Specialty Care KAM Enablement Director – I&I

United StatesRemoteFull-timeexecutive

OtherDirector

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps.

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OtherDirector

This senior leadership role is responsible for shaping the enablement strategy and operating infrastructure supporting a national Specialty Care Key Account Management organization. You will translate business priorities into scalable engagement frameworks, account prioritization models, capability-building programs, and measurable execution plans. The position combines strategic planning, commercial operations, cross-functional leadership, and customer-facing enablement in a complex healthcare environment. You will work closely with senior commercial, marketing, medical, and field leaders while influencing teams through a matrix structure. The role also provides an opportunity to modernize KAM productivity through AI, digital tools, data, and continuous improvement. With significant visibility and up to 50% travel, you will help strengthen execution and create meaningful business impact for teams serving patients with serious and complex conditions.

Set and lead the annual enablement agenda for the Specialty Care KAM organization, translating franchise priorities into engagement frameworks, account prioritization approaches, capability-building initiatives, and measurable business outcomes.
Evolve the KAM and account team engagement model, including prioritization and deployment strategies, in collaboration with leadership and cross-functional partners.
Use customer research, market intelligence, and third-party insights to shape operating plans and identify opportunities to improve KAM effectiveness.
Lead onboarding, training coordination, Fast Start programs, platform curricula, and ongoing capability development for KAM leaders and customer-facing teams.
Own the operational infrastructure supporting KAM alignment, including account and territory alignments, organizational changes, platform access, product alignments, and related operational requests.
Lead CRM strategy, change control, maintenance, reporting, and analytics integrity in partnership with relevant cross-functional teams.
Manage the KAM enablement budget, vendor relationships, third-party data and information licenses, utilization, ROI, and investment recommendations.
Establish and maintain consistent operational standards, SOPs, reporting, business reviews, and account-alignment processes across the organization.
Lead the planning and execution of national and regional meetings, calls, recognition initiatives, executive engagements, and major industry or business events.
Identify and prioritize continuous improvement opportunities, driving initiatives that increase consistency, productivity, efficiency, and execution quality.
Champion the responsible adoption of AI and digital tools that enhance KAM productivity while reducing operational burden.
Build strong partnerships across functions and business units, influencing colleagues and stakeholders through a matrix organization to deliver strategic outcomes.
Ensure all activities remain compliant with applicable policies, regulations, and organizational values.

Requirements

~2 min read

Bachelor’s degree required; an advanced degree is an asset.
10+ years of experience in pharmaceutical, biotechnology, medical marketing, or sales, with strong knowledge of healthcare markets, customers, and health systems.
Significant headquarters or enterprise experience working across multiple functions, teams, and business units.
Demonstrated ownership of commercial operating infrastructure such as field alignment, CRM platforms, budgets, data, vendor relationships, or related systems.
At least 5 years of experience in key account management, commercial operations, strategy, sales leadership, or a comparable discipline is preferred.
Proven success managing complex programs and projects while balancing multiple short- and long-term priorities.
Strong strategic thinking, with the ability to anticipate market shifts, competition, and emerging business challenges while maintaining a long-term perspective.
Demonstrated ability to influence and lead through a matrix structure without relying solely on direct authority.
Excellent written, verbal, presentation, and stakeholder-management skills, including the ability to communicate effectively with senior leaders and external audiences.
Experience developing, coaching, guiding, or influencing high-performing teams and colleagues toward measurable business outcomes.
Experience supporting customer-facing teams across multiple franchises or therapeutic areas is preferred.
Experience in Rare Disease or Dermatology is an advantage.
Strong analytical, organizational, decision-making, and problem-solving capabilities.
Ability to travel to headquarters, meetings, and business events throughout the year, with travel of up to 50%.
Must be legally authorized to work in the United States without current or future employer-sponsored work visa support.