Dompé farmaceutici S.p.A.
Key Account Manager, Los Angeles East Territory
Dompé farmaceutici S.p.A., San Francisco, California, United States, 94199
Job Area: Sales (Biotech Commercial + Primary Care)Job Category: ProfessionalsJob Site: RemoteLocation: San Mateo, CA, USCiao! At Dompé, our success is rooted in our team and our history. We are a private, rapidly growing global biopharmaceutical company. Founded in Milan, Italy, we have a 165-year legacy of medical innovation. Dompé’s rich history has greatly influenced its priorities today: to innovate for the benefit of patients facing both everyday wellness needs and rare conditions. Dompé operates in two strategic areas in select markets around the world: Primary Care, which includes prescription and over-the-counter products; and Biotechnology and Rare Disease, which recently expanded into the United States.Today Dompé has 800 employees worldwide and we are excited to be rapidly scaling in the United States. Our R&D hub is currently based in Boston, and the commercial organization is housed in the San Francisco Bay Area.U.S. KEY ACCOUNT MANAGER
WHAT YOU’LL BE DOING: MAIN RESPONSIBILITIESThe Key Account Manager (KAM) reports to the Regional Sales Director and will be a member of a specialty field team supporting Dompé’s first ophthalmic biologic product based on rhNGF (recombinant humanized nerve growth factor) for patients suffering from neurotrophic keratitis.The KAM is accountable for field activities including education of healthcare professionals (cornea specialists, comprehensive ophthalmologists, and optometrists), as well as medical and office support staff including nurses, technicians, and practice administrators. Successful KAMs will maintain a high level of disease and product expertise to maximize patient compliance with therapy. The KAM will support physicians and patients in their local area by developing center and physician-specific plans, strategically deploying messages and resources, and understanding the local payer dynamics that influence patient access.The KAM will be accountable for abiding by our compliance policies and the core values of our Dompé culture, which are: Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility, and Teamwork. Individuals must possess an entrepreneurial spirit, be flexible, and adaptable to new situations.We are seeking team members who will live by and promote the core values of our Dompé culture: Integrity, Teamwork, and Curiosity. We are looking for individuals who possess an entrepreneurial spirit, flexible attitude, and adaptable nature to join our team.Achieves business goals on a quarterly and annual basisBecome an expert in the science of corneal healing and in our clinical trial data, and be able to verbalize its significance to othersServe as a resource to aligned accounts including physicians and their staff in order to enable appropriate education and access to our medicinesWork collaboratively with cross-functional partners including but not limited to patient access managers, managed care, medical science liaisons, marketing, human resources, legal, and complianceCreate and implement an effective business plan to guide strategy and track progress throughout the year in an effort to compliantly achieve short and long-term business objectivesLeverage internal data and tools, analytics, and insights to determine where and how approved resources and marketing messages should be deployed within territoryManage assigned territory budget effectivelyCreate, build, and maintain relationships with cornea thought leaders in the local area in partnership with key internal Dompé team membersActively participate and lead territory business planning meetingsRepresent Dompé at professional society meetings as assigned by Sales leadershipDemonstrate leadership within internal teams, sharing best practices and market dynamics with peers when appropriateComply with all laws, regulations, and policies that govern the conduct of Dompé activitiesManage assigned geography with a diverse customer base of physicians and accountsOvernight travel by plane and by car is required and will range from 40%-60% depending on the geography and business needs of the individual territoryYOU COULD BE THE PERFECT FIT IF YOU HAVE:Bachelor’s degree required. Advanced educational degree or experience in the Healthcare field preferred5+ years of demonstrated successful relevant healthcare sales or account management experience, including being accountable for own territory and large geography3+ years of experience in biotech/specialty sales, preferredLive within the stated KAM geographySKILLS YOU’LL NEED FOR SUCCESSPrior work with rare or orphan disease productsEye care sales experience and relationships in the anterior segment therapeutic area, in both private clinic and hospital/academic settingExceptional clinical acumen with the proven ability to excel in a scientifically complex and stimulating environmentProven track record of exceeding business goalsKeeps current and develops deeper and broader experience in own functional areaSelf-motivated and assertive with the ability to act with urgencyUnderstands strategic priorities developed by leadership teamIs open to and actively solicits feedback on performance and skill development needsDemonstrates appreciation for diversity of perspectives and approaches among peersStrong strategic planning and organizational skillsCORE COMPETENCIESAchieving ResultsTechnical Expertise & Business AcumenTeamworkCommunicationDecision MakingDeveloping Self and OthersBase salary: $155,000-$180,000 a yearAt Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.
