Jobs

Key Account Manager - Texas Central at Melinta Therapeutics
Austin, TX, US
Job purpose

The Key Account Manager (KAM) position is a hospital-based position focused on launching and selling innovative products in the assigned institutional accounts and integrated delivery networks (IDNs). This includes educating clinicians on the clinical benefits of Melinta products to facilitate and gain improved institutional formulary access while expanding appropriate product utilization to exceed business and customer objectives with assigned hospitals and IDNs. The KAM also has accountability for pulling through contracts and facilitating account and clinician access opportunities to ensure achievement of Melinta’s business goals.

Duties and responsibilities

Increase product access and sales in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of Melinta products
Develop territory and account-level plans to grow product utilization, formulary access, and expand the customer base
Understand multiple interdependencies within an account, consider customer treatment goals and needs, and maximize account performance by aligning appropriate solutions, messaging, and stakeholders
Establish and maintain professional relationships with customer opinion leaders and hospitals, including physicians, medical staff, pharmacies, etc
Plan, coordinate, and implement hospital-oriented education forums in accordance with company policies and business plans
Partner with hospital treatment committees to include Melinta products on appropriate disease state protocols
Facilitate continuity of care for discharging patients via Melinta product inclusion on discharge protocols/orders and alignment of approved Melinta reimbursement resources
Collaborate and communicate with Sales, Medical Affairs, National Accounts, Marketing, and Sales Administration on all needs, opportunities, Key Opinion Leader touch points, formulary changes and pull-through initiatives
Qualifications

Recent acute care hospital sales experience in the assigned territory/accounts
Highly motivated, results driven individual
Must be able to work well independently and as a team member; under pressure and shifting priorities.
Self-starter with demonstrated problem solving skills
Excellent communication, (written and oral) presentation and strong interpersonal skills
Strong project management skills to ensure timelines are met, as well as the ability to prioritize and multitask
A flexible attitude with respect to work assignments and continued industry related education.
Ability to work in a matrix environment and to value the importance of teamwork.
Ability to establish and build relationships and rapport with a diverse customer base.
Strong ability to learn and use technical product knowledge
Excellent analytical and problem-solving skills
Computer literacy in MS Word, Excel, PowerPoint, Access etc.
INDUSTRY REQUIRED QUALIFICATIONS:

Preferred hospital experience in Acute Care and/or Infectious Disease
Success planning and executing a new product or solution launch into a hospital setting
Minimum of 10 years of related pharmaceutical sales, marketing and/or training experience.
Proven track record of sales within a hospital environment of the assigned territory/accounts
Willingness and ability to provide proof of childhood immunizations, a negative TB test and other requirements, as set by each hospital’s credentialing protocol for access.
Valid driver’s license and clean driving record
Education

Bachelor’s Degree in a related discipline is required. An MBA is preferred

Key Leadership & Behavioral Competencies

Highly motivated, results driven individual
Must be able to work well independently and as a team member; under pressure and shifting priorities.
Self-starter with demonstrated problem solving skills
Excellent communication, (written and oral) presentation and strong interpersonal skills
Strong project management skills to ensure timelines are met, as well as the ability to prioritize and multitask
A flexible attitude with respect to work assignments and continued industry related education.
Ability to work in a matrix environment and to value the importance of teamwork.
Proven ability to coach and develop direct reports
Excellent analytical and problem-solving skills
Computer literacy in MS Word, Excel, PowerPoint, Access etc.
Willingness and ability to provide proof of childhood immunizations, a negative TB test and other requirements, as set by each hospital’s credentialing protocol for access.
Personal Characteristics

Willing to have the “direct and honest conversation” which, at times, is uncomfortable. Not afraid to confront the facts (or be confronted) and develop a plan to move forward.
Competitive spirit and drive to win. Strong sense of initiative, internal motivation and an unrelenting focus on results.
Openness to feedback and coaching with a strong orientation towards continual learning and improvement. Ability to solicit, accept and provide direct feedback without defensiveness.
Capacity to function in a highly complex, company with ease and fluidity, while driving and influencing results.
Entrepreneurial, flexible, yet results-focused.
High degree of intellectual curiosity, honesty and capability.
Low ego and humble in spirit in spite of his/her track record of outstanding performance.
Position Type / Expected Hours of Work

This position regularly requires long hours and frequent weekend work.

Travel

50-75% travel. May involve some travel to conferences and/or sales meetings as necessary