Key Account Leader - Mid Atlantic District
Scorpion Therapeutics, Baltimore, Maryland, United States, 21276
Role Summary
The Key Account Leader (KAL) is a high-visibility, high-impact sales role focused on strategic account growth across select priority customers. You will partner with Territory Leaders to drive adoption and utilization, shape market presence, and accelerate growth in eye care. This role requires ownership of outcomes, disciplined execution, and collaboration across cross-functional teams. Responsibilities
Deliver sales results across a defined strategic target list and geography, driving adoption, uptake and utilization to exceed sales goals. Lead with strong business acumen, using analytics, insights, and field intelligence to identify growth opportunities and performance drivers. Develop and execute strategic and tactical account plans that translate data into clear, outcome-driven action. Understand stakeholder priorities within key accounts and tailor engagement to accelerate adoption and utilization. Execute a disciplined call strategy that deepens relationships, expands product experience, and drives information exchange. Leverage market access opportunities to expand reach and improve patient pathways. Prioritize and manage a diverse portfolio of strategic accounts with clarity and focus. Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured. Set the standard of compliant teamwork and collaboration with partner territory leaders, district leadership, and cross-functional teams to maximize sales performance. Drive a culture of commitment, empowerment, accountability, continuous improvement, and collaboration, while adapting to a complex selling environment. Ensure PDMA compliance and adherence to company and industry compliance guidelines. Share best practices to elevate national performance and connect territory opportunities to sales leadership and senior leadership. Build credible relationships with key opinion leaders and influencers and connect them to leadership. Serve as a trusted clinical and product expert who enhances the reputation of the organization across the eye care community. Bring a deep, holistic understanding of the eye care ecosystem and fluency in decision-making processes within eye care practices. Develop expert knowledge of ocular surface disease and lid health, including diagnostics, treatment modalities, and real-world practice behavior. Navigate the full practice workflow and align clinical insights with practice needs to elevate patient care and integrate market access considerations into strategic recommendations. Identify gaps and elevate patient care by aligning clinical insights with practice needs. Build relationships with key opinion leaders and influencers and connect them to leadership. Qualifications
Required: Bachelor’s degree in business, science, or related field or commensurate experience. Required: At least 8 years of professional experience in pharmaceutical sales, account management, market access, or relevant healthcare, with a minimum of 4+ years of direct pharmaceutical sales experience. Required: Proven track record of top-tier sales success and managing complex or strategic accounts. Preferred: Eye care experience and successful launch experience. Preferred: Strong problem-solving, collaboration, and adaptability in a fast-paced environment. Required: Excellent communication, teamwork, change management, and decision-making skills. Required: Demonstrated selling skills, high performance, customer focus, and ability to manage resources and relationships. Education
Bachelor’s degree in business, science, or related field or commensurate experience Skills
Strategic account planning Analytical reasoning and data-driven decision making Cross-functional collaboration Clinical and product expertise in eye care Market access strategy Stakeholder management and relationship building Additional Requirements
Field-based position; travel 40–60%+ within geography; additional travel to conventions and HQ may be required. Geography: Baltimore, MD; Washington DC; or Raleigh, NC residents eligible.
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The Key Account Leader (KAL) is a high-visibility, high-impact sales role focused on strategic account growth across select priority customers. You will partner with Territory Leaders to drive adoption and utilization, shape market presence, and accelerate growth in eye care. This role requires ownership of outcomes, disciplined execution, and collaboration across cross-functional teams. Responsibilities
Deliver sales results across a defined strategic target list and geography, driving adoption, uptake and utilization to exceed sales goals. Lead with strong business acumen, using analytics, insights, and field intelligence to identify growth opportunities and performance drivers. Develop and execute strategic and tactical account plans that translate data into clear, outcome-driven action. Understand stakeholder priorities within key accounts and tailor engagement to accelerate adoption and utilization. Execute a disciplined call strategy that deepens relationships, expands product experience, and drives information exchange. Leverage market access opportunities to expand reach and improve patient pathways. Prioritize and manage a diverse portfolio of strategic accounts with clarity and focus. Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured. Set the standard of compliant teamwork and collaboration with partner territory leaders, district leadership, and cross-functional teams to maximize sales performance. Drive a culture of commitment, empowerment, accountability, continuous improvement, and collaboration, while adapting to a complex selling environment. Ensure PDMA compliance and adherence to company and industry compliance guidelines. Share best practices to elevate national performance and connect territory opportunities to sales leadership and senior leadership. Build credible relationships with key opinion leaders and influencers and connect them to leadership. Serve as a trusted clinical and product expert who enhances the reputation of the organization across the eye care community. Bring a deep, holistic understanding of the eye care ecosystem and fluency in decision-making processes within eye care practices. Develop expert knowledge of ocular surface disease and lid health, including diagnostics, treatment modalities, and real-world practice behavior. Navigate the full practice workflow and align clinical insights with practice needs to elevate patient care and integrate market access considerations into strategic recommendations. Identify gaps and elevate patient care by aligning clinical insights with practice needs. Build relationships with key opinion leaders and influencers and connect them to leadership. Qualifications
Required: Bachelor’s degree in business, science, or related field or commensurate experience. Required: At least 8 years of professional experience in pharmaceutical sales, account management, market access, or relevant healthcare, with a minimum of 4+ years of direct pharmaceutical sales experience. Required: Proven track record of top-tier sales success and managing complex or strategic accounts. Preferred: Eye care experience and successful launch experience. Preferred: Strong problem-solving, collaboration, and adaptability in a fast-paced environment. Required: Excellent communication, teamwork, change management, and decision-making skills. Required: Demonstrated selling skills, high performance, customer focus, and ability to manage resources and relationships. Education
Bachelor’s degree in business, science, or related field or commensurate experience Skills
Strategic account planning Analytical reasoning and data-driven decision making Cross-functional collaboration Clinical and product expertise in eye care Market access strategy Stakeholder management and relationship building Additional Requirements
Field-based position; travel 40–60%+ within geography; additional travel to conventions and HQ may be required. Geography: Baltimore, MD; Washington DC; or Raleigh, NC residents eligible.
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