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The Key Account Manager – Transplant (KAM) is the liaison between Takeda and transplant centers within their designated territory. The KAM is responsible for the presentation of information about Takeda’s transplant products and the services associated with the products to transplant surgeons, organ specialists, Infectious Disease specialists, transplant nurses, pharmacists, financial coordinators, and other health care professionals and/or members of the transplant team within the center, including other key customers involved in the decision-making process in the clinical environment, as appropriate based on Takeda’s expanding portfolio.
Achieve or exceed sales targets and Management by Objective (MBO) goals.
Develop and execute strategic and tactical account planning, such as uncovering needs, stakeholder / influence mapping, identifying / prioritizing business goals, helping define value propositions, delivering value propositions developed in collaboration with marketing and managed market teams, developing tactical plans, etc.
Develop a comprehensive, territory-specific business plan which includes strategies and tactics aimed at achieving corporate objectives.
Gain access for specialty products in accounts, in terms of protocol access (inclusion of specialty products in clinical/prescriber protocols and clinical pathways), as well as formulary access, if applicable.
Conduct account management at all transplant centers within the assigned territory, foster confidence in Takeda’s holistic approach to engagement, and assist with on-going service and support as needed.
Develops relationships with Executive Level, Operations, Financial, and Pharmacy based personnel within each of the transplant centers in their territory. Calls on key stakeholders to position Takeda’s products and to ensure effective supply, and support of Takeda’s product portfolio.
Develop relationships with Thought Leaders and leverage relationships with clinical experts to apply at account levels to educate and inform therapeutic processes and protocols at an institution level.
Identify the key stakeholders within each transplant center as well as their respective needs and priorities and build relationships throughout the organization.
Responsible for developing cross functional business plans as well as launching business development initiatives and strategies for large volume/high volume transplant centers.
Attains sales goals and objectives by delivering Business Objectives and prescriber growth, as well as other key metrics in the assigned Territory. Utilize discretion and judgment to execute the franchise and company brand strategy and tactics within the assigned customer segment, which may be Key Medical Policy, Operations, Pharmacy, Practice Guideline and Clinical decision makers, as well as any critical support staff within a specific geographic area.
Develop and regularly evaluates account business plans to ensure they continue to meet strategic business objectives and align with emerging trends and changes within key customer segments or accounts. Prepare and present account business plans to management as appropriate.
Continually assesses information related infusion economics, inventory management, reimbursement, procurements and deployment strategies and partners with internal and external experts to stay up-to-date on the latest access and reimbursement issues and trends at the local, regional and national level.
Appropriately uses available tools and resources to monitor and evaluate industry/managed care trends and communicate relevant information to those who are impacted (i.e. Sales Forces, Leadership, SFE Lead, Marketing and Market Access)
Works within established protocols to regularly communicate and deliver updates and status reports to cross functional team and stakeholders in an effort to enhance the field sales force selling opportunities in their marketplace.
Delivers approved messages encompassing accurate clinical, financial, outcomes, and operational issues. Strategically manages assigned accounts, budget and allocated resources provided yielding maximum effectiveness and impact.
Act as an agent on behalf of assigned customer segment to educate home office personnel on relevant therapeutic account information. Collaborate with cross-functional colleagues to effectively communicate status updates on account issues/trends within their territory.
Bachelor’s degree – BA/BS
5 years direct selling experience to healthcare professionals in the pharmaceutical, biotech, device, specialty or healthcare industry that included the following:
Developing and executing business plans aligned with corporate objectives
Launching business development initiatives and strategy for execution
Advanced business skills in negotiation, strategy, presentation, analytics and teamwork
Strong collaboration working within teams
Demonstrated business and strategic planning skills to identify unique selling opportunities and adaptability to changing market conditions
Understanding of managed care landscape and how it influences/impacts business
Strong verbal, influencing, presentation and written communication skills
Strong collaboration skills and success working in teams
Reside within assigned geography
Preferred:
Experience within transplant and/or rare disease is highly preferred
Account-based sales (e.g. hospital, health system, infusion centers and large group practice) experience or experience within rare disease developing centers of excellence or working with comprehensive care teams in a holistic diagnosis and support model
Experience with buy & bill product selling/account management
Understands payer access and reimbursement at assigned regional, state, and local levels
Advanced business or scientific degree (MBA, MS, PharmD, etc.)
Experience with managing and communicating complex reimbursement issues
Experience with complex selling situations
Pharmaceutical product launch experience
Experience in calling on specialists involved in transplant: Hematologist Oncologist, Infectious Disease, Nephrologist, Pulmonologist, Hepatologist, Cardiologist, etc.
TRAVEL REQUIREMENTS:
Travel ~50-60%. Travel (%) depends on the needs of the customer and business and where the candidate resides within the territory.
Ability to drive to or fly to various meetings/client sites and to do field visits with sales team members, attend meetings on a local and national basis, and training.
Overnight travel
Occasional travel to Boston for Home Office / Headquarters interactions
LICENSES/CERTIFICATIONS:
Valid driver’s license
Candidate is required to obtain and maintain Hospital Credentialing to gain access and work with HCPs in the hospital environment. Hospital credentialing requirements may include, but are not limited to, background checks, drug screens, proof of immunization/vaccination for various diseases and specific training and other credentialing requirements based on customer requirements
At Takeda, we are transforming patient care through the development of novel specialty pharmaceuticals and best in class patient support programs. Takeda is a patient-focused company that will inspire and empower you to grow through life-changing work.
Certified as a Global Top Employer, Takeda offers stimulating careers, encourages innovation, and strives for excellence in everything we do. We foster an inclusive, collaborative workplace, in which our teams are united by an unwavering commitment to deliver Better Health and a Brighter Future to people around the world.
Takeda Compensation and Benefits Summary
We understand compensation is an important factor as you consider the next step in your career. We are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices.
For Location:
Pennsylvania - VirtualU.S. Base Salary Range:
154,400.00 - 212,300.00The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors, including the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, certifications or other professional licenses held, and the location in which the applicant lives and/or from which they will be performing the job. The actual base salary offered will be in accordance with state or local minimum wage requirements for the job location.
U.S. based employees may be eligible for short-term and/ or long-term incentives. U.S. based employees may be eligible to participate in medical, dental, vision insurance, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, a tuition reimbursement program, paid volunteer time off, company holidays, and well-being benefits, among others. U.S. based employees are also eligible to receive, per calendar year, up to 80 hours of sick time, and new hires are eligible to accrue up to 120 hours of paid vacation.
EEO Statement
Takeda is proud in its commitment to creating a diverse workforce and providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, parental status, national origin, age, disability, citizenship status, genetic information or characteristics, marital status, status as a Vietnam era veteran, special disabled veteran, or other protected veteran in accordance with applicable federal, state and local laws, and any other characteristic protected by law.
Job Exempt
Yes
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