Key Account Manager, Nephrology

Type: Permanent position
Location: Ontario (GTA and surrounding areas)
Department: Sales, Patient & Branding Strategy
Reports To: National Associate Sales Director

Summary of Purpose:

The Key Account Manager (KAM), will be responsible to promote 3 products in Nephrology: Jinarc (ADPKD: autosomal dominant polycystic kidney disease), Velphoro (Phosphate Binder) and Veltassa (Potassium Binder). These products will be promoted to nephrologists, pharmacists, nurses and other HCPs related to kidney care. The KAM will be responsible to develop and implement a strategic business plan for their key academic and community based nephrology clinics to grow product usage and drive local market sales. Individuals must have a strong key account approach and the ability to develop innovative solutions to engage customers and drive business within a unique selling context. Experience with patient support programs a strong asset. Develop superior customer relationships through the application of strategic account management. The Key Account Manager will be responsible for maximizing OCPI product sales in the assigned territory. Ensures full compliance with Rx&D regulations and OCPI policies in all aspects of interactions with healthcare professionals. The KAM must demonstrate strong disease management and product knowledge in the assigned market.


  • Prepares and implements a territory plan with set territory specific objectives; conducts promotional programs, represents and promotes OCPI as a leader in the assigned therapeutic area
  • Surpasses the assigned sales objective for the territory
  • Develops and maintain relationships with key opinion leaders and speakers, including nephrologists, nursing and pharmacy staff within the key nephrology accounts. Develops, manages and maintains relationships with key decision-makers
  • Manages the territory in an efficient and orderly manner through effective sales planning and implementation, ascribing to principles of key account prioritization. Attains the designated goals for calls on appropriate accounts and healthcare professionals to communicate balanced, accurate, and complete information on OCPI products
  • Must be able to work cross-functionally with all OCPI associates in order to facilitate a well-coordinated effort within accounts. Coordinate interactions between OCPI and various stakeholders within key accounts. Collaborate with marketing and medical counterparts to deliver value-added programs to customers
  • Plans and organizes accredited and other learning programs to communicate appropriate approved product information to appropriate HCP customers.
  • Builds repository of customer information that is accessible to all OCPI team members. Ensures appropriate communication and transparency of all account related activities to internal and external customers
  • Must demonstrate strong disease state and product knowledge and the ability to develop strong professional relationships
  • Complies with Rx&D Code of Conduct as well as complies with all OCPI standards and policies relating to all job activities
  • Understands and consistently applies OCPI’s corporate values and policies to everyday activities
  • Monitors and reacts to trends within assigned accounts
  • Demonstrates a consistent completion of administrative requirements including reporting in a timely manner, budget management, log-ins, etc.
  • Operates the territory within the assigned expense budget
  • Reporting Safety Information, Product Quality Complaint and Customer Feedback as per training on current procedures
  • Performs other related duties as required

Qualifications and Key Competencies:

  • University Bachelor’s Degree in Health Science or relevant field
  • 5 years of experience as a Hospital or Specialist Sales Representative especially in nephrology
  • Experience in institutional specific selling would be a strong asset
  • Documented success in key account management and/or specialty sales within pharmaceutical and /or institutional markets
  • Experience in calling on pharmacy and nursing staff associated with an hospital account
  • Proven problem-solving abilities
  • Preferable candidate has experience in nephrology
  • Knowledge of reimbursement issues in the private and public markets, including institutional and retail market channels
  • Strong business background and the ability to build and support care teams for monitoring and follow up of patients in a customized care model, tailored the specific needs of the clinic.
  • Knowledge of patient flow and treatment options
  • Proven ability to establish and cultivate key customer relationships
  • Ability to gather customer specific information, analyze quantitative data, and interpret information
  • Ability to clarify customer interests, address customer issues, and manages customer expectations.
  • Ability to link solutions to patient customer needs, deliver a compelling presentation, displays personal conviction, and establish credibility and trust
  • Ability to work independently and to adapt to changing market dynamics and demands
  • Excellent interpersonal and communication skills
  • Strong time-management, organizational and planning skills
  • Ability to apply newly learned knowledge and skills
  • Computer skills
  • Valid driver’s license and good driving record
  • Must live in or be willing to relocate to the assigned geographical region in order to be considered
  • Travel required (up to 30% of the time)

Supervision of Others:


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