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About the Role

The Key Account Manager drives patient access, account performance, and strategic partnerships within an assigned territory, focusing on urology and oncology practices. This role requires strategic account planning, field execution, and serving as a trusted advisor to customers while coordinating cross-functional resources to achieve business results. Success depends on clinical fluency, strong account planning, and consistent execution to improve patient identification, access support, and sustained adoption, all while adhering to compliance requirements.

Responsibilities

Develop and execute strategic account plans aligned with corporate objectives and patient access goals.
Manage high-value and developing accounts, conducting regular Customer Business Reviews (CBRs) to assess performance and drive growth.
Build account maps identifying clinical decision makers, operational stakeholders, and referral networks.
Maintain an operating rhythm including routine account reviews, pipeline management, and continuous improvement.
Build trust-based relationships with physicians, clinical staff, administrators, and executives.
Execute omnichannel engagement plans including face-to-face, virtual, and digital touchpoints.
Lead customer meetings, strategic discussions, and speaker programs.
Deliver compliant clinical presentations and serve as a subject matter expert on disease state, treatment paradigms, and competitive landscape.
Identify and cultivate clinical champions through credible partnership and consistent follow-through.
Drive patient identification and account activation by understanding patient flow, referral patterns, diagnostic pathways, treatment decision points, and care team dynamics.
Identify growth opportunities by expanding account depth, increasing engagement across the stakeholder network, and developing emerging accounts.
Support account readiness by identifying operational gaps and coordinating internal support to improve workflow efficiency and reduce barriers to appropriate treatment starts.
Partner with Market Access and Patient Support to help accounts navigate reimbursement and logistical challenges.
Maintain working knowledge of buy-and-bill dynamics and site of care considerations.
Coordinate cross-functional teams (Reimbursement, Marketing, Medical Affairs, Patient Support) to support account needs.
Partner with Regional Business Directors and Sales Leadership on strategy and execution.
Use CRM and analytics tools to document interactions, manage opportunities, and meet KPIs.
Execute all responsibilities in compliance with company policies, FDA/PhRMA guidelines, and industry standards.

Requirements

Bachelor's degree required; advanced degree preferred.
5-7 years pharmaceutical/biotech experience; oncology, urology, or specialty products strongly preferred.
3-5 years’ account management experience or demonstrated sales success.
Proven ability to manage complex accounts across large practices, hospitals, academic centers, and IDNs.
Strong clinical fluency, communication, presentation, and relationship-building skills.
Proficiency in CRM platforms (e.g., Salesforce), analytics tools, and MS Office.
Understanding of FDA/PhRMA promotional guidelines and compliance standards.
Experience in buy-and-bill environments, rebate tiering, and ASP reimbursement structures.
Experience with GPOs and Integrated Delivery Networks.
Experience in oncology and/or urology therapeutic areas.
Must reside within assigned territory.
Must maintain credentials for customer facility access including required screenings and immunizations.
Ability to conduct business effectively in both virtual and in-person environments.

Skills

Strategic account planning
Field execution
Trusted advisor
Cross-functional resource coordination
Clinical fluency
Account planning discipline
Patient identification
Access support
Sustained adoption
Compliance
Customer relationship management
Omnichannel engagement
Clinical presentations
Subject matter expertise
Patient flow understanding
Referral pattern analysis
Diagnostic pathway knowledge
Treatment decision point analysis
Care team dynamics
Growth opportunity identification
Account depth expansion
Stakeholder network engagement
Emerging account development
Operational gap identification
Workflow efficiency improvement
Reimbursement navigation
Logistical challenge resolution
Buy-and-bill dynamics
Site of care considerations
CRM platform proficiency
Analytics tool proficiency
MS Office proficiency
FDA/PhRMA promotional guidelines understanding
Compliance standards understanding

Location

Assigned territory

Work Type

Field-based
Frequent car travel
Occasional air travel

Experience Level

5-7 years pharmaceutical/biotech experience
3-5 years account management experience

Education Level

Bachelor's degree
Advanced degree preferred

About the Company

At Dendreon, we’re transforming the battle against cancer with personalized immunotherapy.
Our flagship product, PROVENGE® (sipuleucel-T), was the first FDA-approved immunotherapy for metastatic castrate-resistant prostate cancer, utilizing a patient’s own immune cells to fight the disease.
If you’re driven by the opportunity to make a meaningful impact on cancer patients' lives, we invite you to join our team.
With Immunotherapy Manufacturing Facilities in Seal Beach, CA, and Union City, GA, a strong Research & Development group in Seattle, WA, and a highly skilled Commercial team across the nation, Dendreon is at the forefront of cancer treatment innovation.
Core Values: Put Patients First, Act with Integrity, Build Trust, Raise the Bar, Drive Results.