Position Title: Key Account Manager (KAM)
Department: Sales
Reports To (title): Executive Director, National Hospital Sales
Location: Remote, Field-Based
Date: 9/29/26
☒ Exempt ☐ Non-Exempt
Summary of Position:
The Key Account Manager (KAM) owns the integrated strategy and drives measurable business performance for priority Integrated Delivery Networks (IDNs), regional health systems, and other strategic hospital accounts. In alignment with the Regional Business Director (RBD), the KAM serves as the commercial account quarterback, translating each system’s structure, priorities, and decision-making processes into focused account plans that strengthen key stakeholder relationships, address access and implementation barriers, and drive appropriate utilization and growth of NUZYRA consistent with approved labeling.
The Key Account Manager leads through influence, aligning hospital sales representatives and cross-functional partners around clear priorities and accountability. The role also extends its strategic impact beyond targeted accounts by sharing insights, identifying opportunities, and helping strengthen account performance across the broader region.
Position Responsibilities:
- Partner with the Regional Business Director (RBD) to identify and prioritize IDNs, regional health systems, and strategic hospital accounts where KAM involvement can materially improve strategy, execution, and business growth.
- Own the integrated commercial strategy for selected targeted accounts, maintaining alignment with the RBD and accountability for account-plan execution, advancement, and business results.
- Develop and maintain differentiated system and affiliated hospital account plans grounded in each system’s structure, decision-making tree, and key clinical, quality, and stewardship priorities. Establish a clear account vision, measurable goals, milestones, owners, timelines, and resource needs.
- Lead account matrix teams through influence, creating alignment and commitment among RBDs, hospital sales representatives, and relevant cross-functional partners. Engage the appropriate sales, Field Reimbursement, Market Access, and other internal resources while respecting applicable functional roles and responsibilities, and ensure clear actions, ownership, timelines, and follow-through.
- Build credible relationships with influential stakeholders across executive, clinical, pharmacy, quality, antimicrobial stewardship, operational, and economic functions. Use approved clinical evidence to connect NUZYRA with relevant patient-care and health-system priorities.
- Identify and compliantly address access and implementation barriers, including formulary, contracting, reimbursement, distribution, clinical pathway, order-set, and workflow complexities. Coordinate with appropriate internal subject matter experts and manage contracting efforts within applicable company policies.
- Drive measurable and appropriate NUZYRA utilization and system-level growth across selected priority accounts, increasing both the depth of adoption within priority hospitals and the breadth of implementation across affiliated entities.
- Use account, market, utilization, and performance data to identify opportunities, monitor progress, refine account strategy, and prioritize resources.
- Extend strategic impact beyond selected priority accounts by supporting regional opportunities where KAM involvement can materially strengthen strategy, execution, or business growth. Share relevant insights, repeatable approaches, and lessons learned across the regional and national KAM organization.
- Deliver business results with integrity and in full compliance with Company policies and all applicable laws, regulations, and promotional requirements and guidelines. Maintain timely and accurate documentation of account activity, decisions, and progress.
Candidate Requirements:
- Bachelor's degree required.
- A minimum of 8+ years of progressive pharmaceutical or biopharmaceutical commercial experience, including meaningful experience within hospital, institutional, or health-system markets, with a documented and measurable track record of pharmaceutical sales performance, required.
- Demonstrated personal ownership of complex IDN or health-system account strategy, including development and execution of account plans that produced measurable business results.
- Proven ability to synthesize complex accounts, market, stakeholder, clinical, and commercial information into a clear strategy, prioritized action plan, and measurable goals.
- Demonstrated ability to collaborate and influence effectively within a matrixed organization, and independently establish accountability, navigate conflict, and maintain productive working relationships.
- Strong strategic planning, business judgment, problem-solving, negotiation, facilitation, organization, and project-management capabilities.
- Exceptional verbal, written, presentation, and executive communication skills, including the ability to explain complex information clearly and credibly.
- Proven ability to understand, articulate, and appropriately communicate complex clinical and scientific information.
- Experience using CRM systems, market, and account analytics to support prioritization, planning, and execution of account strategies.
- Demonstrated commitment to ethical decision-making, compliance, customer focus, and high standards of personal accountability.
- Valid driver's license and ability to satisfy applicable Company driving requirements.
Preferred Qualifications:
- Demonstrated ability to lead through influence and effectively facilitate cross-functional or matrix account teams, strongly preferred.
- Experience engaging senior health-system executive, clinical, pharmacy, quality, antimicrobial stewardship, operational, or economic decision-makers, strongly preferred.
- Experience navigating hospital formulary, contracting, access, protocol, pathway, and implementation processes, strongly preferred.
- Experience in infectious disease, institutional antibiotics, hospital medicine, critical care, emergency medicine, or a closely related hospital therapeutic area, strongly preferred.
- Familiarity with clinical quality, antimicrobial stewardship, care pathways, reimbursement, payer dynamics, specialty distribution, or buy-and-bill channels are beneficial but not required.
Additional Information:
- Location: Remote, field-based. Candidates are not required to reside within the assigned region but must live within practical travel proximity to the region, with convenient access to a major airport and the ability to reach priority markets efficiently.
- Technology: Microsoft Office Suite, Definitive Health, CRM platforms; Veeva experience preferred.
- Travel (%): Up to 80%, including overnight travel, based on account geography, customer requirements, and business priorities.