Job description

* Candidates Must Be Located In California* Purpose and Scope The Key Account Manager specializes in health system selling and requires a unique skill set to navigate the complex landscape of large healthcare organizations as a member of the sales team. Their role involves building relationships with multiple decision-makers, understanding the broader healthcare ecosystem and aligning the company’s products with the system’s strategic goals while driving sales in each targeted account. The KAM will have extensive relationships within the targeted accounts, have first-hand, in depth understanding of navigating health systems and proven success in driving sales in all segments of business within the accounts. The KAM will play a critical role in driving sales within the company, focusing on hospitals and healthcare systems. The KAM is responsible for developing and maintaining strong relationships within assigned accounts in a specific geographic territory, including but not limited to community-based clinics, IDNs and hospital systems. The KAM will leverage their in-depth knowledge of hospital operations and purchasing processes to drive sales in complex health systems and IDNs. The KAM will build relationships, understand organizational structures, and tailor sales messaging to the unique needs of their accounts. The KAM will be responsible for a list of accounts and target healthcare providers, pharmacy stakeholders and other office personnel that are involved in the clinical decisions, P&T process, ordering and procurement of Rx and Mx products. The KAM will effectively and efficiently navigate the various places of service within health systems including on and off-site clinics, infusion centers, in-patient pharmacies, owned specialty pharmacies etc. Target list can include community-based clinics depending on business needs. Essential Duties & Responsibilities Account Integration • Collaborate with healthcare providers and health systems to facilitate the integration and adoption of Tolmar’s products and solutions • Support the development and implementation of strategies to optimize product placement and utilization within health systems Stakeholder engagement • Build and maintain strong relationships with key stakeholders, including healthcare professionals, administrators and decision makers within health systems • Act as a liaison between the company and health systems to address needs, gather feedback and ensure effective communication to ensure achievement of sales goals Product Promotion: • Present and promote the company’s products to appropriate stakeholders including Licensed HCPs, medical assistants, pharmacy personnel etc. to increase sales in each account. • Provide on label, detailed information about product benefits, features and indications • Conduct product demonstrations/ mixing and administration with all relevant stakeholders Collaboration with Internal Teams • Work closely with marketing, sales, corporate accounts and medical affairs teams etc to ensure account needs are met Core Values • Center on People: We commit to support the well-being of our patients. We are committed to treating our employees and those we serve as valued partners. By placing people at the heart of our actions, we actively engage, invigorate, acquire knowledge, and grow together. • Are Proactive & Agile: We embody a culture of engagement and action. With a hands-on approach, we fearlessly adapt to change. We anticipate, respond swiftly and efficiently to ignite a spirit that propels us towards extraordinary outcomes. • Act Ethically: We are committed to consistently conducting our business in an ethical, compliant, and socially aware manner, in line with our purpose of positively impacting lives. We actively cultivate diversity, equity, inclusion & sustainability in our workplace. • Constantly Improve: We are committed to a collaborative & proactive effort to improve our products, systems, processes, and services by reducing waste, increasing efficiency & improving quality. • Are Accountable: We think, act, and communicate with honesty, transparency, and clarity in alignment with our core values. We don't compromise our values for near term gain. We take accountability & ownership of our work, actions, successes, and setbacks. We strive to deliver our best as we shape the future. Knowledge, Skills & Abilities • Demonstrates assertive selling techniques including asking for business on every call • Strong understanding of healthcare systems and ability to navigate selling journey of pharmaceutical products in various places of service within health system • Excellent communication, negotiation and interpersonal skills • Insurance and payer knowledge • Ability to analyze data and present findings effectively • Strong organizational and project management skills • Ability to work independently and collaboratively in a fast-paced environment • Knowledge of industry regulations and compliance standards • Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines • Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel • Proficient in the use of Salesforce • Ability to drive a company vehicle with an approved driver’s license and insurance Education & Experience Required • Bachelor’s degree in business, Pharmacy, Health Administration, Life Sciences or a related field. • Proven experience and success (5 years) in health-system selling • 5 years of proven and documented success in driving health system formulary processes, developing clinical advocates in pharmacy and in clinics and gaining alignment among complex health system departments to increase sales by establishing utilization of products and/or growing share in existing accounts • Experience in buy & bill product promotion • Experience in Rx sales models within health system owned Specialty and In-patient pharmacies Preferred • Advanced degree or certifications in healthcare or health systems management is a plus Working Conditions • Remote position/ field based • Ability to travel via air, car, train etc to healthcare facilities and conferences at least 70% of the time Compensation Tolmar compensation programs are focused on equitable, fair pay practices including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on the selected candidates qualifications and experience. The pay range for this position at commencement of employment is expected to be between ($165,000 and $220,000/year); however, while salary ranges are effective from 1/1/26 through 12/31/26, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills and abilities. About Tolmar Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development, and manufacturing of high-quality topical products used in dermatology, and extended-release dosing forms for products commonly used in urology and oncology. Founded in 2006, we are a private company known internationally for our advanced drug delivery capabilities and our unmatched commitment to our partners and to the patients and provider communities we serve Since our inception, Tolmar has produced 22 marketed products supported by 5 New Drug Applications (NDAs) and 17 Abbreviated New Drug Applications (ANDAs) across urology, oncology, and endocrinology. With more products forthcoming, our dedicated pipeline reflects Tolmar’s future-focused approach Tolmar offers exciting opportunities that will leverage your abilities, expand your skills, and reward your contributions in an atmosphere that encourages both personal and professional growth. Additionally, Tolmar offers competitive compensation and excellent benefits including: • Competitive and inclusive medical, dental and vision coverage options • Flexible Spending Accounts for medical expenses and dependent care expenses • HSA through our HDHP • CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage • Generous 401K match - currently matches 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9% • Tolmar-paid Life, LTD, and STD insurance coverages, as well as voluntary benefit options • Employee Assistance Plan, Legal Guidance and Funeral Planning & Concierge Services • Adoption and family-planning benefits, Fertility and Family Forming Benefits • Generous paid time off, including: • Vacation, sick time and holidays • Volunteer time to participate within your community • Discretionary year-end shutdown See More @ tolmar.com We provide a positive work environment designed around the philosophy of mutual respect and the challenge and rewards of contributing to the continued success of our organization. Tolmar is committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion. Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local law. It is our intention that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors.

