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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, consistent field execution, and serving as a trusted advisor to customers while coordinating cross-functional resources to achieve business results. Success depends on clinically fluent engagement, strong account planning, and consistent execution to improve patient identification, access support, and sustained adoption, all while meeting compliance requirements.

Responsibilities

Develop and execute strategic account plans aligned with corporate objectives and patient access goals.
Manage high-value and developing accounts; conduct 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 including C-suite.
Execute omnichannel engagement plans including face-to-face, virtual, and digital touchpoints aligned to stakeholder preferences.
Lead customer meetings, strategic discussions, and speaker programs (virtual and in-person).
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 within the territory.
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
Clinical fluency
Account planning discipline
Customer engagement
Omnichannel engagement
Clinical presentations
Subject matter expertise
Relationship-building
CRM platforms (e.g., Salesforce)
Analytics tools
MS Office

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 or demonstrated sales success

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.
With Immunotherapy Manufacturing Facilities in Seal Beach, CA, and Union City, GA, a talented team of scientific, clinical, regulatory, and corporate professionals based in Seal Beach, and a commercial organization operating across the United States, Dendreon continues to advance innovation in personalized cancer treatment.