The Key Account Manager (KAM) is responsible for the successful promotion of approved products and helping define the Company as a leader within the ophthalmology community. This is done through development, cultivation and maintenance of long-term relationships with ophthalmic surgeons and all relevant personnel at ambulatory surgery center accounts. The KAM works on executing both clinical training of the product as well as understanding and assisting accounts with the reimbursement process to position products for rapid uptake. To accomplish this, successful performance will involve facilitating patient and provider access of product, and require the ability to help accounts understand and manage local payer reimbursement policies.
This role requires interaction with a variety of customers including; physicians (primarily surgeons), nurses, billing staff, administrators, financial personnel, i.e., any relevant stakeholder within ASCs and hospital outpatient departments. The KAM works with his/her assigned Area Sales Director and Reimbursement Manager to develop a local strategy and business plan that maximizes the opportunity across the assigned territory.
Achieve territory sales by executing Plan of Action (POA) marketing strategies, which includes delivering branded sales messages, executing planned programs such as in-surgery training, scheduling and following-up with medical educational programs, and supporting accounts with their reimbursement and market access needs.Develop product and disease state knowledge and effectively educate and engage healthcare professionals in dialogue about clinical evidence, product efficacy and safety profiles to support on-label prescribing.Conduct in-surgery training sessions to ensure accounts use the product as directed.Develop and maintain in-depth knowledge of market, demographic, and market access-related information relative to assigned sales territoryAssist providers with reimbursement issues within core classes of trade, primarily Medicare Part B, Medicare Advantage, and Commercial Managed Care (Regional Plans)
oAlso Medicaid (Fee for Service, Managed Care Organizations), Veteran’s Administration (VISNs), TRICARE Regional Offices, Specialty Pharmacy & Pharmacy Benefit Managers, ACOs and other Integrated Delivery Networks (IDNs), Advocacy, consumer, provider and treatment systems
Set-up and execute speaker programs, and manage promotional budget for such programsAttend local/regional meetings to the extent target physicians are to be in attendance.Fully comply with all laws and regulations and all Company privacy and data guidelines, relevant state and federal laws and regulations and terms and conditions prescribed in the Sample Administration Agreements and PDMA Guidelines.Must be able to drive to customer offices and surgery centers within the assigned territory, and hold a valid driver’s license.Must be able to travel for work-related meetings and functions (including overnight and/or weekend).
Key Working relationships:
Report to Regional (Account) DirectorWork with Reimbursement Manager(s) as neededPatient-access services (hub)Medical Affairs
Education and Experience:
Bachelor’s degreeMinimum of 3-5 years of experience selling in pharmaceutical or medical field with experience in at least one or more of the following areas:
- Ophthalmology and/or Biologic product(s)- injectable biologic product experience highly preferred
Buy & bill productsSurgical productsProficiency in reimbursement-related matters and willingness to handle them at the account level
Experience with situations requiring total account call, focused on hospitals or ambulatory surgery centers as well as office sites of careExperience with provider site reimbursement interactions (could include practice management, or practice billing and revenue cycle)Experience working with a reimbursement support hubExperience working with specialty pharmaciesPractice Management experienceLaunch experience
Knowledge, Skills and Abilities:
A demonstrated top performer with supporting documentationSolid understanding of ophthalmology market with strong relationships with surgeonsTechnical knowledge of health care reimbursement from a patient and provider perspective (miscellaneous J codes, billing coding, appeals process)Knowledge of the buy-and-bill processKnowledge of private payer Medicare and Medicaid structure systems and reimbursement processDemonstrated teamwork abilities with high emotional intelligence in managing multiple business initiatives and cross-functional relationshipsSelf-motivated with strong organizational and planning skills, attention to detail and accuracy
Key Performance Competencies:
Self-motivatedInterpersonal savvyCustomer focusBusiness acumen, planning and organizationDriving for results