Nearly 37 million Americans are currently affected by Chronic Kidney Disease. 37 million.
At Akebia we take that number very seriously and every day we come to work, with the purpose of bettering the lives of each person impacted by kidney disease and the renal community that serves them.
Our tenacious, passionate employees' challenge the status quo and work to develop unique therapeutics that have the potential to set new standards of care for people living with kidney disease.
This is life-changing work, and we are all in, are you?
Responsible for the continual expansion of Akebia's sales opportunities and product access within assigned medium and small dialysis organizations; responsible and accountable for attaining sales goals and objectives consistent with the company's annual operating budgets and strategies. This position has primary responsibility ensuring the efficient and compliant management of Akebia's relationship with Medium and assigned Small Dialysis Organizations (MDOs and SDOs) as well as specified Renal GPO's including communicating business issues and opportunities on an ongoing basis to internal senior management and business colleagues; integrating sales and/or marketing strategies into interactions with customers (MDOs/SDOs); formulating of strategic plans and initiatives; gathering and interpreting relevant MDO policy and/or business changes for dissemination to internal, Akebia, business partners. This position plays a role as a key business partner interacting with the commercial business units, finance, legal, medical affairs, and stakeholders as it pertains to Akebia's relationship with these dialysis organizations. In addition to creating optimal access to Akebia's approved product within these organizations, this role will collaborate on pull through strategies for Akebia's product with key sales leadership personnel.
- Team lead for large organized customer specifically medium and select contracted small dialysis organizations (MDOs/SDOs)
- Support Commercial Operations in the relationship management of the assigned renal GPO's
- Support both in-line commercialization and strategic planning process for Akebia products within assigned accounts
- Lead the development of account specific plans with clear account objectives and key results measured on a quarterly and an annual basis for assigned accounts
- Build positive business relationships within assigned DO account(s) and ensure optimal access for physician prescribing of Akebia products within these accounts
- Identify key business issues within assigned accounts in order to assess impact on Akebia product(s)
- Lead the development and negotiation of contracts and/or Akebia-approved promotional programs within assigned DO account(s)
- Monitor distribution channel, contract performance and communication of issues for assigned DO accounts
- In collaboration with our Field Medical team, monitor and maintain a high level of awareness of treatment protocols and guidelines as well as access and reimbursement knowledge that may impact product utilization
- Ensure contract compliance by reviewing business performance on quarterly basis
- Work closely with internal stakeholders and dialysis organizations to ensure compliance with services agreements, such as reporting purchase, data and service fees
- Be knowledgeable and effectively communicate organization-specific rules and promotional policies with Akebia field sales force
- Effectively support sales and marketing by providing expert consultation on provider specific business issues
- Compliantly work with Medical Affairs resources to support critical Akebia business initiatives across assigned accounts
- Establish and maintain positive business relationships with key decision-makers within assigned provider accounts leveraging Commercial and Executive leadership as needed
- Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques
- Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation, working closely with Commercial leadership, Legal and Compliance on contracting strategies and execution
- Maintain an outstanding ability to prepare and present executive level presentations
- Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines
- Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness
- Maintain an outstanding level of dialysis service knowledge, techniques, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact to dialysis organizations and key account groups
Basic Qualifications
- Bachelor's Degree in a relevant area of study
- 10+ years' experience in an account management role with responsibility for national and regional dialysis organization customers
- Established relationships with national dialysis customers
- Clinical, technical and scientific knowledge and aptitude in complex disease state
- Valid driver's license
Preferred Qualifications
- 12 + combined years' experience in the bio/pharmaceutical industry
- Previous experience and relationships with medium and small dialysis organizations preferred
- Previous account management experience preferred
- Previous team management experience preferred
- Previous sales experience preferred
- Experience integrating health economics and Medical Affairs resources into account management process
- Experience in working in complex disease states
- Advanced knowledge of Renal business issues including reimbursement logistics and distribution within DO provider space
- Proven track record of effective account management skills and of building and maintaining positive business relationships with key decision-makers
- Proven ability to develop and execute account level strategic and tactical plans
Field Based position/Travel requirements: Willing to travel at least 60% of the time including significant overnight and weekend travel as needed.
Compensation:
Targeted Base: 8214,794-265,333*
*Base Compensation for this role will depend on a number of factors including a candidate's qualifications, skills, competencies, and experience, and may fall outside of the range shown. Base pay is only one component of the company's total rewards package, all regular employees are also eligible for the corporate bonus program or the incentive compensation program (if applicable), as well as equity. Additional benefits include health care, vision, dental, retirement, PTO, etc.
Are you an Akebian?
An Akebian is curious, empathetic, and values making connections to people and ideas. Akebian's aren't afraid of diving in and owning a process or a problem, because we all want to deliver a great solution. Akebian's believe that we are better together because we are all working toward a common purpose - to better the life of each person impacted by kidney disease. Want to learn more about what it means to be an Akebian? Visit our website: www.akebia.com
Akebia is an equal opportunity employer and welcomes all job applicants. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.
Akebia Therapeutics
Feb 22, 2025