Key Account Manager - Buffalo, NY - Buffalo - job 676961


Date: 04/08/2021

City: Buffalo, New York

Employment type: Full-time

Job Description

The Key Account Manager (KAM) will be responsible for the development and execution of the key customers and accounts in collaboration with the respective RD to ensure long term success of the BIIB portfolio at the Division and Account Level.  The KAM is responsible for facilitating a ONE BIOGEN strategic engagement approach for the key accounts in their territory.

Job Description:

The Key Account Manager (KAM) will be responsible for the development and execution of the key customers and accounts in collaboration with the respective RD to ensure long term success of the BIIB portfolio at the Division and Account Level.  The KAM is responsible for facilitating a ONE BIOGEN strategic engagement approach for the key accounts in their territory.   He or she will identify opportunities and evolving trends that create mutually beneficial collaborations where patient access to care increases and quality of care improves.   The KAM is responsible for regular interactions with key customer KMEs, Prescribers and Administrators in order to understand and collaborate on account needs.  The KAM is expected to interact routinely and collaboratively with the local sales teams and cross-functional partners to improve engagement in the accounts and increase Biogen trust and value with our Key Customers.

Functional / Leadership Competencies:

• Strategic Focus/Mindset

o Involves looking, planning, and moving into the future with clear intentions and purposeful actions. Looks for opportunities to innovate that support business success today and in the future. Provides insights and perspectives that may influence the achievement of business goals based on emerging trends and changes in the marketplace.

• Building and Leveraging Networks

o Acting to establish and maintain connections externally with targeted customers, physicians, and Key Medical Experts (KMEs) who are willing and able to provide the information, ideas, expertise, and/or influence needed to promote current thinking and approaches to SMA or MS and, as regulations allow, support for Biogen’s approach; and internally with department personnel who provide understanding of SMA or MS and support Biogen’s customers and markets.

• Healthcare Business Acumen

o Builds and maintains a knowledge of healthcare policy, managed care, reimbursement process, and internal and external resources regarding both Biogen’s and competitors’ products. Stays abreast of changes in the healthcare environment, marketplace economics and industry trends and anticipates future changes. Understands the value proposition for Biogen’s offerings.

• Strategic Customer Focus, Planning & Execution

o Effectively leverages data and information and prioritizes business opportunities to build, execute, and evaluate strategic account plans. Keeps patients, payers and physicians front and center in their daily work and collaborates to solve critical scientific and business challenges. Listens with empathy to respond to current needs and to develop the foresight to anticipate future needs. Drives success through win-win outcomes.

• Balancing Stakeholders

o Understands what is important to each stakeholder and then aligns them towards a common purpose. Proactively includes all stakeholders that can influence a decision. Establishes strong business relationships at multiple levels, both internally and externally; regularly looks for ways to strengthen or expand these relationships; demonstrates a talent for enlisting others’ support around shared values and goals.

• Business Development

o Has comprehensive understanding of the customer’s business environment including business drivers and economics; readily shares this knowledge to drive business and better serve the customer; acts as the "voice" of the customer; develops an in-depth and long-term partnership with customers. Possesses a thorough understanding of the needs and perspectives of key decision makers to identify opportunities to partner with key customers.

• Decision Making

o Identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.

• Impact and Influence

o Creating and executing influence strategies that persuade key stakeholders to take action that will advance shared interests and business goals.

Responsibilities include (but not limited to):

  • KME Engagement Plan & Execution

  • Divisional Performance

  • Co-Leads the development and execution of the Strategic Account Plan with the Regional Director.

  • Responsible for pull through of the account plan with the RD through routine calls and meetings

  • Responsible for the deployment of value based healthcare commercial resources that challenge account thinking, elevate care and increase utilization of comprehensive care measures in clinical practice leading to improved outcomes of patients with MS.

  • Participate/Co-Lead routine ONE Biogen cross functional market meetings with focus on account/customer profiling, performance engagement and accountability

  • Speaker Training/Bureau Management

  • Ad Boards & Congresses KME Engagement

  • Customer targets include but not limited to MS Neurologists, Key customer Directors/Dept. Head, Administration, Finance, Pharmacy, Billing, PT/OT, Rehab, Social Work, GI, Urology, Neuro-Ophthalmology, Neuro-Psychology, Radiology, Integrated payers, etc.

  • Manages communication cadence of Biogen cross functional team engagement at the account level.

  • Understands role of cross-functional partners (field sales, MA&R and Medical) and works collaboratively with each function to achieve maximum results and create a ONE BIOGEN approach across assigned centers.

  • Demonstrates peer leadership with local field teams, Regional Directors, cross-functional partners and internal leadership.

  • Responsible for elevating the level of engagement between all Biogen stakeholders at Key customers.

  • Accountable for the development of Strategic engagement opportunities with KMEs within assigned Key customers.

  • Provides proactive communication to Key customer stakeholders (internal and external)

  • Proactively communicates updates and trends to Key Customer Directors

  • Gathers insights from aligned Centers and serve as a rapid conduit of information back to the Key Customer Lead and the broader organization.

  • Collaborates with Franchise Marketing on Key Customer team initiatives and aligns to marketing direction

  • Maintains substantial expertise on Healthcare Reform and Comprehensive Care

  • Conducts QBRs.

  • Aligns MSCC activities to the most current sales and marketing direction.

  • Strong problem solving and analytical skills. 

  • Proficiency with Biogen support platforms (ie., QLIKSENSE, VEEVA, etc).

  • Demonstrates strong EQ skills.



  • Minimum 5-7+ years of pharmaceutical/biotech experience

  • Ideally 2+ years of experience in the MS Disease State or other related chronic disease

  • Account Management Experience preferred, experience navigating complex accounts critical for success

  • Technical knowledge of health care reimbursement from a patient and provider perspective

  • Establishes effective relationships through mutual respect and trust in dealing with others

  • Must be comfortable with ambiguity and not having set processes and structures in place

  • Ability to identify issues quickly and develop recommendations to resolve in a timely, compliant manner.

  • Strong presentation skills. Ability to clearly and succinctly convey his/her ideas to either groups or individuals

  • Advanced understanding of Biogen’s culture. Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization

  • Strong regional and national Managed Care knowledge

  • Strong organizational and communication skills- ability to navigate communication between BIIB and the HCP office

  • Understanding of patient privacy laws including HIPAA and similar state laws

  • Advanced understanding of compliance with OIG & regulatory requirements.

  • Demonstrated ability to navigate in ambiguous and complex environments

  • Strong problem solving skills

  • Product training on Biogen portfolio

  • Driving is an essential duty of this job; candidates must have a valid driver’s license to be considered.

  • The Key Customer Manager must demonstrate a long-term track record of adherence to Biogen Corporate Compliance Policies.

  • The Key customer Strategy Lead will be field based and require significant travel that may extent from 40-80% depending on the territory geography, customer requirements, meetings and required training.

Education : 

BS/BA Required, MBA Preferred

Additional Information

The Key Account Manager (KAM) will be responsible for the development and execution of the key customers and accounts in collaboration with the respective RD to ensure long term success of the BIIB portfolio at the Division and Account Level.

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