Job Description

The 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 ophthalmic surgeons and all relevant personnel at physician practices/clinics and ambulatory surgery center accounts. The KAM works on executing both clinical training of the product 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 (primarily surgeons), nurses, billing staff, administrators, financial personnel, i.e., any relevant stakeholder within ASCs and hospital outpatient departments. The KAM works with his/her assigned Regional Director and Field Reimbursement Manager to develop a strategy and business plan that maximizes the opportunity in the territory.

Principal Duties and Responsibilities include the following:

• Achieve territory sales by executing quarterly and annual marketing strategies, which includes delivering branded sales messages, executing planned programs such as in-surgery training, communication of quarterly rebates (if applicable), scheduling and following-up with medical educational programs, and supporting accounts with their reimbursement and market access needs including the communication of the quarterly CMS drug reimbursable schedule.
• 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-surgery 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)
• 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).

Qualification Requirements:

• 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) experience
• Buy & bill 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.

Key Performance Competencies:

• Self-motivated
• Interpersonal savvy
• Customer focus
• Business acumen, planning and organization
• Driving for results

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