Tolmar
Key Account Manager - Oncology
Senior field‑based commercial position responsible for driving sales performance across large health systems, IDNs, and complex oncology accounts at Tolmar.
Purpose and Scope
Drive sales performance across large health systems, IDNs, and complex oncology accounts.
Require deep expertise in health‑system selling, buy‑and‑bill oncology products, and multi‑stakeholder decision‑making.
Lead strategic account planning for assigned high‑value accounts, focusing on high‑quintile oncology HCPs while mapping and influencing all key decision‑makers across pharmacy, P&T committees, administrators, and clinical leadership.
Sell the company’s Oncology portfolio and remain accountable for individual sales goals and objectives, independent of overlapping Account Manager targets.
Operate with a high degree of autonomy, extensive travel, and strong cross‑functional collaboration.
Strategic Account Leadership
Own and execute strategic account plans for assigned oncology‑focused health systems, IDNs, hospitals, and affiliated clinics.
Map complex account structures, including decision‑makers, influencers, purchasing pathways, P&T processes, and sites of care.
Drive formulary access, protocol adoption, utilization, and share growth across buy‑and‑bill oncology settings.
Identify and prioritize high‑quintile oncology HCPs within each account and develop tailored engagement strategies.
Stakeholder Engagement & Selling
Build and sustain strong relationships with oncologists, pharmacists, pharmacy directors, administrators, nursing leaders, and other key stakeholders.
Present and promote the Oncology portfolio through compliant, on‑label scientific and clinical discussions.
Conduct product education, mixing and administration demonstrations, and appropriate in‑service programs with clinical and pharmacy stakeholders.
Actively ask for the business and advance utilization opportunities on every appropriate call.
Buy‑and‑Bill & Access Expertise
Demonstrate expert understanding of buy‑and‑bill economics, reimbursement pathways, and site‑of‑care dynamics within oncology.
Partner with account stakeholders to align clinical, operational, and financial value propositions.
Navigate inpatient, outpatient, hospital‑owned specialty pharmacies, and off‑site clinics.
Cross‑Functional Collaboration
Work collaboratively with AMRs in overlapping geographies to ensure aligned messaging and coordinated execution—while maintaining independent accountability for KAM goals.
Partner with Marketing, Corporate Accounts, Market Access, and Medical Affairs to address account needs and drive pull‑through.
Serve as the field oncology subject‑matter expert for assigned health systems.
Performance & Reporting
Deliver consistent achievement of assigned sales objectives and key performance metrics.
Track account activity, insights, and progress using CRM tools (Salesforce).
Provide feedback and market intelligence to internal stakeholders to inform strategy and execution.
Compliance
Operate with the highest standards of ethics, compliance, and professionalism.
Take ownership of performance, outcomes, and continuous improvement.
Collaborate transparently and respectfully across teams.
Maintain a patient‑centered mindset in all interactions.
Adapt quickly to change and execute with urgency and accountability.
Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety per SOP‑00821.
Core Values
Center on People: support the well‑being of patients and employees.
Are Proactive & Agile: adapt to change quickly and ignite progress.
Act Ethically: conduct business in an ethical, compliant, and socially aware manner.
Constantly Improve: pursue continuous improvement across products, systems, and services.
Are Accountable: communicate honestly and take ownership of work.
Knowledge, Skills & Abilities
Proven high‑performance track record in oncology health‑system selling.
Deep understanding of health systems, IDNs, oncology workflows, and decision‑making structures.
Strong buy‑and‑bill expertise, including reimbursement and site‑of‑care dynamics.
Advanced consultative and assertive selling skills.
Exceptional communication, negotiation, and relationship‑management capabilities.
Highly organized with strong account planning and project management skills.
Ability to work independently while collaborating effectively across functions.
Strong analytical skills with ability to translate data into actionable insights.
Proficiency with Salesforce and Microsoft Office (Outlook, Word, PowerPoint, Excel).
Education & Experience
Bachelor’s degree in Business, Life Sciences, Pharmacy, Health Administration, or a related field.
Documented success in health‑system selling, preferably in oncology.
Demonstrated success driving formulary approvals, protocol adoption, and utilization growth.
Proven experience selling buy‑and‑bill oncology products.
Experience working with hospital‑owned specialty and inpatient pharmacies.
Working Conditions
Role requiring sitting, driving and standing.
Field‑based, remote position.
Extensive travel required (up to 80%) via air, car, or train.
Valid driver’s license and ability to operate a company vehicle as required.
Ability to lift 50 pounds.
Availability to work extra hours and on weekends as necessary.
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 candidate’s qualifications and experience. The pay range for this position at commencement of employment is expected to be between $165,000 and $215,000 per year, subject to market adjustments during 2025.
About Tolmar Tolmar is a private company founded in 2006, known internationally for advanced drug delivery capabilities and a commitment to partners, patients, and provider communities across dermatology, urology, and oncology. With 22 marketed products supported by 5 NDAs and 17 ANDAs, Tolmar continues to innovate and expand its pipeline.
Benefits
Competitive and inclusive medical, dental, and vision coverage options.
Flexible Spending Accounts for medical expenses and dependent care expenses.
HSA through our HDHP.
CompleteCare reimbursements for eligible health care expenses and premium expenses under alternate group health coverage.
Generous 401(k) match: 100% match up to 6% of compensation, 50% match from 7%‑12% (never greater than 9%).
Tolmar‑paid Life, LTD, and STD insurance coverages, plus voluntary benefit options.
Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services.
Adoption and family‑planning benefits, Fertility and Family Formation Benefits.
Generous paid time off: vacation, sick time, holidays, volunteer time, and discretionary year‑end shutdown.
Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis of age 40 and over, color, disability, gender identity, genetic information, military status, national origin, race, religion, sex, sexual orientation, or any other protected status under applicable law.
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Purpose and Scope
Drive sales performance across large health systems, IDNs, and complex oncology accounts.
Require deep expertise in health‑system selling, buy‑and‑bill oncology products, and multi‑stakeholder decision‑making.
Lead strategic account planning for assigned high‑value accounts, focusing on high‑quintile oncology HCPs while mapping and influencing all key decision‑makers across pharmacy, P&T committees, administrators, and clinical leadership.
Sell the company’s Oncology portfolio and remain accountable for individual sales goals and objectives, independent of overlapping Account Manager targets.
Operate with a high degree of autonomy, extensive travel, and strong cross‑functional collaboration.
Strategic Account Leadership
Own and execute strategic account plans for assigned oncology‑focused health systems, IDNs, hospitals, and affiliated clinics.
Map complex account structures, including decision‑makers, influencers, purchasing pathways, P&T processes, and sites of care.
Drive formulary access, protocol adoption, utilization, and share growth across buy‑and‑bill oncology settings.
Identify and prioritize high‑quintile oncology HCPs within each account and develop tailored engagement strategies.
Stakeholder Engagement & Selling
Build and sustain strong relationships with oncologists, pharmacists, pharmacy directors, administrators, nursing leaders, and other key stakeholders.
Present and promote the Oncology portfolio through compliant, on‑label scientific and clinical discussions.
Conduct product education, mixing and administration demonstrations, and appropriate in‑service programs with clinical and pharmacy stakeholders.
Actively ask for the business and advance utilization opportunities on every appropriate call.
Buy‑and‑Bill & Access Expertise
Demonstrate expert understanding of buy‑and‑bill economics, reimbursement pathways, and site‑of‑care dynamics within oncology.
Partner with account stakeholders to align clinical, operational, and financial value propositions.
Navigate inpatient, outpatient, hospital‑owned specialty pharmacies, and off‑site clinics.
Cross‑Functional Collaboration
Work collaboratively with AMRs in overlapping geographies to ensure aligned messaging and coordinated execution—while maintaining independent accountability for KAM goals.
Partner with Marketing, Corporate Accounts, Market Access, and Medical Affairs to address account needs and drive pull‑through.
Serve as the field oncology subject‑matter expert for assigned health systems.
Performance & Reporting
Deliver consistent achievement of assigned sales objectives and key performance metrics.
Track account activity, insights, and progress using CRM tools (Salesforce).
Provide feedback and market intelligence to internal stakeholders to inform strategy and execution.
Compliance
Operate with the highest standards of ethics, compliance, and professionalism.
Take ownership of performance, outcomes, and continuous improvement.
Collaborate transparently and respectfully across teams.
Maintain a patient‑centered mindset in all interactions.
Adapt quickly to change and execute with urgency and accountability.
Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety per SOP‑00821.
Core Values
Center on People: support the well‑being of patients and employees.
Are Proactive & Agile: adapt to change quickly and ignite progress.
Act Ethically: conduct business in an ethical, compliant, and socially aware manner.
Constantly Improve: pursue continuous improvement across products, systems, and services.
Are Accountable: communicate honestly and take ownership of work.
Knowledge, Skills & Abilities
Proven high‑performance track record in oncology health‑system selling.
Deep understanding of health systems, IDNs, oncology workflows, and decision‑making structures.
Strong buy‑and‑bill expertise, including reimbursement and site‑of‑care dynamics.
Advanced consultative and assertive selling skills.
Exceptional communication, negotiation, and relationship‑management capabilities.
Highly organized with strong account planning and project management skills.
Ability to work independently while collaborating effectively across functions.
Strong analytical skills with ability to translate data into actionable insights.
Proficiency with Salesforce and Microsoft Office (Outlook, Word, PowerPoint, Excel).
Education & Experience
Bachelor’s degree in Business, Life Sciences, Pharmacy, Health Administration, or a related field.
Documented success in health‑system selling, preferably in oncology.
Demonstrated success driving formulary approvals, protocol adoption, and utilization growth.
Proven experience selling buy‑and‑bill oncology products.
Experience working with hospital‑owned specialty and inpatient pharmacies.
Working Conditions
Role requiring sitting, driving and standing.
Field‑based, remote position.
Extensive travel required (up to 80%) via air, car, or train.
Valid driver’s license and ability to operate a company vehicle as required.
Ability to lift 50 pounds.
Availability to work extra hours and on weekends as necessary.
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 candidate’s qualifications and experience. The pay range for this position at commencement of employment is expected to be between $165,000 and $215,000 per year, subject to market adjustments during 2025.
About Tolmar Tolmar is a private company founded in 2006, known internationally for advanced drug delivery capabilities and a commitment to partners, patients, and provider communities across dermatology, urology, and oncology. With 22 marketed products supported by 5 NDAs and 17 ANDAs, Tolmar continues to innovate and expand its pipeline.
Benefits
Competitive and inclusive medical, dental, and vision coverage options.
Flexible Spending Accounts for medical expenses and dependent care expenses.
HSA through our HDHP.
CompleteCare reimbursements for eligible health care expenses and premium expenses under alternate group health coverage.
Generous 401(k) match: 100% match up to 6% of compensation, 50% match from 7%‑12% (never greater than 9%).
Tolmar‑paid Life, LTD, and STD insurance coverages, plus voluntary benefit options.
Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services.
Adoption and family‑planning benefits, Fertility and Family Formation Benefits.
Generous paid time off: vacation, sick time, holidays, volunteer time, and discretionary year‑end shutdown.
Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis of age 40 and over, color, disability, gender identity, genetic information, military status, national origin, race, religion, sex, sexual orientation, or any other protected status under applicable law.
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