Discretionary year-end shutdown
We provide a positive work environment designed around the philosophy of mutual respect and the challenge and rewards of contributing to the continued success of our organization. Tolmar is committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion.
Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local law. It is our intention that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors.
