Key Account Manager (KAM)

Territory – Pacific Coast

Target cities within the territory include San Francisco, Sacramento, Portland, Seattle, Boise, and Salt Lake City. The Pacific Coast territory includes Northern California, Oregon, Washington, and portions of Utah, Nevada, and Idaho.

The Rare Epilepsy Market Lead is a strategic, field-based leader and local market expert responsible for engaging with key epilepsy Centers of Excellence (COEs) and rare epilepsy HCP treaters to identify barriers to treatment and provide appropriate disease state education, while compliantly promoting Onfi (clobazam) and Sabril (vigabatrin) across an assigned US Geography.

Further, this role will be responsible for generating actionable insights, identifying local market opportunities, and compliant coordination with cross-functional stakeholders across Commercial, Medical, Advocacy, and Market Access as appropriate to strengthen disease awareness, patient understanding, and education across the ecosystem to advance Lundbeck's mission to improve the lives of people living with rare and serious neurological conditions.

PRIMARY DUTIES AND RESPONSIBILITIES

• Serve as the primary local market expert, continuously assessing customer preferences and patient needs, treatment dynamics, access challenges, competitive activity, and emerging opportunities across the rare epilepsy ecosystem.
• Develop and execute a comprehensive territory business plan aligned to national strategy while tailoring execution to local market dynamics.
• Appropriately identify field-driven innovative solutions, including deployment models and executional plans based on local market dynamics, while maintaining alignment to BU strategies.
• Provide appropriate education and educational resources on Developmental and Epileptic Encephalopathies (DEEs) and seizure disorders, including disease identification, patient journey, treatment considerations, and appropriate use of Onfi and Sabril
• Bridge local insights and enterprise strategy by leveraging a deep understanding of local epilepsy COEs, and treatment ecosystems to inform appropriate coordinated account engagement
• Develop awareness of, and appropriately engage with, local and regional patient advocacy organizations to support disease education, community engagement, and patient-centric initiatives in a compliant manner
• Demonstrate intellectual curiosity and a continuous learning mindset to uncover the underlying drivers of market dynamics and customer behavior
• Engage with epileptologists, pediatric neurologists, and neurology-focused advanced practice providers, and key COE and office personnel across the assigned territory to compliantly promote Onfi and Sabril
• Develop integrated account strategies that leverage the appropriate expertise and resources across Lundbeck to address complex challenges
• Appropriately operate as part of broader cross-functional organization and with other internal stakeholders, to ensure customer interactions are coordinated, purposeful, and aligned with account priorities and patient needs and broader commercial strategy
• Understand REMS program requirements and restricted distribution models associated with Sabril
• In the future, potential to be responsible for management of, and collaboration across, a field-based team
• Utilize business analytics and CRM tools to track territory activity, account insights, and progress against business objectives
• Foster teamwork and a collaborative culture, champion and role model our Lundbeck rare epilepsy ways of working by empowering team members, acting with urgency, and orchestrating our customer experience to benefit the rare epilepsy patients and families we serve
• Ability to understand sophisticated reimbursement and distribution processes in a complex coverage landscape. Anticipates and appropriately communicates coverage changes to stakeholders
• Ability to apply knowledge of pharmaceutical and regulatory environment, including Lundbeck policies and procedures and FDA regulations regarding the promotion of pharmaceutical and medical products
• Accountability and adherence to corporate, FDA, and PDMA guidelines

REQUIREMENTS

• Bachelor's degree from an accredited college or university
• 7+ years' experience in the pharmaceutical/biotech industry
• 3+ years of specialty sales experience in pharmaceutical, biopharmaceutical, biologics, medical device sales or related healthcare sales experience. Demonstrated track record of performance in a complex, low-volume, high-science selling environment
• Ownership and accountability for the development and execution of fully integrated account plans
• Strong clinical and business acumen with the ability to engage credibly in scientific and medical discussions with specialist-level customers and key stakeholders across epilepsy centers
• Excellent communication, organizational, and cross-functional collaboration skills
• Strong understanding of patient and caregivers needs, purpose-driven with a demonstrated commitment to patient-centric engagement
• Demonstrated curiosity, adaptability and entrepreneurial mindset consistent with a lean, results-oriented commercial organization
• Self-directed with the ability to operate and thrive as an individual contributor with a mindset that embraces evolution & change
• Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck 
• Driving is an essential duty of this job; must have a valid driver's license in good standing.
• Must live within a state in the Pacific Coast territory or be state adjacent. 
• The role is part of Lundbeck's Vehicle Fleet Stipend Program and requires business use of a personal vehicle. More information on the stipend program can be found here

PREFERRED QUALIFICATIONS

• 2+ years in neurology, rare disease, or specialty CNS
• Prior experience in the epilepsy or rare neurological disease space strongly preferred, including rare disease product launch experience
• Prior experience professionally engaging with epileptologists or pediatric neurologists
• Experience with REMS programs or restricted distribution models
• Proficiency in CRM platforms and Microsoft Office Suite
• Prior commercial or sales leadership experience
• Market access payer experience
• Experience supporting specialty pharmacy/specialty distribution products
• Familiarity with academic health systems and referral networks
• Preference that candidate lives within 100 miles of the territory boundaries

TRAVEL

• Willingness/Ability to travel up to 70% domestically to (a) regularly meet/interact with customer base and internal personnel within assigned territory; and (b) typically attend 4-8 internal/external conferences and meetings spanning locations within the United States. Travel must be able to be completed in a timely manner 

The range displayed is a national range, and if selected for this role, may vary based on various factors such as the candidate's geographical location, qualifications, skills, competencies, and proficiency for the role. Salary Pay Range: $190,000 - $230,000 and eligibility for a sales incentive target of $55,000and eligibility to participate in the company's long-term incentive plan. Benefits for this position include flexible paid time off (PTO), health benefits to include Medical, Dental and Vision, company match 401k and Vehicle Fleet Stipend. Additional benefits information can be found on our  career site . Applications accepted on an ongoing basis.

LI-GK

Why Lundbeck

Lundbeck offers a robust and comprehensive benefits package to help employees live well and protect their health, family, and everyday life. Information regarding our benefit offering can be found on the U.S. career site

Lundbeck is committed to working with and providing reasonable accommodations to disabled veterans and other individuals with disabilities during our employment application process. If, because of a disability, you need a reasonable accommodation for any part of the application process, please visit the U.S. career site

Lundbeck is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, and any other characteristic protected by law, rule, or regulation. Lundbeck participates in E-Verify