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Stakeholder management

About the job

Apnimed is a rapidly growing pharmaceutical company working to transform the treatment of sleep apnea based on a simple idea – patients with obstructive sleep apnea could benefit from treatment with a safe and effective oral medication dosed once daily at bedtime. Our lead development program targets the neurologic control of upper airway muscles to maintain an open airway during sleep. Based in Cambridge, Mass., Apnimed is committed to innovation, as well as state-of-the-art advancements in sleep medicine, which is leading to the development of a portfolio of novel pharmacologic therapies for sleep apnea and related disorders. Of note, the Boston Business Journal has also voted Apnimed as one of the Best Places to Work in 2024 and 2025!

The Key Account Manager (KAM) will play a pivotal role in securing access and driving adoption of AD109 within the nation’s largest health systems and integrated delivery networks. Reporting to the National Sales Director, this senior field-based role owns a defined book of strategic accounts, engaging system-level clinical, pharmacy and administrative decision makers to establish formulary access, influence treatment protocols and pathways, and unlock the sleep and pulmonology centers within each system.

This is a highly visible, entrepreneurial role requiring a strategic account planner with deep experience selling into complex health systems and navigating committee-driven decision making. The KAM carries no direct reports but leads a matrixed account team, including Regional Sales Leaders and sales specialists, Market Access, Medical Affairs and Marketing, to deliver one coordinated plan per account.

Key Job Duties include, but are not limited to: Own a defined portfolio of strategic health systems and integrated delivery networks, mapping the decision-making structure of each and executing an account plan spanning pre-launch preparation, launch execution and post launch growth

Map and build relationships across all relevant stakeholders within an account, including physicians, clinical staff, pharmacy, administration, and other decision-influencers.

Partner with Market Access to pull through national and regional payer coverage at the system level

Influence system treatment protocols, order sets, care pathways and referral flows to support identification and treatment of patients with obstructive sleep apnea

Lead pre-launch and launch-readiness activities within assigned key accounts, including stakeholder mapping and understanding of patient journey

Lead the matrixed account team without direct authority, aligning field sales, Market Access, Medical Affairs and Marketing behind one coordinated plan per account

Identify and support system-level screening, diagnostic and care coordination initiatives that expand appropriate patient identification

Establish account-level KPIs to measure access, adoption and pull-through, and surface system trends, access barriers and competitive intelligence to commercial leadership

Ensure all account activity is conducted in full compliance with company policy, industry codes and applicable regulations

Qualifications: 8+ years of biopharmaceutical commercial experience, including 3+ years in key account management, health system or institutional selling

Demonstrated success securing formulary access and driving protocol or pathway change within large health systems and integrated delivery networks

Proven track record of successful product launches, ideally in specialty or CNS-related markets

Strong working knowledge of health system economics, reimbursement, specialty pharmacy and utilization management

Demonstrated ability to lead and influence cross-functional teams without direct authority

Strong strategic account planning skills with the ability to execute tactically in a fast-paced environment

Excellent communication, executive presence and stakeholder management skills

Field-based role; must reside within the assigned geography and be able to travel extensively, including overnight travel

Valid driver’s license and an acceptable driving record

Bachelor’s degree required; advanced degree (MBA, PharmD, or similar) preferred

What Apnimed Offers: 401(k) with company match

Generous time off for vacation

Generous Company paid benefits

Flexible working environment

Motivated and experienced team

Location and Other Information: This is a field-based role; the KAM must reside within the assigned geography.

Apnimed is an EEO employer committed to an exciting, diverse, and enriching work environment.

The annual base salary range for this position is $172,000 - $220,000.

Please visit us at www.apnimed.com to learn more about our work with Obstructive Sleep Apnea