Key Account Manager -Oncology

Purpose and Scope

The Key Account Manager (KAM), Oncology is a senior field-based commercial role responsible for driving sales performance across large health systems, IDNs, and complex oncology accounts. This role requires deep expertise in health-system selling, buy-and-bill oncology products, and multi-stakeholder decision-making.

The KAM leads strategic account planning for assigned high-value accounts, focusing on high-quintile oncology HCPs while mapping and influencing all key decision-makers across pharmacy, P&T committees, administrators, and clinical leadership. The KAM will sell the company's Oncology portfolio and is accountable for individual sales goals and objectives, independent of overlapping Account Manager (AMR) targets.

This role operates with a high degree of autonomy, extensive travel, and strong cross-functional collaboration, serving as the oncology health-system expert within the field organization.

Essential Duties & Responsibilities

Strategic Account Leadership

• Own and execute strategic account plans for assigned oncology-focused health systems, IDNs, hospitals, and affiliated clinics.
• Map complex account structures, including decision-makers, influencers, purchasing pathways, P&T processes, and sites of care.
• Drive formulary access, protocol adoption, utilization, and share growth across buy-and-bill oncology settings.
• Identify and prioritize high-quintile oncology HCPs within each account and develop tailored engagement strategies.

Stakeholder Engagement & Selling

• Build and sustain strong relationships with oncologists, pharmacists, pharmacy directors, administrators, nursing leaders, and other key stakeholders.
• Present and promote the Oncology portfolio through compliant, on-label scientific and clinical discussions.
• Conduct product education, mixing and administration demonstrations, and appropriate in-service programs with clinical and pharmacy stakeholders.
• Actively ask for the business and advance utilization opportunities on every appropriate call.

Buy-and-Bill & Access Expertise

• Demonstrate expert understanding of buy-and-bill economics, reimbursement pathways, and site-of-care dynamics within oncology.
• Partner with account stakeholders to align clinical, operational, and financial value propositions.
• Navigate inpatient, outpatient, hospital-owned specialty pharmacies, and off-site clinics.

Cross-Functional Collaboration

• Work collaboratively with AMRs in overlapping geographies to ensure aligned messaging and coordinated execution-while maintaining independent accountability for KAM goals.
• Partner with Marketing, Corporate Accounts, Market Access, and Medical Affairs to address account needs and drive pull-through.
• Serve as the field of oncology subject matter expert for assigned health systems.

Performance & Reporting

• Deliver consistent achievement of assigned sales objectives and key performance metrics.
• Track account activity, insights, and progress using CRM tools (Salesforce).
• Provide feedback and market intelligence to internal stakeholders to inform strategy and execution.

Compliance

• Operate with the highest standards of ethics, compliance, and professionalism.
• Take ownership of performance, outcomes, and continuous improvement.
• Collaborate transparently and respectfully across teams.
• Maintain a patient-centered mindset in all interactions.
• Adapt quickly to change and execute with urgency and accountability.
• Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety (PSSP) that you learn of per SOP-00821, Pharmacovigilance and Technical Complaint Reporting.

Core Values

This position is expected to operate within the framework of Tolmar's 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

• Proven high-performance track record in oncology health-system selling.
• Deep understanding of health systems, IDNs, oncology workflows, and decision-making structures.
• Strong buy-and-bill expertise, including reimbursement and site-of-care dynamics.
• Advanced consultative and assertive selling skills.
• Exceptional communication, negotiation, and relationship-management capabilities.
• Highly organized with strong account planning and project management skills.
• Ability to work independently while collaborating effectively across functions.
• Strong analytical skills with ability to translate data into actionable insights.
• Proficiency with Salesforce and Microsoft Office (Outlook, Word, PowerPoint, Excel).

Education & Experience

• Bachelor's degree in Business, Life Sciences, Pharmacy, Health Administration, or a related field.
• Documented success in health-system selling, preferably in oncology.
• Demonstrated success driving formulary approvals, protocol adoption, and utilization growth.
• Proven experience selling buy-and-bill oncology products.
• Experience working with hospital-owned specialty and inpatient pharmacies.

Working Conditions

• Role requiring sitting, driving and standing.
• Field-based, remote position.
• Extensive travel required (up to 80%) via air, car, or train.
• Valid driver's license and ability to operate a company vehicle as required.
• Ability to lift 50 pounds.
• Availability to work extra hours and on weekends as necessary.

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 candidate's qualifications and experience.

The pay range for this position at commencement of employment is expected to be between ($165,000-$215,000/year); however, while salary ranges are effective from 1/1/25 through 12/31/25, 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 and oncology, and dermatology. 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 match 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 in your community
• Discretionary year-end shutdown

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 of 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.