Key Account Manager, Mid-Atlantic Region- FUROSCIX
Scorpion Therapeutics, New Philadelphia, Pennsylvania, United States, 17959
Role Summary
Key Account Manager for FUROSCIX in the Mid‑Atlantic region. Supports FUROSCIX commercial growth within targeted IDNs, AMCs, and hospital networks. Responsible for executing region‑specific account plans, managing day‑to‑day engagement with institutional stakeholders, and guiding discharge workflows and care‑transition protocols to align with regional and national access strategies. Reports to the Executive or National Director of Key Accounts and participates in ongoing business development.
Responsibilities
Sales & Business Development: Identify opportunities for growth, negotiate contracts, and manage the sales process for key accounts to impact length of stay and 30‑day readmissions.
Account Engagement & Execution: Manage assigned institutional accounts within the region, building and maintaining strategic relationships with clinical, administrative, and pharmacy decision‑makers to support product access and demand generation.
Protocol & Pathway Integration: Act as the main point of contact with care teams, prescribers, and EMR stakeholders to integrate FUROSCIX into treatment protocols, care pathways, and formularies.
Tactical Account Planning: Develop and execute detailed tactical plans for each account aligned with broader regional strategy; maintain up‑to‑date account profiles.
Cross‑Functional Coordination: Collaborate with Sales, Market Access, Trade, Field Reimbursement, Medical Affairs, Marketing, and Patient Support to address account‑specific needs and drive FUROSCIX adoption.
Pull‑Through Support: Identify and execute pull‑through strategies with internal and field partners to ensure patient access to FUROSCIX once formulary access is secured.
Market Insights & Reporting: Provide on‑the‑ground insights to the Director regarding barriers to access, opportunities, and competitor activity; analyze data to update account plans and optimize performance.
Qualifications
Required: 5–8 years of pharmaceutical or biotech industry experience, with at least 2–3 years in an institutional or account‑based role.
Required: Proven track record engaging with IDNs, AMCs, or large specialty group practices.
Required: Strong understanding of formulary processes, care delivery models, and account‑based selling strategies.
Required: Experience in collaborating across Sales, Access, Medical, and Marketing teams.
Preferred: Knowledge of the cardiorenal space.
Required: Field‑based role with regular in‑person customer engagements.
Required: Ability to work evenings and weekends as business dictates.
Required: Attend and represent MannKind at local, regional, national conferences, trade shows, and community events.
Skills
Excellent interpersonal, communication, and organizational skills.
Teamwork & Leadership: Functional influencer; builds effective partnerships and works collaboratively with others to meet shared objectives; deliberately includes and inspires colleagues and team members.
Execution: Leverages diverse resources to efficiently and effectively deliver consistent functional results; resilient and productive in face of unexpected challenges; holds self and others at functional level accountable to meet commitments.
Solution Maker: Dissects functional process issues to discover opportunities for improvement; leverages resources to deliver function‑level solutions/improvements; builds internal and external networks; demonstrates courage to ask questions, try new things and provide actionable feedback.
Continuous improvement: Creates new ways for self and team to be effective; proactively leverages resources where appropriate; early adopter and implementer of technology and a student of the industry.
Awareness: Leverages personal strengths and manages limitations; exhibits self‑authority and resilience; demonstrates confidence and trust in self/strengths to meet challenges; appropriately adapts behavior to different and changing situations.
Education
Bachelor’s degree required; advanced degree a plus.
Additional Requirements
Willingness to travel within assigned geography (50%–75%).
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Responsibilities
Sales & Business Development: Identify opportunities for growth, negotiate contracts, and manage the sales process for key accounts to impact length of stay and 30‑day readmissions.
Account Engagement & Execution: Manage assigned institutional accounts within the region, building and maintaining strategic relationships with clinical, administrative, and pharmacy decision‑makers to support product access and demand generation.
Protocol & Pathway Integration: Act as the main point of contact with care teams, prescribers, and EMR stakeholders to integrate FUROSCIX into treatment protocols, care pathways, and formularies.
Tactical Account Planning: Develop and execute detailed tactical plans for each account aligned with broader regional strategy; maintain up‑to‑date account profiles.
Cross‑Functional Coordination: Collaborate with Sales, Market Access, Trade, Field Reimbursement, Medical Affairs, Marketing, and Patient Support to address account‑specific needs and drive FUROSCIX adoption.
Pull‑Through Support: Identify and execute pull‑through strategies with internal and field partners to ensure patient access to FUROSCIX once formulary access is secured.
Market Insights & Reporting: Provide on‑the‑ground insights to the Director regarding barriers to access, opportunities, and competitor activity; analyze data to update account plans and optimize performance.
Qualifications
Required: 5–8 years of pharmaceutical or biotech industry experience, with at least 2–3 years in an institutional or account‑based role.
Required: Proven track record engaging with IDNs, AMCs, or large specialty group practices.
Required: Strong understanding of formulary processes, care delivery models, and account‑based selling strategies.
Required: Experience in collaborating across Sales, Access, Medical, and Marketing teams.
Preferred: Knowledge of the cardiorenal space.
Required: Field‑based role with regular in‑person customer engagements.
Required: Ability to work evenings and weekends as business dictates.
Required: Attend and represent MannKind at local, regional, national conferences, trade shows, and community events.
Skills
Excellent interpersonal, communication, and organizational skills.
Teamwork & Leadership: Functional influencer; builds effective partnerships and works collaboratively with others to meet shared objectives; deliberately includes and inspires colleagues and team members.
Execution: Leverages diverse resources to efficiently and effectively deliver consistent functional results; resilient and productive in face of unexpected challenges; holds self and others at functional level accountable to meet commitments.
Solution Maker: Dissects functional process issues to discover opportunities for improvement; leverages resources to deliver function‑level solutions/improvements; builds internal and external networks; demonstrates courage to ask questions, try new things and provide actionable feedback.
Continuous improvement: Creates new ways for self and team to be effective; proactively leverages resources where appropriate; early adopter and implementer of technology and a student of the industry.
Awareness: Leverages personal strengths and manages limitations; exhibits self‑authority and resilience; demonstrates confidence and trust in self/strengths to meet challenges; appropriately adapts behavior to different and changing situations.
Education
Bachelor’s degree required; advanced degree a plus.
Additional Requirements
Willingness to travel within assigned geography (50%–75%).
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