Key Account Manager, San Diego Territory

Dompé farmaceutici S.p.A.; San Diego (CA); Hybrid; USD 135,000 - 180,000; Full time

Benefits offered by this job

Comprehensive medical benefits

Generous vacation

Competitive 401(K) matching

Job summary

Dompé farmaceutici S.p.A. is seeking a Key Account Manager (KAM) to support its first ophthalmic biologic product based on rhNGF for neurotrophic keratitis. The KAM will educate cornea specialists, ophthalmologists, and optometrists, while coordinating with nurses, technicians, and staff to maximize patient access.

The role requires field travel 40–60% and team collaboration with cross-functional partners to implement effective territory plans and ensure compliant, successful market access.

Qualifications

• Bachelor’s degree required. Advanced educational degree or experience in the Healthcare field preferred.
• 5+ years of demonstrated successful relevant healthcare sales or account management experience, including being accountable for own territory and large geography.
• 3+ years of experience in biotech/specialty sales, preferred.

Responsibilities

• Educate healthcare professionals (cornea specialists, ophthalmologists, optometrists) and office staff.
• Develop center and physician-specific plans and deploy messages and resources.
• Manage territory budget and build relationships with key thought leaders in the local area.

Skills

Eye care sales

Account management

Strategic planning

Relationship building

Communication

Education

Bachelor's degree

Healthcare field advanced degree preferred

Tools

CRM software

Job description

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Job Area: Sales (Biotech Commercial + Primary Care Commercia

Job Category: Professionals

Job Site: Remote

Location:

San Mateo, CA, US

Dompé is an Italian bio-pharmaceutical company that focuses on innovation, where a long tradition in the field of personal wellness goes hand-in-hand with a commitment to research and development to meet unsatisfied therapeutic needs.

Established in 1940 in Milan, Dompé has an industrial and biotech research hub in L’Aquila, in addition to branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees. The US headquarters of Dompé are based in Boston (R&D) and in the San Francisco Bay Area (Commercial Operations).

WHAT YOU’LL BE DOING: MAIN RESPONSIBILITIES:

The 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 Key Account Manager (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 Key Account Manager (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 basis
• Become an expert in the science of corneal healing and in our clinical trial data, and be able to verbalize its significance to others
• Serve as a resource to aligned accounts including physicians and their staff in order to enable appropriate education and access to our medicines
• Work collaboratively with cross-functional partners including but not limited to patient access managers, managed care, medical science liaisons, marketing, human resources, legal and compliance
• Create 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 objectives
• Leverage internal data and tools, analytics and insights to determine where and how approved resources and marketing messages should be deployed within territory
• Manage assigned territory budget effectively
• Create, build and maintain relationships with cornea thought leaders in local area in partnership with key internal Dompé team members
• Actively participate and lead territory business planning meetings
• Represent Dompé at professional society meetings as assigned by Sales leadership
• Demonstrate leadership within internal teams, sharing best practices and market dynamics with peers when appropriate
• Comply with all laws, regulations and policies that govern the conduct of Dompé activities
• Manage assigned geography with diverse customer base of physicians and accounts
• Overnight travel by plane and by car is required and will range from 40%-60% depending on the geography and business needs of the individual territory

YOU COULD BE THE PERFECT FIT IF YOU HAVE:

• Bachelor’s degree required. Advanced educational degree or experience in the Healthcare field preferred
• 5+ years of demonstrated successful relevant healthcare sales or account management experience, including being accountable for own territory and large geography
• 3+ years of experience in biotech/specialty sales, preferred
• Live within the stated KAM geography

SKILLS YOU’LL NEED FOR SUCCESS:

• Prior work with rare or orphan disease products
• Eye care sales experience and relationships in anterior segment therapeutic area, in both private clinic and hospital/academic setting
• Exceptional clinical acumen with the proven ability to excel in a scientifically complex and stimulating environment
• Proven track record of exceeding business goals
• Keeps current and develops deeper and broader experience in own functional area
• Self-motivated and assertive with the ability to act with urgency
• Understands strategic priorities developed by leadership team
• Is open to and actively solicits feedback on performance and skill development needs
• Demonstrates appreciation for diversity of perspectives and approaches among peers
• Strong strategic planning and organizational skills

CORE COMPETENCIES:

• Achieving Results
• Technical Expertise & Business Acumen
• TeamworkCommunicationDecision MakingDeveloping Self and Others

BENEFITS OF JOINING OUR TEAM:

• Comprehensive medical benefits: we value access to healthcare for our patients as well as our employees
• Generous vacation / holiday time off: we care about our employees and encourage a balanced lifestyle
• Competitive 401(K) matching
• Location: The ideal candidate would reside in the San Diego area

Base salary: $135,000-$180,000 a year

At 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.

We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.