Bausch Health

  • Key Account Manager (KAM) - Northern California

    Location US-FIELD
    Job ID
    11890
    Category
    Sales
    Pos. Type
    Full Time
  • Overview

    Bausch Health is focused on improving people’s lives with our health care products. We are delivering on our commitments to patients, health care providers, other stakeholders and society, as we build an innovative company dedicated to advancing global health.

    We have a diversified portfolio of products, with a core focus in the following areas:

     

    The strategic intent of the Key Account Manager (KAM) role is to maximize sales of Bausch Health (BHC) contracted products and enhance the partnership between Bausch Health and its companies (Salix, B&L, Ortho-Dermatologics), and Kaiser Permanente Healthcare System.  This system is the largest integrated delivery system in US comprising clinics, hospitals, pharmacies and US’s largest not for profit health plan. The role will be responsible to educate and influence several targets with varying degrees of bureaucracy and influence.  The KAM will have accountability for building clinical support for the BHC portfolio of products, support formulary access process, pull thru contracted products, and facilitate Specialty specific opportunities with key decision makers to ensure achievement of BHC business goals. This position reports to a Market Access National Account Director.

    Responsibilities

     

    • Promote and sell BHC contracted products following current sales and marketing plans. 
    • Develop a Kaiser customer base including applicable physician specialties, nurses, hospital departments, pharmacy, case managers, materials management, hospitalists, E/R physicians, residents, fellows, formulary decision makers and other healthcare providers that influence product distribution, purchasing and/or recommendation of pharmaceutical products and therapeutic protocols.
    • Achieve/Exceed defined sales objectives.
    • Communicate an understanding of GI, Dermatology and Ophthalmology disease states, products market dynamics and broad healthcare channels (hospital in-patient and out-patient clinics).
    • Develop influential relationships and manage Key Option Leader (KOL) development with key departments/customers within assigned accounts. 
    • Educate physicians and support staff disease states in therapeutic areas in which BHC competes.
    • In coordination with National Account Director and our managed markets partners, ensure optimal positioning and access of BHC products (formulary approvals, appropriate product positioning in protocols, optimal product location) within assigned Kaiser accounts.
    • Work with Kaiser and our internal managed markets stakeholders to support P&T process to gain formulary position for BHC products.
    • Work with facility specific materials management and purchasing to ensure product availability.
    • Plan, coordinate and implement hospital and clinic-oriented education forums in accordance with company policies and business plans. 
    • Partner with various committee’s members to include BHC products on disease state protocols.
    • Facilitate transition to out-patient environment via discharge protocols/orders.
    • Work with key internal (sales teams, brand, marketing) and external stakeholders to effectively implement pull-through strategies to maximize unit growth of BHC products. 
    • Effectively analyze market utilizing targeting, planning tools and promotional resources to capitalize on selling opportunities.
    • Work closely with Managed Markets team and Medical Science Liaisons when needed.
    • Provide product presentations compliant with Bausch Health’s regulatory & legal processes, while also complying with Kaiser’s strict vendor policies in order to maintain a positive relationship with the account, and growth strategies for Bausch Health’s current and future contracted products.

    Qualifications

    • A Bachelor’s Degree in a related discipline is required
    • A minimum of 3 years of pharmaceutical sales and/or marketing experience is required. Gastroenterology, hospital and integrated system experience is preferred. Past experience selling into Kaiser is also preferred.
    • The successful candidate should also possess broad healthcare market business acumen and industry knowledge.
    • The successful candidate will possess strong interpersonal, teamwork, organizational, follow-up and workload planning skills along with excellent verbal communication and presentation skills.  The KAM should have a travel expectation of 50%.
    • You may be required to provide Kaiser hospitals and Kaiser clinics proof of childhood immunizations, a negative TB test and other requirements, as set by the internal Kaiser protocol for access.

     

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