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Account Manager

2 months ago

San Diego, United States Lantheus Full time
Description

Lantheus is an entrepreneurial, agile, growing organization that provides innovative diagnostics, targeted therapeutics, and artificial intelligence (AI) solutions that empower clinicians to find, fight and follow disease. At Lantheus our purpose and values guide our behaviors in all interactions and play a vital role in creating a dynamic environment that contributes to our success. Every employee is crucial to our success; we respect one another and act as one knowing that someone‘s health is in our hands. We believe in helping people be their best and are seeking to bring together a diverse group of individuals with different viewpoints and skill sets to be a part of a productive and inclusive team.

Summary of Role:

Nuclear Account Manager (NOAM)-Atlanta Territory contributes to the sales strategy and execution through meeting and exceeding sales and profit objectives in their allocated geography. This will require cross functional teamwork with development and execution of a territory business plan involving contracts with imaging centers, onboarding and training of new sites and maintenance of relationships with stakeholders in imaging sites to include but not limited to physicians, technologists, administrator, and purchasing. The NOAM will provide product education to Nuclear Medicine physicians, technologists, and supporting staff. Collaboration with Pharmacy Manufacturing Facilities (PMFs) and appropriate sales team that supply product to allocated geography is necessary. This position covers all aspects related to product use and purchase within Nuclear Medicine/Medical Imaging including direct HCP and customer engagement and reports to the Nuclear Medicine Regional Sales Director.

The Nuclear Oncology Account Manager is the primary customer facing Lantheus Holdings professional tasked with contracting, training, educating, and onboarding the Nuclear Medicine professionals on Lantheus Holdings products, specifically PYLARIFY. The NAM will cultivate and maintain productive customer relationships to include HCPs, Advanced Practice Providers, Nurses, Pharmacists, Department Administrators, and other key medical and administrative personnel in Nuclear Medicine/Medical Imaging. These activities will contribute to Lantheus being the preferred partner in the Prostate Cancer Imaging community.

The NOAM is responsible for the creation, coordination, and implementation of a strategic and tactical business plan for their assigned territory and execution of agreed tactics focused on driving uptake and demand while representing a consistent Patient First approach. The NAM will collaborate with stakeholder functions (e.g., PyLAMs, National Accounts Director, PMFs, Marketing, Market Access, Medical Science, Commercial Operations, Supply Chain, Finance, Corporate Development and Sales Force Effectiveness) to optimize the customer experience and maximize business outcomes, contributing to the global revenues and growth expectations for the portfolio.

Qualified candidates must demonstrate a high clinical acumen, collaborative and supportive team approach and an increasing record of success in their ability to intrench products and grow market share through effective communication, innovative solutions, and tactical product strategies.

Essential Capabilities/Competencies:

  • Develop and execute a territory business plan that effectively drives desired sales outcomes in Nuclear Medicine/Imaging Centers within a specified timeframe in assigned geography.
  • Prioritize initiatives and drive focus on high impact opportunities; monitor Performance Dashboards to analyze, interpret, and execute actionable sales efforts, prioritizing customers, and strategic solutions to exceed targets.
  • Conduct regular business analyses of the local market(s)-customers, payers, competition, key stakeholders, and sales trends to create, implement, and update business plans to achieve access, use and sales goals. Collaborate with customers to identify all PYLARIFY referring physicians to an imaging center as well as referrals for conventional imaging for Prostate Cancer and share data with PYLAM partner.
  • Identify and contract with new imaging customers and advance to product utilization including formulary approval, renewal of existing contracts.
  • Develop and adhere to a call plan including close communication with key customers; actively address issues and concerns; strive to make our customers and their patients have a positive experience with PYLARIFY, our PMF partners and our company.
  • Onboard new customers, through education and training on the proper use of PYLARIFY. This will include SNMMI VOICE credit presentations, in-services, Speaker Programs and coordination with Market Access and other resources.
  • Ensure account strategies are effective and aligned with regional and national sales objectives to drive positive outcomes. Onboard and facilitate to first dose all national account opportunities as directed by Franchise National Account Director.
  • Collaborate with field sales effectiveness team and manager to develop yourself, implement suggestions, programs, and/or changes to meet desired outcomes.
  • Always promote PYLARIFY in line with approved PI.
  • Develop relationships with all PET Readers in customer accounts. Maintain elevated level of contact with KOL‘s in Nuclear Medicine/Medical Imaging.
  • Collaborate with Marketing and Physician Liasons of customer imaging centers.
  • Actively manage relations with PMFs to ensure optimal supply chain fulfilment and contribution to sales forecasts. This includes weekly discussions with PMF sales team for Sofie and Pharmalogic territories.
  • Foster an integrated customer account strategy with PYLAM(s) and drive the cultivation and synergy among Medical Affairs, Marketing, Market Access, Customer Excellence and all related work teams including PMF‘s aimed at growth and continuous improvement; identify and provide market intelligence about trends in patient / disease management, competing technologies, reimbursement issues, etc. that may impact the appropriate usage of Lantheus Holdings‘ products. A consistent and recurring cadence of calls with partners.
  • Identify potential reimbursement obstacles and work with Market Access to effectively resolve.
  • Develop sales leads and demo opportunities for AI.
  • Ensure a compliant, ethical culture to promote Lantheus Holdings products and adhere to the highest ethical standards.
  • Additional projects and initiatives as requested.

Minimum Skills, Experience and Education:

  • 2+ years contracting experience with healthcare entities; strong influencing and negotiation skills.
  • Demonstrated abilities to analytically assess and communicate business performance including attainment of goals and objectives, the allocation of resources and commercial operations that directly impact product sales in assigned geography; Experience building Key Account Plans
  • Communicate ideas and information, both verbally and written, in a persuasive and appropriate manner; ability to communicate complex or technical content in a convincing way to clinical, technical, and non-technical audiences.
  • Proficient MS Office and CRM skills
  • Experienced in managing multiple projects simultaneously and delivering results in a timely manner, effective management skills in environment of ambiguity.
  • Effective collaboration skills with internal and external stakeholders; the ability to work at peer-level with experienced technical and commercial experts.
  • Works within Ethics and Compliance policies
  • Works to ensure a diverse and inclusive environment free from all forms of discrimination and harassment.

Preferred:

  • Certified Nuclear Medicine Technologist with 3+ years of demonstrated sales success in Nuclear Medicine Diagnostic or Radioligand Therapy
  • Clinical and/or technical discipline knowledge of PET/CT Imaging and PET radiopharmaceutical manufacturing
  • Experience as a speaker for SNMMI or equivalent trade organization.
  • Experience conducting live in-services on product utilization.
  • Experience working with Market Access and Medical Science Liaisons

Other Requirements

  • Field based remote role requiring routine overnight travel up to ~60% and periodic weekend work.
  • Valid driver‘s license

Core Values:

The ideal candidate will embody Lantheus core values:

  • Let people be their best
  • Respect one another and act as one
  • Learn, adapt, and win
  • Know someone‘s health is in our hands
  • Own the solution and make it happen

Lantheus is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person‘s race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Lantheus is an E-Verify Employer in the United States. Lantheus will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the Lantheus Talent Acquisition team at .

#LI-REMOTE

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor‘s legal duty to furnish information. 41 CFR 60-1.35(c)