Key Account Manager - Northeast

Intercept Pharmaceuticals, Inc. New York , NY 10007

Posted 2 days ago


At Intercept, our mission is to build a healthier tomorrow for patients with progressive non-viral liver diseases. Intercept's lead product, obeticholic acid (OCA), is a first-in-class farnesoid X receptor (FXR) agonist. OCA, marketed under the brand name "Ocaliva," is approved in the U.S., EU and Canada for certain patients with primary biliary cholangitis (PBC), a rare autoimmune liver disease. Ocaliva was the first product to be approved for PBC in over twenty years and our team is proud to have been pioneers in providing the first second-line treatment option to patients with such critical need. The Ocaliva launch in 2016 also marked Intercept's successful transition from a development-stage company to a fully integrated commercial organization with continued growth.

In February 2019, Intercept reported positive topline results from the Phase 3 REGENERATE study of OCA in patients with liver fibrosis due to nonalcoholic steatohepatitis (NASH). REGENERATE is the first and largest Phase 3 study in NASH - a chronic disease that threatens the lives of millions of people in the U.S. alone. Currently, there are no available treatments for NASH, and Intercept is among the leading companies focused on the disease.

Based on the positive results from REGENERATE, Intercept submitted the first new drug application for a NASH treatment to the U.S. FDA in September 2019. This is an exciting time for Intercept, as the organization prepares for a potential approval and launch in NASH. As part of this effort, Intercept is beginning to build a new commercial organization, and this opportunity in Sales will play a pivotal role in preparing the company for the successful anticipated launch of OCA's second indication.


The Key Account Manager (KAM) serves as the face of Intercept to our top healthcare system [OR organization] customers and is responsible for establishing and developing our relationships with select accounts and their key stakeholders. The KAM supports the franchise goals by developing and executing compliant strategic solutions within aligned accounts.

The KAM will effectively identify and engage influential leadership such as C&D suite, quality, population health, clinical informatics, P&T members, influential KOLs and other pertinent leaders/departments in their accounts with the goal of identifying shared priorities, co-developing solutions and working to position Intercept as the preferred partner within aligned accounts for our targeted disease states.

Once priorities are identified, the KAM will be responsible for executing a high level of communication and collaboration with accounts in a compliant manner to help improve patient outcomes. The KAM role will require strong cross-functional collaboration in order to execute developed programs and help enhance patient outcomes. The role will require the ability to excel in an evolving commercial model.

The KAM will report to the National KAM director.


The successful candidate must be able to perform each of the following satisfactorily:

  • Lead stakeholder engagement and shape NASH strategic priorities in partnership with key organized customers

  • Navigate complex health systems; identify influential stakeholders, discover their needs, and build strong B2B and B2C relationships with them

  • Collaborate with key organized customer stakeholders (e.g.; system presidents, deans, clinical directors, department heads, P&T committee members, faculty, etc.) on NASH priorities (e.g., patient and physician education campaigns, delivering data needed for formulary approval, providing appropriate treatment protocols, etc.)

  • Gain formulary status for Intercept products on health systems and key accounts

  • Develop and implement integrated patient screening, diagnosing and appropriate treatment pathways to EHR systems

  • Work with a cross-functional Intercept team to develop a network of advocates among thought leaders, physician staff, residents, fellows and students within key organized customers

  • Drive collaboration and facilitate coordination between the cross-functional account team (Academic Territory Business Manager, Territory Business Manager, etc.) to ensure a seamless customer experience for the key account stakeholders

  • Drive the spirit of "ONE Team" across all functions by supporting a team approach to focus on our patients and customers as our top priorities

  • Understand the legal and compliance environment and drive collaboration with the Legal and Compliance team


  • Bachelor's Degree required, Master's preferred; degree preferably in Life Sciences, Pharmacy, Business, or related discipline

  • Minimum 10 years of successful pharmaceutical sales experience, including 3 recent years selling pharmaceuticals to health systems and key accounts

  • Experience selling/leading teams in specialty markets, HUB/reimbursement experience preferred


  • Ability to develop and sustain customer relationships

  • Strong business acumen, unstructured problem solving, and strategic planning skills

  • Proven ability to work with a cross-functional team to execute a plan and the ability to adjust plans as new information becomes available

  • High achievement, drive, self-motivation, integrity, and willingness to mentor others

  • An understanding of the market access payer landscape, specialty pharmacy market, and academic medical center/hospital environment

  • Ability to analyze data, recognize patterns, and use this data-driven approach to inform strategic decisions

  • Excellent interpersonal, written, and verbal communication skills; must be able to communicate with many diverse customer audiences, therapeutic decision makers, and executives

  • Learning agility and 'scalability' to take on increased responsibility as Intercept grows

  • Consistent demonstration and embodiment of company core values: Collaboration, Excellence, Innovation, Integrity, Passion, Patient/Stakeholder Centricity

  • Understanding the legal and compliance environment

  • Ability to have fun!


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Key Account Manager - Northeast

Intercept Pharmaceuticals, Inc.