The Medical Affairs Company

IDN Key Account Manager (FL)

Job Location US-FL
Job Code
# of Openings
Account Manager: IDN/GPO


Territory Includes: FL


The IDN Key Account Manager (KAM) has the primary objective to grow sales for the Company’s brand and generic product portfolio, in and across targeted Integrated Delivery Networks (IDNs) and other strategic accounts. The IDN KAM is responsible for delivering account-focused value and solutions to customers while ensuring patient access to Company’s brand and generic product lines.


The IDN KAM will be responsible for establishing and building senior-level relationships within these key accounts and leveraging them in driving new, profitable sales and protecting base business while understanding and assessing these key customers' business objectives, strategies and requirements.


  • Identify, develop, and maintain relationships with strategically important decision makers, key influencers, and clinical leadership in assigned geography/accounts
  • Identify, analyze, and quantify commercial and clinical opportunities important to Company’s products and revenue
  • Manage and negotiate contracts for select branded and generic products in assigned accounts
  • Gain and maintain formulary access for targeted brands
  • Accelerate sales growth of Company’s brand and generic products through targeted accounts in collaboration with commercial teams
  • Represent Company at assigned local, regional, national conferences


  • Bachelor’s Degree required
  • Minimum 5 years pharmaceutical industry experience
  • Minimum 2 years Managed Care or IDN Account Management experience required
  • Proven track record of consistent, high performance
  • Demonstrated success working with cross functional teams to create IDN and hospital system-wide opportunities, build relationships, and pull-through with commercial teams
  • Strong analytical and negotiating skills
  • Knowledge of FDA requirements and PhRMA Code, including regulations governing compliant scientific exchange
  • Demonstrated ability to integrate and work in cross functional network/matrix
  • Demonstrated project management ability
  • Excellent communication (oral and written) and interpersonal skills
  • Ability to travel, locally and regionally, up to 70% (approx.10-12 overnights per month). May vary by regions
  • Valid driver’s license


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