Key Account Manager

Syneos Health, Inc.; Charlotte (NC); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Competitive compensation package

Health benefits: medical, dental, and

Company match 401(k)

Flexible PTO & sick time

Job summary

Syneos Health, Inc. is seeking a Senior Key Account Manager in Charlotte, NC, focusing on hepatology/gastroenterology.

You will lead strategic engagement with IDNs, health systems, and large GI practices, acting as the commercial liaison to C-suite executives and driving formulary adoption and market access strategies. This role requires 7+ years in pharma/biotech sales, strong cross-functional leadership, and the ability to travel up to 75%.

Qualifications

• 7+ years of pharmaceutical/biotech commercial experience, including at least 3 years in key account management, managed care, or market access roles.
• Rare disease, specialty hepatology/gastroenterology launch experience is highly preferred.
• Proven track record of achieving formulary listings and driving product adoption within complex health systems.

Responsibilities

• Own and cultivate executive-level relationships within priority IDNs and large GI super-group practices in the assigned territory.
• Develop and execute account-specific formulary strategies in alignment with the national market access strategy.
• Present clinical and economic value propositions to institutional decision-makers, including pharmacy directors and P&T committee members.
• Collaborate with Sales, Payor & Market Access, Marketing, and Medical Affairs within the assigned territory to coordinate strategies.
• Track and manage the formulary pipeline, ensuring timely submissions and follow-through on approvals.

Education

Bachelor’s Degree in Life Sciences, Business or related field

MBA preferred

Tools

Veeva CRM

Microsoft Office Suite

Job description

Location: Charlotte, NC, United States

Job Overview

The Key Account Manager (KAM) Sales – Hepatology/Gastroenterology is responsible for strategic engagement with Integrated Delivery Systems (IDNs), health systems, and large GI super‑group practices. The KAM serves as the commercial liaison to C‑Suite and executive‑level stakeholders within target health systems in the assigned territory, executing market access strategies, fostering provider relationships, ensuring successful product launches, and analyzing sales data to identify growth opportunities.

Responsibilities

Strategic Account Management

• Own and cultivate executive‑level relationships within priority IDNs and large GI super‑group practices in the assigned territory.
• Develop and execute account‑specific business plans that drive formulary inclusion, protocol adoption, expanded product utilization, and align with national objectives and local market dynamics.
• Identify and prioritize opportunities within IDNs and large health systems to maximize uptake during pre‑ and post‑launch.
• Monitor account‑level performance metrics and proactively address gaps to ensure achievement of business objectives.

Cross‑Functional Collaboration

• Serve as the primary commercial interface for large IDN account strategy, coordinating efforts across Sales, Payor & Market Access, Marketing, and Medical Affairs within the assigned territory.
• Partner with the Market Access team to align on pull‑through strategies following formulary wins and to escalated resolve payer‑level barriers.
• Collaborate with Medical Affairs and MSLs to facilitate appropriate medical education and scientific exchange within accounts in a compliant manner.
• Work with Marketing to adapt promotional resources and account‑level materials to meet the needs of complex health system customers.
• Provide field‑level intelligence on competitive activity, market dynamics, and unmet customer needs to internal stakeholders.

Formulary & Access Strategy

• Establish and maintain relationships with key decision‑makers, including formulary committees, pharmacy directors, and clinical leaders.
• Lead the development of account‑specific formulary strategies in alignment with the national market access strategy.
• Present clinical and economic value propositions to institutional decision‑makers, including pharmacy directors and P&T committee members.
• Track and manage the formulary pipeline, ensuring timely submissions and follow‑through on approvals.
• Maintain deep expertise in the liver disease landscape, competitive products, clinical guidelines, and reimbursement environment.

Compliance & Operational Excellence

• Ensure all account activities are conducted in full compliance with applicable laws, regulations, and company policies.
• Maintain accurate and timely CRM documentation for all account interactions, action plans, and opportunity tracking.
• Manage budget responsibilities including T&E, speaker programs, and account‑level resources within approved parameters.

Qualifications

• Bachelor’s Degree in Life Sciences, Business or a related field; Master’s Degree (MBA) preferred.
• Minimum 7+ years of pharmaceutical/biotech commercial experience, including at least 3 years in key account management, managed care, or market access roles.
• Rare disease, specialty hepatology/gastroenterology launch experience is highly preferred.
• Proven track record of achieving formulary listings and driving product adoption within complex health systems.
• Solid business acumen, including the ability to access and interpret company‑provided territory data to incorporate into call planning and execution.
• Ability to collaborate in a team environment and be highly accountable as an individual contributor.
• Demonstrated excellent interpersonal, written, verbal, and visual communication and presentation skills.
• Comfortable working in a lean, fast‑paced, pre‑launch environment; a self‑starter who excels at taking initiative within an established strategic framework and can handle multiple tasks and prioritize accordingly.
• Collaborative and action‑oriented, with a proven ability to lead cross‑functional teams and influence without authority.
• Strong executive presence with the ability to engage credibly at the C‑suite level.
• Solid understanding of the US reimbursement landscape including commercial and government payers, GPO dynamics, and specialty pharmacy channels.
• Experience launching a new product in a specialty disease area.
• Proficiency with CRM tools (Veeva preferred) and Microsoft Office Suite.
• A valid driver’s license and ability to travel up to 75% required, including overnight and/or weekend travel.

Benefits

• Competitive compensation package.
• Health benefits including medical, dental, and vision coverage.
• Company match 401(k) plan.
• Flexible paid time off and sick time (eligibility varies by state).

Syneos Health is an affirmative action/equal opportunity employer.