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Key Account Manager - Boston South

Melinta Therapeutics is the largest pure play antibiotics company in the US with a potential $1B in commercial and late stage developmentproducts, plus a robust early development pipeline. Our mission is to meet thecontinually evolving threat of bacterial infections by discovering, developing,and commercializing a continual stream of novel antibiotics.
Job purpose
The Key Account Manager (KAM) position is ahospital-based and/or integrated sites of care-based position focused on launching and selling innovative products inthe assigned institutional accounts and integrated delivery networks(IDNs). This includes educating clinicians on the clinical benefitsof Melinta products to facilitate and gain improved institutional formularyaccess while expanding appropriate product utilization to exceed business andcustomer objectives with assigned hospitals and IDNs. The KAM alsohas accountability for pulling through contracts and facilitating account andclinician access opportunities to ensure achievement of Melinta's businessgoals.
Duties and responsibilities
Increase product access and sales in the geographicalarea by navigating the institutional formulary approval process, as well aseducating customers on appropriate use of Melinta products
Develop territory and account-level plans togrow product utilization, formulary access, and expand the customer base
Understand multiple interdependencies withinan account, consider customer treatment goals and needs, and maximize accountperformance by aligning appropriate solutions, messaging, and stakeholders
Establish and maintain professionalrelationships with customer opinion leaders and hospitals, includingphysicians, medical staff, pharmacies, etc.
Plan, coordinate, and implementhospital-oriented education forums in accordance with company policies andbusiness plans
Partner with hospital treatment committees toinclude Melinta products on appropriate disease state protocols
Facilitate continuity of care for dischargingpatients via Melinta product inclusion on discharge protocols/orders andalignment of approved Melinta reimbursement resources
Collaborate and communicate with Sales,Medical Affairs, National Accounts, Market Access, Marketing, and SalesAdministration on all needs, opportunities, Key Opinion Leader touch points,formulary changes and pull-through initiatives
Qualifications
Recent acute care hospital and/or integrated sites of care sales experiencein the assigned territory/accounts
Highly motivated, results driven individual
Must be able to work well independently andas a team member; under pressure and shifting priorities.
Self-starter with demonstrated problem-solvingskills
Excellent communication, (written and oral)presentation and strong interpersonal skills
Strong project management skills to ensuretimelines are met, as well as the ability to prioritize and multitask
A flexible attitude with respect to workassignments and continued industry related education.
Ability to work in a matrix environment andto value the importance of teamwork.
Ability to establish and build relationshipsand rapport with a diverse customer base.
Strong ability to learn and use technicalproduct knowledge
Excellent analytical and problem-solvingskills
Computer literacy in MS Word, Excel,PowerPoint, Access etc.
Industry Required Qualifications
Preferred hospital experience in Acute Careand/or Infectious Disease
Success planning and executing a new productor solution launch into a hospital setting
Minimum of 10 years of related pharmaceuticalsales, marketing and/or training experience.
Proven track record of sales within ahospital environment of the assigned territory/accounts
Willingness and ability to provide proof ofchildhood immunizations, a negative TB test and other requirements, as set byeach hospital's credentialing protocol for access.
Valid driver's license and clean drivingrecord
Education
Bachelor's Degree in a related discipline isrequired. An MBA is preferred
KeyLeadership & Behavioral Competencies
Highly motivated, results driven individual
Must be able to work well independently andas a team member; under pressure and shifting priorities.
Self-starter with demonstrated problem-solvingskills
Excellent communication, (written and oral)presentation and strong interpersonal skills
Strong project management skills to ensuretimelines are met, as well as the ability to prioritize and multitask
A flexible attitude with respect to workassignments and continued industry related education.
Ability to work in a matrix environment andto value the importance of teamwork.
Proven ability to coach and develop directreports
Excellent analytical and problem-solvingskills
Computer literacy in MS Word, Excel,PowerPoint, Access etc.
Willingness and ability to provide proof ofchildhood immunizations, a negative TB test and other requirements, as set byeach hospital's credentialing protocol for access.
PersonalCharacteristics
Willing to have the "direct and honestconversation" which, at times, is uncomfortable. Not afraid to confront thefacts (or be confronted) and develop a plan to move forward.
Competitive spirit and drive to win. Strongsense of initiative, internal motivation and an unrelenting focus on results.
Openness to feedback and coaching with astrong orientation towards continual learning and improvement. Ability tosolicit, accept and provide direct feedback without defensiveness.
Capacity to function in a highly complex,company with ease and fluidity, while driving and influencing results.
Entrepreneurial, flexible, yetresults-focused.
High degree of intellectual curiosity,honesty and capability.
Low ego and humble in spirit despite his/hertrack record of outstanding performance.
PositionType / Expected Hours of Work
This position regularly requires long hoursand frequent weekend work.
Travel
50-75% travel. May involve some travel toconferences and/or sales meetings as necessary
It is our Company's policy to employ, retain, promote,terminate and otherwise treat all employees and job applicants without regardto any individuals' race, religion, color, sex, sexual orientation, nationalorigin, age, marital status, disability or protected veteran status.
In compliance with local, state, national and federaldisability laws world-wide, we would be happy to reasonably accommodate anydisability needs in support of theapplication process. Please e-mailhr@melinta.comif you want to request accommodation in order to apply.
No recruiter or agency calls please. Melinta Therapeuticsdoes not accept unsolicited resumes from search firms.



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