Key Account Manager - Southeast

Apnimed; Atlanta (GA); On-site; USD 172,000 - 220,000; Full time

Benefits offered by this job

401(k) with company match

Generous vacation time

Company-paid benefits

Flexible working environment

Motivated and experienced team

Job summary

Apnimed is seeking a Senior Key Account Manager to drive access and adoption of AD109 across national health systems. You will own a strategic book of accounts, engaging system-level clinicians, pharmacists, and administrators to establish formulary access and influence care pathways.

The role reports to the National Sales Director and leads a matrixed team including Market Access, Medical Affairs and Marketing to execute one coordinated plan per account. Field-based with extensive travel.

Qualifications

• 8+ years biopharma commercial experience, incl. 3+ years in KAM.
• Proven formulary access success in large health systems.
• Launch experience in specialty/CNS markets.
• Strong knowledge of health system economics and utilization management.
• Ability to lead cross-functional teams without direct authority.
• Strategic account planning with fast-paced execution.
• Will travel extensively; reside in assigned geography.
• Bachelor's degree; MBA/PharmD preferred.

Responsibilities

• Own a defined portfolio of strategic health systems and IDNs.
• Map stakeholders within accounts and execute an account plan.
• Collaborate with Market Access to secure payer coverage.
• Influence treatment protocols and care pathways.
• Lead pre-launch and launch readiness activities.
• Coordinate matrixed account team behind one plan.
• Identify system-level screening and care coordination initiatives.
• Establish account KPIs and surface trends to leadership.
• Ensure all activity complies with policy and regulations.

Skills

Key account management

Health system selling

Cross-functional influence

Strategic planning

Executive communication

Travel readiness

Education

Bachelor's degree

MBA or PharmD preferred

Job description

Apnimed is a rapidly growing pharmaceutical company working to transform the treatment of sleep apnea based on a simple idea - patients with obstructive sleep apnea could benefit from treatment with a safe and effective oral medication dosed once daily at bedtime. Our lead development program targets the neurologic control of upper airway muscles to maintain an open airway during sleep. Based in Cambridge, Mass., Apnimed is committed to innovation, as well as state-of-the-art advancements in sleep medicine, which is leading to the development of a portfolio of novel pharmacologic therapies for sleep apnea and related disorders. Of note, the Boston Business Journal has also voted Apnimed as one of the Best Places to Work in 2024 and 2025!

The Key Account Manager (KAM) will play a pivotal role in securing access and driving adoption of AD109 within the nation's largest health systems and integrated delivery networks. Reporting to the National Sales Director, this senior field-based role owns a defined book of strategic accounts, engaging system-level clinical, pharmacy and administrative decision makers to establish formulary access, influence treatment protocols and pathways, and unlock the sleep and pulmonology centers within each system.

This is a highly visible, entrepreneurial role requiring a strategic account planner with deep experience selling into complex health systems and navigating committee-driven decision making. The KAM carries no direct reports but leads a matrixed account team, including Regional Sales Leaders and sales specialists, Market Access, Medical Affairs and Marketing, to deliver one coordinated plan per account.

Key Job Duties include, but are not limited to:

• Own a defined portfolio of strategic health systems and integrated delivery networks, mapping the decision-making structure of each and executing an account plan spanning pre-launch preparation, launch execution and post launch growth
• Map and build relationships across all relevant stakeholders within an account, including physicians, clinical staff, pharmacy, administration, and other decision-influencers.
• Partner with Market Access to pull through national and regional payer coverage at the system level
• Influence system treatment protocols, order sets, care pathways and referral flows to support identification and treatment of patients with obstructive sleep apnea
• Lead pre-launch and launch-readiness activities within assigned key accounts, including stakeholder mapping and understanding of patient journey
• Lead the matrixed account team without direct authority, aligning field sales, Market Access, Medical Affairs and Marketing behind one coordinated plan per account
• Identify and support system-level screening, diagnostic and care coordination initiatives that expand appropriate patient identification
• Establish account-level KPIs to measure access, adoption and pull-through, and surface system trends, access barriers and competitive intelligence to commercial leadership
• Ensure all account activity is conducted in full compliance with company policy, industry codes and applicable regulations

Qualifications:

• 8+ years of biopharmaceutical commercial experience, including 3+ years in key account management, health system or institutional selling
• Demonstrated success securing formulary access and driving protocol or pathway change within large health systems and integrated delivery networks
• Proven track record of successful product launches, ideally in specialty or CNS-related markets
• Strong working knowledge of health system economics, reimbursement, specialty pharmacy and utilization management
• Demonstrated ability to lead and influence cross-functional teams without direct authority
• Strong strategic account planning skills with the ability to execute tactically in a fast-paced environment
• Excellent communication, executive presence and stakeholder management skills
• Field-based role; must reside within the assigned geography and be able to travel extensively, including overnight travel
• Valid driver's license and an acceptable driving record
• Bachelor's degree required; advanced degree (MBA, PharmD, or similar) preferred

What Apnimed Offers:

• 401(k) with company match
• Generous time off for vacation
• Generous Company paid benefits
• Flexible working environment
• Motivated and experienced team

Location and Other Information:

• This is a field-based role; the KAM must reside within the assigned geography.
• Apnimed is an EEO employer committed to an exciting, diverse, and enriching work environment.
• The annual base salary range for this position is $172,000 - $220,000.
• Please visit us at www.apnimed.com to learn more about our work with Obstructive Sleep Apnea