Key Account Manager - San Francisco, CA

Key Account Manager

As a Key Account Manager, you will play a pivotal role in driving our U.S. sales strategy and achieving launch revenue targets for a new kidney transplant product. This individual contributor role requires expertise in building sales in new territories, developing and executing sales strategies, and collaborating cross-functionally across the organization.

Reporting to the Regional Business Director, you will establish the initial sales foundation for a new product launch. The KAM role calls for a strategic mindset, a commitment to fostering a high-performance and customer-focused culture, and a drive to accelerate business growth.

Main Tasks and Responsibilities

• Drive sales results through creation of strategic account plans, identifying key opportunities and stakeholders, and driving product utilization in appropriate patients to achieve or exceed sales objectives.
• Build and maintain strong professional relationships with target HCPs, hospital and transplant staff, and others in the patient care continuum.
• Navigate complex hospital, academic center, and transplant environments, including gaining access to key stakeholders and decision makers.
• Handle customer questions consistent with product indication and sales training methodology, including compliantly triaging inquiries to appropriate partners.
• Proactively address customer needs, identify market dynamics and trends, develop local tactics to support brand and corporate objectives, and ensure optimal success in the assigned territory.
• Investigate and understand account target decisions that impact product access, and develop plans to address and ensure patient access to care such as placement on hospital formulary and inclusion into Electronic Medical Records (EMR).
• Develop and maintain in-depth disease state and clinical / scientific knowledge.
• Appropriately communicate and collaborate with all internal partners (Market Access, Medical, Operations, Marketing, Trade) on both strategies and issues impacting the KAM territory and national markets.
• Maximize budget allocated to the KAM territory to support execution of strategies and generate / grow the territory business.
• Plan, organize, and execute local/regional exhibits, promotional speaker programs, and other activities consistent with Hansa company policies.
• Represent the company at industry events, conferences, and networking opportunities to build brand awareness and foster strategic partnerships.

Experience and Qualifications

• Bachelor’s degree in business, biological sciences, or related discipline; advanced degree preferred or equivalent years of work experience.
• Minimum of 7 years of key account sales experience in the pharmaceutical/biotechnology industry, with at least 5 years of relevant therapeutic experience (nephrology, transplant, rare disease, institutional sales).
• Extensive inpatient/institutional new product launch experience.
• Direct experience working with designated accounts, stakeholders, key opinion leaders, and executive-level customers of high influence.
• Prior experience calling on transplant teams, hospitals, and academic centers/institutions.
• Valid driver’s license and satisfactory MVR record.
• Must meet all credentialing requirements for access to academic institutions, medical facilities, and organizations in the assigned geography; these may include background checks, drug screens, and proof of immunization and/or vaccinations.
• 80%+ expected time in the field with 50% overnight travel.