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WHAT YOU’LL BE DOING: MAIN RESPONSIBILITIESThe Key Account Manager (KAM) reports to the Regional Sales Director and will be a member of a specialty field team supporting Dompé’s first ophthalmic biologic product based on rhNGF (recombinant humanized nerve growth factor) for patients suffering from neurotrophic keratitis.The KAM is accountable for field activities including education of healthcare professionals (cornea specialists, comprehensive ophthalmologists, and optometrists), as well as medical and office support staff including nurses, technicians, and practice administrators. Successful KAMs will maintain a high level of disease and product expertise to maximize patient compliance with therapy. The KAM will support physicians and patients in their local area by developing center and physician-specific plans, strategically deploying messages and resources, and understanding the local payer dynamics that influence patient access.The KAM will be accountable for abiding by our compliance policies and the core values of our Dompé culture, which are: Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility, and Teamwork. Individuals must possess an entrepreneurial spirit, be flexible, and adaptable to new situations.We are seeking team members who will live by and promote the core values of our Dompé culture: Integrity, Teamwork, and Curiosity. We are looking for individuals who possess an entrepreneurial spirit, flexible attitude, and adaptable nature to join our team.Achieves business goals on a quarterly and annual basisBecome an expert in the science of corneal healing and in our clinical trial data, and be able to verbalize its significance to othersServe as a resource to aligned accounts including physicians and their staff in order to enable appropriate education and access to our medicinesWork collaboratively with cross-functional partners including but not limited to patient access managers, managed care, medical science liaisons, marketing, human resources, legal, and complianceCreate and implement an effective business plan to guide strategy and track progress throughout the year in an effort to compliantly achieve short and long-term business objectivesLeverage internal data and tools, analytics, and insights to determine where and how approved resources and marketing messages should be deployed within territoryManage assigned territory budget effectivelyCreate, build, and maintain relationships with cornea thought leaders in the local area in partnership with key internal Dompé team membersActively participate and lead territory business planning meetingsRepresent Dompé at professional society meetings as assigned by Sales leadershipDemonstrate leadership within internal teams, sharing best practices and market dynamics with peers when appropriateComply with all laws, regulations, and policies that govern the conduct of Dompé activitiesManage assigned geography with a diverse customer base of physicians and accountsOvernight travel by plane and by car is required and will range from 40%-60% depending on the geography and business needs of the individual territoryYOU COULD BE THE PERFECT FIT IF YOU HAVE:Bachelor’s degree required. Advanced educational degree or experience in the Healthcare field preferred5+ years of demonstrated successful relevant healthcare sales or account management experience, including being accountable for own territory and large geography3+ years of experience in biotech/specialty sales, preferredLive within the stated KAM geographySKILLS YOU’LL NEED FOR SUCCESSPrior work with rare or orphan disease productsEye care sales experience and relationships in the anterior segment therapeutic area, in both private clinic and hospital/academic settingExceptional clinical acumen with the proven ability to excel in a scientifically complex and stimulating environmentProven track record of exceeding business goalsKeeps current and develops deeper and broader experience in own functional areaSelf-motivated and assertive with the ability to act with urgencyUnderstands strategic priorities developed by leadership teamIs open to and actively solicits feedback on performance and skill development needsDemonstrates appreciation for diversity of perspectives and approaches among peersStrong strategic planning and organizational skillsCORE COMPETENCIESAchieving ResultsTechnical Expertise & Business AcumenTeamworkCommunicationDecision MakingDeveloping Self and OthersBase salary: $155,000-$180,000 a yearAt Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.
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