Key Account Manager (Player Coach) Dermatology - Phoenix, AZ

Publicis Worldwide Phoenix , AZ 85002

Posted 1 week ago

Key Account Manager (Player Coach) Orphan/Rare Disease

Position Summary:

PHS Health Solutions Player Coach a dual role, consisting of: 1) A full-time Key Account Manager (KAM) will exemplify the values of our client, which include personal commitment, integrity, accountability, results oriented, and teamwork. The account manager will meet with targeted Cutaneous Lymphoma Clinics at Hospitals and Academic Institutions and with Dermatologist who treat Cutaneous T-Cell Lymphoma. KAM assist medical and administrative staff on reimbursement and co-payment assistance programs for patients. and 2) Coach and manage the team of KAM's assigned to the program to ensure that they meet program objectives and performance expectations, managing various aspects of their employment, including administrative management, performance management and corrective action, onboarding assistance, etc. Reports to Commercial Solutions Lead.

Essential Duties/Responsibilities:

The Player (Key Account Manager) Role:

  • Consistently meet and exceed established program goals within territory by utilizing approved promotional materials with targeted dermatologists.

  • Achieve quarterly reach and frequency goals and client deliverables by gaining access to targeted dermatologists to provide product and disease state information.

  • Keen understanding of payers, reimbursement, and managed markets landscape in territory.

  • Possess a high level of knowledge and understanding of all assigned products, disease states, treatment, and competitor products.

  • Maintain current and competent working knowledge of product line to educate HCPs, reimbursement managers, and appropriate hospital personnel.

  • Produce high quality territory management activities, including business planning, pre-call planning, efficient and productive routing, material inventory, and expense reports.

  • Deliver presentations via electronic technology (i.e. iPad) and utilize effective consultative techniques in order to provide appropriate information to target physicians.

  • Display knowledge of key customers; develop and execute business plans

  • Conduct a "complete call" (product, reimbursement, patient programs to key healthcare facility personnel).

  • Appropriate working relationship with field based and home office colleagues.

  • Build strong relationships and customer loyalty.

  • Maintain strict adherence to all PHS Health Solutions (PHS) and client compliance requirements.

  • Demonstrate PHS and client key values and behaviors.

  • Maintain and execute a territory and promotional budget.

The Coach (Manager) Role:

  • Supervise a team of assigned field employees in all areas of their employment:

  • Communicate team objectives in ways that promote teamwork and create a strong sense of shared goals among team members.

  • Assist training department staff in the oversight of training needs of team members.

  • Monitor team members' productivity/metrics, workload and outputs from feedback from client leadership and own observations while ensuring compliance with policies and processes and addressing issues through corrective action process as they arise.

  • Continuously assess team members' performance from client's feedback and own observations as it pertains to project progress, results and timelines and create and deliver individual development plans and performance appraisals according to PHS Health Solutions performance management policies and standards.

  • Create a team-oriented, productive and positive work environment by mentoring team members through individual and team meetings.

  • Monitor employee compliance with all company policies and procedures and engage/work with Touchpoint Compliance to resolve issues and follow up with disciplinary action when needed.

  • Manage conflict and employee relations on the team, engaging Human Resources as appropriate.

  • Provide administrative oversight manage team members' attendance, approve timesheet submissions, time off, expense reports, etc.

  • Ensure that team members fully comply with all laws, regulations and PHS Health Solutions Policies, Code of Conduct, PDMA Guidelines, and all privacy and data guidelines and relevant state and federal laws and regulations.

  • Track profitability and effectiveness of overall program and projects.

  • Assist team with utilization of all technology requirements: CRM use, expense and OSIM reporting, activity reports, sales reports and other reports as needed.

  • Must be able to drive in order to complete field rides with field team members within the assigned geography.

  • Must be able to travel for work-related meetings and functions (including overnight and/or weekend).

  • Other duties as assigned.

Education and Experience:


  • Bachelor's Degree from an accredited institution required.

  • Minimum of 5 years biotech or pharmaceutical experience required, with at least 5 years recent experience in hospital sales or service.

  • 2 years of field team management at a District or Regional level.

  • Total account management.

  • Ability for extensive travel, including overnights.


  • Experience in dermatologic oncology.

  • Ability to comprehend and utilize highly complex clinical information and studies.

  • Ability to display and demonstrate persistence over the long haul due to unique nature of this initial product offering.

  • Ability to create deep relationships with KOLs (Key Opinion Leaders) both "academic" And "clinical/Rx".

  • Understanding of PDMA guidelines.

Knowledge, Skills and Abilities:

  • Knowledge of the pharmaceutical industry.

  • People management/supervisory skills.

  • Strong process facilitation, problem solving and analytical thinking abilities to make sound business decisions on a day to day basis.

  • Superior customer relationship management skills.

  • Ability to comprehend and communicate complex technical/medical terminology and to maintain the required technical expertise including competitive product knowledge.

  • Excellent selling/persuasion/presentation skills.

  • Demonstrated project management skills.

  • Strong planning, analytical and organizational skills and strong attention to detail.

  • Excellent verbal, written and interpersonal communication skills.

  • Ability to display high-levels of initiative, effort and commitment successfully complete projects and assignments.

  • Ability to multitask and successfully operate in a fast paced environment.

  • Flexibility and ability to handle multiple tasks simultaneously.

  • Ability to recruit, retain and develop high performing talent; ability to manage turnover and vacancy process.

  • Must be able to deal with people at all levels inside and outside of the company

  • Demonstrated technical aptitude, working proficiency in Microsoft Word, Excel, and Outlook.

  • Must be able to successfully complete client training and meet training expectations in order to proceed to leading the team within the parameters of the program.

  • Ability to drive to assigned targets within the district using own automobile or fleet vehicle (if one is provided by PHS).

  • Ability to travel to work related meetings and functions (including overnight and/or weekend).

  • A valid driver's license and safe driving record.

About Us

PHS Health Solutions provides best-in-class commercialization, clinical, and consulting solutions to life sciences and healthcare companies. Touchpoint Health Solutions, Inc. specializes in the sales and promotion of pharmaceutical brands, services, and products through field and inside sales.

Our Culture

When you join PHS Health Solutions you have the opportunity to work with and learn from leaders in the health care industry. Our commitment to a team-oriented culture and value-based leadership model provides an environment where our employees can work to their full potential.

All opportunities with the Company offer competitive compensation including a comprehensive medical benefits package, 401K benefits, and the opportunity to grow with the nation's leader in healthcare sales.

One of our goals is to continuously drive innovation through our people by creating an open, respectful, inclusive and trustworthy work environment. We encourage and support equal employment opportunities for all associates and applicants for employment without regard to race, color, creed, religion, age, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, citizenship status, marital status, medical condition as defined by applicable state law, genetic information, disability, military service and veteran status, pregnancy, childbirth and related medical conditions, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Employment decisions are evaluated on the basis of an individual's skills, knowledge, abilities, job performance and other qualifications. We do not condone or tolerate an atmosphere of intimidation or harassment.

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Key Account Manager (Player Coach) Dermatology - Phoenix, AZ

Publicis Worldwide