Amplity Health Sacramento, CA, USA
Nov 12, 2019
The Key Account Manager (KAM) is responsible for the successful promotion of approved products within the Client’s pipeline and helping define Client Company as a leader within the ophthalmology community. This is done through development of long term relationships with key Ophthalmologist, Ophthalmic surgeons, and ambulatory surgery center (ASC) accounts, regional and local hospital systems including select Integrated Delivery Networks (IDNs), Accountable Care Organizations (ACOs) and Group Purchasing Organizations (GPOs.) The position will also be responsible for implementing short-and long-term business initiatives to ensure product access within a specified geographies. The KAM is responsible for product positioning and formulary contracting where necessary, to obtain patient access within targeted accounts. Successful performance will include ensuring fair and consistent payment, and removing barriers in the overall reimbursement process. This position is also responsible for supporting field sales personnel by interacting with a variety of customers to include; physicians, nurses, billing staff, hospital outpatient departments, and ASCs. Serves as an expert in payer reimbursement policies and provides support to facilitate appropriate patient and provider access and utilization of services to ensure their access to care. The KAM promotes collaboration with the various members of field sales team and Client’s support teams (Sales, Customer Relations, HUB, and Medical Affairs) in order to achieve payer and provider strategic business goals. Essential Duties/Responsibilities: Work closely with the Client’s Sales Leadership and amplity Health field sales representatives to appropriately support health care providers with their access and reimbursement needs. Provide outreach and networking with state/local providers, patient and healthcare systems advocacy organizations. Develop sustainable corporate relationship that will allow for continued growth of current and future products. Understand and be able to help providers with reimbursement issues within commercial and private payers: Commercial Managed Care (Regional Plans) Medicaid (Fee for Service, Managed Care Organizations) Medicare (Part A, B, C, D; Carriers) 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 groups On behalf of Client, promote Client's product(s) via live interactions with assigned HCP targets, Leverages a deep understanding of each customer’s business processes and environment and actively engages them with the intention of gaining unrestricted formulary access to achieve performance goals. Assess product positioning and develop strategic plans for regional and local customers who may include IDNs, ACOs and other account targets. Develop short and long-term business plans for regional and local accounts that address corporate and brand initiatives and goals. Focus on a vertical integration plan within all assigned accounts, which includes Medical/Pharmacy and Purchasing Directors (clinical and administrative), case managers, and other medical management team members. Utilize Active Account Planning to execute on Business Plans for each assigned Account. Development of the Account Business plans requires an intimate knowledge of the customer and market influences affecting their business. Monitor progress in accounts and modify and update action plans as appropriate (monitor customer contacts, plan execution, value, volume growth, and market share) Develop a strong alliance with field based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies. Report progress in assigned accounts through business plan updates to Client and Amplity Health leadership. Effectively implement and manage all programs as directed by Client and Amplity Health leadership. Be a resource to sales partners on important payer trends, reimbursement changes, and billing requirements that may affect product utilization. Identify and allocate appropriate resources; track results over time, and adjust priorities and resources as customers and markets change during the performance period. Education and Experience: Required: Bachelor’s Degree (BA or BS) from a four-year accredited college or university 5 +years of Territory Experience with 2+years actively managing or working within the Ophthalmology space. Experience promoting to Ophthalmologists and Ophthalmic surgeons, within the territory. Minimum of 2 years’ experience in: pharmaceutical or managed care industry reimbursement space including provider site reimbursement interactions Preferred: Ambulatory Surgery Center Account Management experience. Institutional Selling. Breath of ophthalmology selling experience to include pharmaceutical, device, and surgical. Certified Ophthalmic Assistant Certification (CCOA). Launch experience. Sold Post-operative Kits. Knowledge, Skills and Abilities: Clinical selling track record in the ophthalmology space Knowledge/experience of reimbursement in the office/ASC/Account arena Strong Account Management skills and as secondary priorities good ASC experience Knowledge of private payer, Medicare and Medicaid structure systems, and reimbursement process. Technical knowledge of health care reimbursement from a patient and provider perspective (miscellaneous J codes, billing coding, appeals process). In depth knowledge and understanding of PHARMA Guidelines. Ability to analyze and interpret regulation and legislation. Clear, articulate and grammatically sound speech and professional demeanor. Strong focus on providing customers with superior support and service. Ability to learn, understand and communicate complex information. Ability to effectively discover and address account needs with compelling messages and solutions. Ability to train physicians and other healthcare professionals with confidence and expertise in an office procedural environment. Project management skills. Strong rapport building skills and active listening skills. Strong problem-solving skills with quick, flexible assessment of situations and implementation of decisions. Demonstrated teamwork ability with high emotional intelligence in managing multiple business initiatives and cross-functional relationships. Ability to comprehend and communicate complex technical/medical terminology and to maintain the required technical expertise including competitive product knowledge. Demonstrated technical aptitude and working proficiency in using iPad and working proficiency in Microsoft Word, Excel, PowerPoint and Outlook. Must be able to successfully complete client training and meet training expectations in order to proceed to servicing client’s customers within the parameters of the program. Ability to drive to assigned targets within the territory using own automobile or fleet vehicle (if provided by Amplity Health). Ability to travel to work related meetings and functions as needed.