Key Account Manager - Austin
Employment Type : Full-Time
Overview: The Office Key Account Manager (KAM) is responsible for the successful promotion of approved products and helping to define the Company as a leader within the ophthalmology community. This is done through development, cultivation, and maintenance of long-term relationships with ophthalmologists and optometrists and all relevant personnel at targeted physician practices/clinics. The KAM works on executing both clinical training of the product, including product administration training, as well as understanding and assisting accounts with the reimbursement process to position products for adoption and rapid uptake. To accomplish this, successful performance will involve facilitating patient and provider access to the product and require the ability to help accounts understand and manage local payer reimbursement policies.
This role requires interaction with a variety of customers including; ophthalmic physicians, nurses, billing staff, administrators, financial personnel, i.e., any relevant stakeholder within physican clinics/offices. The KAM works with the Senior Director, Office Sales and Field Reimbursement Manager to execute the go to market strategy and develop a business plan that maximizes the opportunity in the territory.
Responsibilities: - Achieve territory sales by executing quarterly and annual marketing strategies, which includes delivering branded sales messages, executing planned promotional education programs and supporting accounts with their reimbursement and market access needs.
- Develop product and disease state knowledge and effectively educate and engage healthcare professionals in dialogue about clinical evidence, product efficacy and safety profiles to support on-label prescribing.
- Conduct in office training sessions to ensure accounts use the product as directed.
- Develop and maintain in-depth knowledge of market, demographic, and market access-related information relative to assigned sales territory
- Assist providers with reimbursement issues within core classes of trade, primarily Medicare Part B, Medicare Advantage, and Commercial Managed Care (Regional Plans)
- Also, Medicaid (Fee for Service, Managed Care Organizations), Veteran’s Administration (VISNs), TRICARE Regional Offices, Specialty Pharmacy & Pharmacy Benefit Managers, ACOs and other Integrated Delivery Networks (IDNs), advocacy, consumer, provider and treatment systems
- Set-up and execute speaker programs, and manage promotional budget for such programs
- Attend local/regional meetings to the extent target physicians are to be in attendance.
- Fully comply with all laws and regulations and all Company privacy and data guidelines, relevant state and federal laws and regulations and terms and conditions prescribed in the Sample Administration Agreements and PDMA Guidelines.
- Must be able to drive to customer offices and surgery centers within the assigned territory and hold a valid driver’s license.
- Must be able to travel for work-related meetings and functions (including overnight and/or weekend).
Qualifications: - Bachelor’s degree.
- Minimum of 3-5 years of experience selling in pharmaceutical or medical field with experience in at least one or more of the following areas:
- Ophthalmology and/or Biologic product(s)- injectable biologic product experience highly preferred
- Buy & bill products
- Surgical products
- Proficiency in reimbursement-related matters and willingness to handle them at the account level
Preferred: - Experience with situations requiring total account call, focused on hospitals or ambulatory surgery centers as well as office sites of care.
- Experience with provider site reimbursement interactions (could include practice management, or practice billing and revenue cycle).
- Experience working with a reimbursement support hub.
- Experience working with specialty pharmacies
- Practice Management experience.
- Launch experience
Knowledge, Skills and Abilities:
- A demonstrated top performer with supporting documentation.
- Solid understanding of ophthalmology market with strong relationships with surgeons
- Technical knowledge of health care reimbursement from a patient and provider perspective (J codes, CPT codes, billing coding, appeals process).
- Knowledge of the buy-and-bill process.
- Knowledge of private payer Medicare and Medicaid structure systems and reimbursement process
- Demonstrated teamwork abilities with high emotional intelligence in managing multiple business initiatives and cross-functional relationships.
- Self-motivated with strong organizational and planning skills, attention to detail and accuracy.
The role requires a Background Screen which includes, but is not limited to, the following: criminal screen, education verification (confirmed Bachelor’s Degree from an accredited school) and review of Motor Vehicle Record with no more than 3 moving violations in the last 5 years permitted.