Key Account Manager (KAM) - Anti-Infectives

Job Description & Key Responsibilities

XEDITON is currently seeking energetic, self-motivated professionals with strong account management and communication skills, for the role of KAMs in various provinces. The Key Account Manager (KAM) positions are focused on launching and establishing demand and access for novel hospital antibiotic products to hospitals and hospital systems within an assigned territory. This includes educating formulary decision makers, key stakeholders, and physicians on the clinical benefits of the products and establishing and gaining formulary adoption within the institutional IV antibiotic space. This team will be responsible for formulary access and sales at institutions across Canada.

The ideal KAM should have a strong knowledge base in how hospital products are administered and established for formulary inclusion within the hospital setting. The ability to communicate complex clinical data to ID physicians and other specialists is key, in order to demonstrate competence and communication of a highly scientific space to evidence driven stakeholders. KAMs are also required to understand the formulary process for targeted institutions and possess strong analytical skills.

KAMs are responsible for calling on a variety of targeted healthcare professionals within the institutional setting, planning, implementing and taking ownership of their territory plans to enhance institutional awareness and access to Xediton’s Anti-infective portfolio. To do this successfully, they must have a deep understanding of how to navigate these institutions and systems in order to gain access to and impact these key decision makers.

Specific responsibilities and deliverables include:

• Establish clinical understanding and demand within ID physician community for target accounts.
• Promote products in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products.
• Effectively and consistently call on and educate physicians and other stakeholders within targeted institutions on the use of Xediton’s anti-infective portfolio through one-on-one meetings and presentations, education programs and other appropriate means.
• Responsible for ensuring high level of call and field productivity; expected to meet and exceed expectations for call plans and capture on company’s CRM system.
• Analyze territory information and insights to develop and execute effective account plans, optimize routing, and maximize field resources to achieve results.
• Establish institutional product access through effective engagement with Pharmacy Directors, ID Pharmacists, ID Specialists, Microbiologists, Critical Care physicians and other key customers.
• Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including ID opinion leaders, key hospital medical staff, pharmacies and more.
• Deep knowledge of hospital practices including formulary management and pharmaceutical product review.
• Achieve formulary adoption goals within territory while adhering to all ethical promotional practices and required regulations.
• Assist in sales planning, sales strategies, territorial coverage, and forecasting processes.
• Responsible for accurately reporting field activities, territory expenses and submitting written reports as set forth and defined by Xediton management.
• Create opportunities for product education working directly with local/regional thought leaders and professional societies.
• Execute brand strategies to ensure a consistent company marketing message.
• Exhibit flexibility in order to adapt the selling message to the customer profile and understand the customer’s considerations.
• Attend sales and product related meetings as required.
• Appropriately manage and maintain all company equipment and promotional materials (company literature, iPad, etc.) according to necessary company guidelines.
• Perform Company business in accordance with all regulations, Company policy and procedures. Demonstrates high ethical and professional standards at all times.

Skills & Qualification

The successful candidate is a highly motivated, enthusiastic and dynamic team player who is resourceful and dedicated and has competencies in adapting to changing environments.

Minimum qualifications:

• University Degree in Science Degree
• Minimum 3 years successful sales experience in a hospital environment; anti-infective experience is preferred
• Strong knowledge base in how hospital products are administered and established for formulary inclusion within the hospital setting
• Ability to understand and navigate hospital systems in order to gain access to key decision makers
• Experience in building rapport and relationships within the institutional setting in order to expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals
• Demonstrated track record of successful facilitation of educational programs.
• Successful hospital antibiotic launch experience is a plus.
• Successful experience in establishing hospital product formulary approval through P & T (pharmacy and therapeutic committees) within the IV antibiotic or related category.
• Highly energetic team player with a strong attention to detail and the ability to work both independently and collaboratively.
• Creative, resourceful, organized, adaptable, self-motivated and independent.
• Proficient in Microsoft Office. Experience using social media tools is an asset.
• Very strong time management and organizational skills with the ability to prioritize and manage own workload whilst multi-tasking in order to meet deadlines.
• Strong innovative and creative selling skills. Must have an entrepreneurial spirit.
• Ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product.
• High energy, self-motivated, and results-oriented.
• Strong verbal and written communication skills- speaks clearly and persuasively in positive or negative situations and is able to write clearly and informatively.
• Ability to demonstrate strong influencing skills.
• Must possess a valid driver’s licence.
• Maintain a professional appearance and provide a positive company image to the public.

Salary

$80,000 plus Bonus

If you are ambitious, looking to be part of something that has significant growth potential and this opportunity is of interest, we would like to hear from you. While we appreciate the interest of all applicants, only candidates selected for an interview will be contacted. No agencies please