Job Description
Join us today and make a difference in people's lives!
RESPONSIBILITY AND AUTHORITY
The Key Account Manager, (KAM) is responsible for a Key Account Territory. This role's primary objectives are, but not limited to: cultivate therapy advocates and a pipeline of believers at designated Key Account CEC's, develop account plans and coordinate with Key Account team (MSL and CE) to advance the standard of DRE care and the value of VNS Therapy, clearly define account objectives and opportunities, collaborate with Territory Managers to support referral patterns and patient flow of care, ensure strong, coordinated execution of fundamentals (e.g., calls, reach, dialogues) at accounts, secure orders and oversee account management and coordinate LivaNova resources to meet account priorities. The Key Account Manager reports to the Regional Manager.
PRIMARY ACTIVITIES
Achieve or exceed sales objectives and be accountable for daily management of Key Account territory.
Engage onsite with epileptologists, neurologists, and neuroscientists with latest therapy information, clinical studies, etc. leading to patient identifications.
Uncover barriers to VNS Therapy adoption and develop actions and plans to address and overcome the barriers, as appropriate.
Build and maintain productive professional relationships with customers.
Build value proposition with surgeons to create surgical capacity appropriate for patient demand.
Create, maintain, and execute cross-functional physician targeting plans to achieve quarterly goals and long-term strategy.
Educate referring physicians in Key Account CEC's about current DRE treatment gaps, quality measures, and available LIVN resources
Educate and train fellows / residents on DRE treatments and VNS therapy
Secondary resource to provide onsite post-implant education of VNS Therapy and product support and education to staff, patients, and families unless otherwise determined by account strategy.
Regularly educate and update physicians/clinicians and clinic follow-up staff on new product releases of device systems and features, including both hardware and software modifications.
Demonstrate in-depth product and therapy knowledge.
Demonstrate a clinical aptitude to appropriately challenge providers and change prescriber treatment selection.
Receive technical inquiries and provide solutions to questions or problems
Provide surgical case coverage, follow-up support and troubleshooting of VNS Therapy in Key Account CEC's.
Secondary resource to provide on-site technical support, as requested by physicians, during dosing appointments unless otherwise determined by account strategy. .
Obtain PIQ and/or PAF from patients, caregivers and physicians.
Work with buying managers to negotiate pricing and deals, manage inventory and secure orders.
Work with buying managers to manage inventory and secure orders
Regularly monitor account performance, identify issues, and mitigate risks proactively.
Participate in professional outreach programs (e.g., neurology conferences), as directed.
Support DRE education programs.
Lead weekly territory team meetings to review progress towards quarterly goals and long-term strategy.
Coordinate with case management for patient education and account interactions needed to support patients as they navigate their path to VNS Therapy.
Collaborate with MSL and CE to establish and execute physician and account strategies.
Maintain physician and account information within LivaNova CRM tool.
Complete administrative requirements on time and accurately.
Maintain company standards involving ethical and moral character while professionally representing the company.
Perform other duties as may be required by management.
LOCATION & TRAVEL REQUIREMENTS
Key Account Manager must live within 90-minute radius of the Key Account Territory geographic area.
This position may require extensive business travel of 40% or more of the time.
MINIMUM REQUIREMENTS AND QUALIFICATIONS
BS/BA Degree preferably in life sciences, nursing, allied health, or business.
Minimum of four (4) years successful medical device or pharmaceutical selling experience.
Self-starter and independent thinker, with the aptitude to work autonomously
Exceptional written and verbal communication skills, with customers and patients at all levels
Intellectual capacity to interpret trends and data, translating the information into actions and improvements
Strong work ethic, with a resilient results orientation
Training experience in related field
Demonstrated aptitude and success in fostering solid, value-based physician relationships, and a capacity for interacting with patients in a clinical environment
Solid process orientation, demonstrated resource management / allocation experience, and the ability to perform multiple tasks simultaneously
Robust interpersonal skills, with evidence of teamwork and collaboration
Strategic thinking and appropriate risk allocation
Leadership skills
CAPABILITIES/EXPERIENCE
5-10+ years' experience managing relationships with large hospitals
Comfort and presence with non-clinical administrators and executives
Ability to engage in clinical conversations with physicians and surgeons
Familiarity with epilepsy (including DRE patients) and latest research
Ability to prioritize and coordinate stakeholder engagement across team capabilities (MSLs, TMs (if appropriate), CE, LIVN HQ)
Employee benefits include:
Health benefits - Medical, Dental, Vision
Personal and Vacation Time
Retirement & Savings Plan (401K)
Employee Stock Purchase Plan
Training & Education Assistance
Bonus Referral Program
Service Awards
Employee Recognition Program
Flexible Work Schedules
Compensation: The target salary for this position ranges from $115K-$120K base + commission. In specific locations, the pay range may vary from the range posted.
Our commitment to Diversity & Inclusion:
Background Checks at LivaNova:
Upon successful completion of the hiring process an offer may be extended. Please note, LivaNova reserves the right to conduct background investigations and/or reference checks on all its potential employees, where permitted by local legislation. This offer therefore, is contingent upon a clearance of such a background investigation and/or reference check, and can be rescinded, where permitted by local legislation, based upon data received in the background check and/or refusal to cooperate with or any attempt to affect the results of this check.
Notice to third party agencies:
Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
Beware of Job Scams:
Please beware of potentially fraudulent job postings or suspicious recruiting activity by persons posing as LivaNova recruiters or employees. The scammers may attempt to solicit confidential, personal information, such as a social security number, or your financial information. LivaNova will never ask for fees prior/during/after the application process, nor will we ask for banking details or personal financial information in return for the assurance of employment. If you are concerned that an offer of employment might be a scam or that the recruiter is not legitimate, please verify by searching for "See Open Jobs" on, and check that all recruitment emails come from an @livanova.com email address.
LivaNova values equality and celebrates diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination.
Our selection process is driven by the key demands/requirements for the role rather than bias or discrimination on the basis of a candidate’s sex, gender identity, age, marital status, veteran status, non-job-related disability/handicap or medical condition, family status, sexual orientation, religion, color, ethnicity, race or any other legally protected classification.