Requirements

Must-haves

Candidates Must Be Located In California*
Purpose and Scope
Essential Duties & Responsibilities
Account Integration
Collaborate with healthcare providers and health systems to facilitate the integration and adoption of Tolmar’s products and solutions
Support the development and implementation of strategies to optimize product placement and utilization within health systems
Stakeholder engagement
Build and maintain strong relationships with key stakeholders, including healthcare professionals, administrators and decision makers within health systems
Act as a liaison between the company and health systems to address needs, gather feedback and ensure effective communication to ensure achievement of sales goals
Present and promote the company’s products to appropriate stakeholders including Licensed HCPs, medical assistants, pharmacy personnel etc. to increase sales in each account.
Provide on label, detailed information about product benefits, features and indications
Conduct product demonstrations/ mixing and administration with all relevant stakeholders
Collaboration with Internal Teams
Work closely with marketing, sales, corporate accounts and medical affairs teams etc to ensure account needs are met
Constantly Improve: We are committed to a collaborative & proactive effort to improve our products, systems, processes, and services by reducing waste, increasing efficiency & improving quality.
Knowledge, Skills & Abilities
Demonstrates assertive selling techniques including asking for business on every call
Strong understanding of healthcare systems and ability to navigate selling journey of pharmaceutical products in various places of service within health system
Excellent communication, negotiation and interpersonal skills
Insurance and payer knowledge
Ability to analyze data and present findings effectively

Nice-to-haves

Advanced degree or certifications in healthcare or health systems management is a plus
Working Conditions
Ability to travel via air, car, train etc to healthcare facilities and conferences at least 70% of the time

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

agile

Platform: ukg
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off