Overview:

The Strategic Account Manager (SAM) is responsible for developing and maintaining relationships with Key Accounts and Key Opinion Leaders (KOLs) in the Multiple Sclerosis marketplace. This role requires a balance of strategic leadership, account management, sales expertise, and in-depth pharmaceutical industry knowledge to drive business growth through key partnerships.

Responsibilities:

Account Management:

• Develop and manage strong working relationships with identified Key Accounts, Key Opinion Leaders (KOLs) and other account stakeholders including MDs, DOs, NPs, PAs, nurses, clinical pharmacists and other office / administrative staff.
• Identify business opportunities within respective geographic area, which may include the coordination of internal stakeholders to call upon large group practices, IDNs, and other key targets, if applicable.
• Monitor assigned territory for new accounts / KOLs who should be added to target list based on their market potential and influence.

Business Planning:

• Create, execute and adjust account and KOL specific next best action plans to achieve business goals and to address customer needs.
• Plan executive encounters at national conferences, in field and at other venues as directed and in a complaint manner.
• Manage travel and expense and promotional events budgets.
• Maintain an updated territory level target list.

Product Education and Demand Generation:

• Provide primary, on-label, commercial product and services education to targeted HCPs.
• Engage MS customers within assigned geographical territory and deliver clinically focused and patient centric messages to grow brand adoption, share and revenue.
• Conduct presentations to institutional based physicians in large academic centers and hospitals or large group practices/groups, as appropriate.

Pull-Through:

• Compliantly assist with patient pull-through in collaboration with field reimbursement, market access and HUB colleagues.
• Collaborate with market access team to solve KOL issues or concerns regarding patient access.

Territory Analysis:

• Monitor and analyze sales performance using company provided tools and KPIs.
• Utilize and act upon any AI generated next best action suggestions per account / KOL.
• Deeply understand IC plan and how to meet and achieve sales objectives.

Insight Generation:

• Generate and capture KOL insights into system of record related to disease state, products, company and competitive landscape.
• Present key market insights and KOL feedback to field leadership, marketing and home office leadership to help inform marketing strategies and brand planning.

Collaboration and Cross-Functional Work:

• Communicate and coordinate with other field-based and home office-based Neurology cross functional team members, especially with overlapping field reimbursement managers, medical science liaisons and market access colleagues in assigned territory to ensure optimal account success and to address customer and patient needs.

Qualifications:

• Bachelor’s degree required.
• Minimum of 3 years of experience in pharmaceutical sales or pharmaceutical account management (5+ years of experience preferred).
• Proven track record of driving revenue growth and achieving sales targets in the pharmaceutical industry.
• Valid driver’s license and willingness to travel (~70-80% of travel given field-based role).

Preferred Qualifications:

• Experience launching products in the pharmaceutical industry and preferably in the MS market.
• Existing relationships with MS Key Opinion Leaders (KOLs) highly desired.