Key Account Manager (KAM)

About the Role:

The Key Account Manager (KAM) will be a pivotal, field-based commercial leader responsible for developing and managing strategies to maximize utilization of Azurity’s diverse portfolio of innovative medicines within assigned independent, super group, and IDN segments. This role requires a sophisticated understanding of the evolving healthcare landscape, with a particular emphasis on building strategic relationships to identify unmet needs within the Gastroenterology therapeutic area. The KAM will drive strategic engagement with high-level IDN decision makers to co-create long-term value that aligns to Azurity’s commitment to providing high-quality, user-friendly formulations for overlooked patients.

Key Responsibilities:

Portfolio Access Strategy & Execution (60%)

• Develop and execute comprehensive IDN Account Business Plans that meet both company and customer objectives, focusing on growth, market access, and integration of Azurity’s Gastroenterology portfolio.
• Develop and sustain customer stakeholder maps that align both internal and external teams to the current strategy as well as future growth opportunities.
• Demonstrate a strong understanding of GI society relationships, super group hierarchy, and IDN affiliation.
• Understand client needs and challenges to develop and present tailored solutions and customized services.
• Conduct in-depth analysis of IDN performance data, utilization trends, and barriers to develop targeted pull-through strategies.
• Possess a strong understanding of pathway development from decision makers, implementation leaders, and daily users to ensure seamless launch of GI offering.

Key Stakeholder Engagement & Relationship Management (25%)

• Establish and maintain strong, strategic relationships with key IDN stakeholders at each level to ensure long-term sustainable growth of Azurity’s portfolio.
• Utilization of the value proposition deck to create alignment around key areas where Azurity's solutions support their unmet needs and where we can co-create value.
• Utilization of implementation resources to support goal alignment, EMR development, and training plans to ensure a successful launch of the GI portfolio.
• Close collaboration with partner pharmacy for performance tracking, implementation of new workflow offerings, and patient support.
• Facilitate clinical pull-through of system strategy by partnering with Azurity's Field Sales team, market access, and medical affairs to educate providers on patient formulary status and patient clinical benefits across the Gastroenterology therapeutic area.
• Serve as the voice of the IDN customer internally, providing actionable market intelligence to inform internal strategies, launch planning, and future growth opportunities.

Internal Collaboration (15%)

• Work cross-functionally with Market Access/Strategic Accounts, Commercial Sales, Medical Affairs, and Marketing to ensure successful execution of account plans and seamless coordination of service delivery at the highest level.
• Conducting strategic reviews with Azurity senior leadership to assess strategy deployment performance and ensure teams have clarity on resource needs, achievements, and barriers.
• Act as the subject matter expert on IDN market dynamics within the Gastroenterology market to provide valuable insights and advice to clients.

Required Skills and Experience:

• Education: Bachelor’s Degree required (MBA preferred).
• Experience: Minimum of 7+ years of progressive experience in the pharmaceutical or biotechnology industry, with 2+ years engaging in D-suite leadership within the Super Group and Health System Space.
• Therapeutic Experience: Proven experience managing and selling a product portfolio with direct experience in Gastroenterology.
• Negotiation Expertise: Demonstrated success in negotiating and co-creating strategies to implement within the IDN/Health System segment.
• Clinical Pathway Development: Strong understanding of aligning customers to goals, building a workflow and training plan to support those goals, and tracking success to validate performance and scale.
• Travel: Ability to travel 50% within the assigned geography to meet business needs.

Preferred Qualifications

• Experience in GI with relationships.
• Has led initiatives around GI solutions within a health system.
• Has had experience working cross-functionally both internally and externally.
• Experience building out and executing on strategic plans.

Physical & Mental Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must be able to sit for long periods of time.
• While performing the duties of this job, the employee is frequently required to stand; walk; sit; talk and/or hear.
• May occasionally climb stairs and/or ride elevators.
• The employee must occasionally lift and/or move up to 25 pounds.
• Employee must be able to manipulate keyboard, operate a telephone and hand-held devices.
• Other miscellaneous job duties as required.