Key Account Manager - West

DESCRIPTION:

Headquartered in Carlsbad, California, and with offices in Boston, Massachusetts, and Dublin, Ireland, Ionis has been at work for more than three decades discovering medical breakthroughs that have redefined life for people with serious diseases. We’re pioneers in RNA-targeted medicines, and our platform continues to revolutionize drug discovery and transform lives for patients with unmet needs. With multiple marketed medicines and a leading pipeline in neurology, cardiology and select areas of high patient needs, we continue to drive innovation in RNA therapies in addition to advancing new approaches in gene editing to provide greater value to patients and are well positioned financially to deliver on our strategic goals.

At Ionis, we pride ourselves on cultivating a challenging, motivating and rewarding environment that fosters innovation and scientific excellence. We know that our success is a direct result of the exceptional talents and dedication of our employees.

With an unprecedented opportunity to change the course of human health, we look to add diverse individuals, skill sets and perspectives to our exceptional team. We continue to invest time, money and energy into making our onsite, hybrid and remote work environments a place where solid and lasting relationships are built and where our culture and employees can thrive.

We’re building on our rich history, and we believe our greatest achievements are ahead of us. If you’re passionate about the opportunity to have meaningful impact on patients in need, we invite you to apply and join us. Experience and contribute to our unique culture while you develop and expand your career!

SUMMARY

The Key Account Manager (KAM) is a field-based individual contributor responsible for building and managing enterprise-level relationships with priority Integrated Delivery Networks (IDNs), academic medical centers, organized medical groups and large health systems within an assigned geography. This role operates at the intersection of clinical, operational, administrative, pharmacy, financial, population health and c-suite stakeholders — developing and executing system-level account plans that support appropriate patient identification, institutional access, and on-label use of TRYNGOLZA® (olezarsen). The KAM works in close partnership with Sales, Medical Affairs, and Market Access colleagues to ensure a coordinated, enterprise-facing commercial strategy within each priority account that supports revenues in the institutions they’re responsible for while contributing to top-line sales growth for Tryngolza (olezarsen).

CORE RESPONSIBILITIES

1. Account Profiling & Barrier Identification: to understand governance structures, stakeholder influence networks, care delivery models, referral pathways, reimbursement workflows, and operational barriers impacting patient identification and treatment adoption in sHTG
2. Account Strategy and Enterprise Planning: Develop and maintain comprehensive account plans for a portfolio of priority IDNs and large health systems. Map clinical, operational, administrative, and functional stakeholders involved in clinical and economic evaluation at the key accounts within each account. Drive TRYNGOLZA inclusion in formulary, P&T committee reviews, order sets, and clinical protocols. Monitor account adoption and adjust strategy to accelerate appropriate patient identification and treatment pull-through.
3. C-Suite and Institutional Stakeholder Engagement: Build and sustain relationships with C-suite executives, pharmacy directors, P&T committee members and other functional stakeholders involved in clinical and economic evaluation at the key accounts. Lead compliant, evidence-based value discussions using health economic data, real-world evidence, and clinical outcomes data relevant to the therapeutic area. Navigate complex institutional approval processes, aligning enterprise decision-makers with field execution priorities and removing systemic barriers to appropriate patient access.
4. Cross-Functional Orchestration: Collaborate with appropriate field teams to ensure information sharing and an aligned perspective is developed for each assigned account.Partner with Market Access and Trade & Distribution to support EHR drug file integration, digital prescribing workflows, and patient identification initiatives within priority systems.
5. System Level Solutions & Strategic Opportunities: Identify opportunities to develop engagement solutions or opportunities based on mutual overlap of Ionis and customer needs to enable strategic partnerships with key accounts
6. Competitive and Access Intelligence: Systematically capture and escalate account-level competitive intelligence, formulary positioning changes, and access barriers to Market Access, Trade and Distribution, and Brand Marketing in a timely manner that allows for evaluation and strategy assessment.
7. Operational Excellence and Compliance: Ensure 100% adherence to patient privacy standards, adverse event and product compliant reporting obligations, and mandatory training requirements. Operate within all promotional, legal, and regulatory boundaries applicable to interactions with healthcare institutions, including all Ionis compliance policies.

EDUCATION, EXPERIENCE, AND OTHER REQUIREMENTS

1. Valid U.S. driver's license and driving record in compliance with company standards.
2. Bachelor's degree required; advanced degree (MBA, PharmD, MPH) or equivalent experience preferred.
3. A minimum of 15 years of pharmaceutical or biotech commercial experience (12 years with advanced degree), with at least 4 years in a field-based role with direct accountability for complex institutional accounts, including IDNs, academic medical centers, or large health systems.
4. Demonstrated track record of successfully navigating institutional access processes, including P&T committee engagement, formulary submissions, order set integration, and multi-stakeholder account planning within complex health systems.
5. Experience engaging C-suite, pharmacy directors, population health leaders, and value analysis committees in compliant, outcomes-oriented discussions informed by clinical and health economic evidence.
6. Strong working knowledge of the managed care and specialty pharmacy landscape, including specialty pharmacy distribution, prior authorization processes, and the relationship between payer policy and institutional formulary decisions.
7. Proven ability to orchestrate and influence cross-functional field teams across sales, medical, and access functions without direct reporting authority.
8. Experience in cardiometabolic, lipidology, endocrinology, or a therapeutic area requiring specialist-driven prescribing and active patient identification preferred.
9. Familiarity with EHR systems (i.e., Epic, Oracle/Cerner, Meditech) and the institutional workflows governing drug file additions, electronic prescribing, and order set management preferred.
10. Must reside within or be willing to relocate to the assigned geographic territory. Role requires field travel.
11. Must have a valid driver's license and the ability to drive to customer sites. Must be able to comply with all applicable healthcare provider access requirements, including background check and vaccination requirements where applicable.
12. Demonstrates and upholds behaviors that are in alignment with Ionis Culture, Core Principles, and Working with Each Other policy.

Ionis offers an excellent benefits package! Follow this link for more details: Ionis Benefits

The pay scale for this position is $205,000-220,000.

Ionis Pharmaceuticals, Inc. and all its subsidiaries are proud to be EEO employers.