The Key Account Manager, (KAM) is accountable and responsible for a Key Account Territory. This role’s primary objectives are, but not limited to: cultivate therapy advocates and a pipeline of active VNS referring physicians at designated Key Account Comprehensive Epilepsy Centers (CEC’s), develop account plans and coordinate with Key Account team to advance the standard of Drug Resistant Epilepsy (DRE) care and the value of VNS Therapy, clearly define account objectives and opportunities, collaborate with Territory Managers and Territory Specialists to support referral patterns and patient flow of care, ensure strong, coordinated execution of fundamentals (e.g., calls, reach, dialogues) at accounts, facilitate VNS Therapy product purchases based on surgical demand and oversee account management and coordinate LivaNova resources to meet account priorities. The Key Account Manager reports to the Regional Manager.
Achieve or exceed sales objectives and be accountable for daily management of Key Account territory.
Establish and execute long-term strategy for Key Accounts.
Create and maintain business plans for Key Accounts and physician targeting plans for high-potential customers.
Collaborates with and leads TM/TS/MSLs in creation and execution of physician and account strategies using the business plan.
Engage onsite with epileptologists, neurologists, and neurosurgeons/surgeons with latest therapy information, clinical studies, etc. leading to patient identifications.
Identify barriers to VNS Therapy adoption and develop actions and plans to address and overcome the barriers, as appropriate.
Work daily with a high level of integrity and promote a diverse and inclusive workplace culture in both people and thought leadership that is consistent with LivaNova values.
Build and maintain productive professional relationships with customers.
Build value proposition with surgeons to create surgical capacity appropriate for patient demand.
Provide education as determined by account strategy to:
Referring physicians about current DRE treatment gaps, quality measures, and available LIVN resources,
Physicians/clinicians and staff on new product releases of device systems and features, including both hardware and software modifications,
Fellows and residents on DRE treatments and VNS therapy,
Account staff on post-implant VNS therapy and product support,
Patients and families on post-implant VNS therapy and product support in the presence of the provider or as directed by the provider.
Demonstrate in-depth product and therapy knowledge.
Demonstrate a clinical aptitude to appropriately challenge providers and change prescriber treatment selection.
Receive technical inquiries and provide solutions to questions or problems
Provide surgical case coverage, follow-up support and troubleshooting of VNS Therapy in Key Account CEC’s.
Provide on-site or remote technical support, as requested by physicians, during dosing appointments unless otherwise determined by account strategy.
Obtain PIQ and/or PAF from patients, caregivers and physicians.
Work with buying managers to negotiate pricing and deals, manage inventory and facilitate VNS product orders based on surgical demand.
Regularly monitor account performance, identify issues, and mitigate risks proactively.
Participate in professional outreach programs (e.g., neurology conferences), as needed per business plan and/or physician targeting plan.
Support DRE education programs, as needed per business plan and/or physician targeting plan.
Lead weekly territory team meetings to review progress towards quarterly goals and long-term strategy.
Coordinate with case management for patient education and account interactions needed to support patients as they navigate their path to VNS Therapy.
Mentor Territory Specialist, if applicable.
Maintain physician and account information within LivaNova CRM tool.
Complete administrative requirements on time and accurately.
Maintain company standards involving ethical and moral character while professionally representing the company.
Perform other duties as may be required by management.
BS/BA Degree preferably in life sciences, nursing, allied health, or business.
Minimum of 10 years successful medical device or pharmaceutical selling experience.
Self-starter and independent thinker, with the aptitude to work autonomously
Exceptional written and verbal communication skills, with customers and patients at all levels
Intellectual capacity to interpret trends and data, translating the information into actions and improvements
Strong work ethic, with a resilient results orientation
Training experience in related field
Demonstrated aptitude and success in fostering solid, value-based physician relationships, and a capacity for interacting with patients in a clinical environment
Solid process orientation, demonstrated resource management / allocation experience, and the ability to perform multiple tasks simultaneously
Robust interpersonal skills, with evidence of teamwork and collaboration
Strategic thinking and appropriate risk allocation
Leadership skills
