Therapeutic Account Manager, Liver - Richmond

POSITION SUMMARY 

The Therapeutic Account Manager (TAM) is responsible for delivering strong, sustainable business performance and meaningful patient impact across an assigned territory. The TAM develops deep clinical and account expertise in rare cholestatic liver diseases and Mirum's Liver portfolio; identifies and prioritizes high-opportunity customers, accounts, and referral networks; and executes customized account plans that advance disease awareness, appropriate patient identification, treatment consideration, initiation, and persistence in accordance with approved indications and promotional practices.

The ideal TAM is not a transactional seller. This individual is a clinically credible, insight-led partner who engages healthcare professionals as a peer, asks thoughtful questions, constructively challenges clinical inertia, and influences change across complex accounts. The TAM works closely with the Regional Business Director and cross-functional partners to connect customer needs, patient journeys, referral pathways, access dynamics, and business opportunities while demonstrating curiosity, high emotional intelligence, resilience, ownership, and consistent follow-through.

JOB FUNCTIONS/RESPONSIBILITIES

Territory Strategy & Business Performance

• Develop and execute a focused territory business plan aligned with national, zone, and regional priorities, with clear objectives, customer priorities, resource allocation, and measures of success.
• Use performance data, customer insights, market intelligence, access dynamics, and competitive trends to identify opportunities, anticipate barriers, and make timely adjustments to territory strategy and execution.
• Delivers territory business objectives through disciplined prioritization, high-quality customer engagement, effective resource stewardship, and accountability for both behaviors and results.
• Maintain accurate and timely customer records, forecasts, expense reporting, required administrative documentation, and business updates in accordance with company expectations.

Strategic Account Management & Network Development

• Identify, prioritize, and develop high-opportunity accounts, health systems, centers of excellence, and referral networks across pediatric and adult hepatology and gastroenterology.
• Create and execute customized account plans that reflect the local patient journey, key stakeholders, clinical decision-making, referral patterns, access considerations, customer needs, and competitive realities.
• Build trusted relationships with physicians, advanced practice providers, nurses, pharmacists, office staff, and other members of the care team by delivering relevant value and consistent follow-through.
• Map influence and decision-making within complex accounts, establish clear objectives for each engagement, and secure appropriate next steps that advance the account strategy.
• Coordinate compliant account actions across Mirum field partners, clarify ownership, and maintain momentum against agreed priorities and customer needs.

Clinical Aptitude & Customer Engagement

• Develop and maintain deep knowledge of rare cholestatic liver disease, diagnostic pathways, mechanisms of action, clinical data, product profiles, approved uses, safety information, patient support pathways, access and reimbursement, and the evolving competitive landscape.
• Communicate complex scientific and clinical information clearly, accurately, and credibly, tailoring the discussion to the knowledge, needs, and priorities of each healthcare professional and account.
• Engage healthcare professionals as a clinically credible peer by asking insightful questions, listening actively, uncovering unmet needs, and connecting relevant evidence and resources to the customer's practice.
• Execute approved promotional programs, resources, and customer engagements with consistency, clinical relevance, sound judgment, and full adherence to company policies and regulatory requirements.

Influence & Impact

• Help customers recognize gaps in disease awareness, patient identification, referral, treatment consideration, and ongoing support by reframing issues and connecting insights across the patient journey.
• Use high emotional intelligence, curiosity, credibility, and thoughtful questioning to build trust with skeptical, change-resistant, or highly experienced healthcare professionals.
• Influence multiple stakeholders without authority, navigate resistance constructively, and balance persistence with judgment, empathy, and respect for customer boundaries

Customer, Patient & Caregiver Impact

• Keep patients and caregivers at the center of territory and account decisions, with a clear understanding of the journey from disease recognition and diagnosis through treatment initiation and persistence.
• Support a customer experience grounded in trust, empathy, responsiveness, urgency, and reliable follow-through with healthcare professionals and care teams.
• Collaborate compliantly with Market Access and Patient Services partners to help care teams understand available resources and navigate appropriate barriers in the patient journey.
• Identify recurring customer, access, and patient-support barriers; elevate them objectively and promptly; and partner with the appropriate internal teams to improve execution and support.

Cross-Functional Collaboration & Field Insights

• Build productive partnerships with Medical Affairs, Market Access, Patient Services, Marketing, Commercial Training and Effectiveness, Operations, Analytics, and Advocacy.
• Work seamlessly across field roles to coordinate account strategy, align priorities, clarify responsibilities, and ensure consistent follow-through while respecting functional boundaries.
• Capture and communicate timely, objective, and actionable field insights that can inform strategy, messaging, training, resource development, customer experience, and execution priorities.
• Contribute actively to business reviews, training programs, team meetings, launch readiness, and cross-functional initiatives; share best practices and support the success of the broader organization.

 Entrepreneurial Drive, Resilience & Culture

• Operate with a high degree of ownership, self-motivation, resourcefulness, and initiative in an unstructured, rapidly evolving rare disease environment.
• Create appropriate engagement opportunities in underdeveloped accounts and markets, test new approaches, learn quickly, and translate insights into action.
• Maintain sustained drive, discipline, and performance through pressure, uncertainty, obstacles, delays, and discouragement; recover quickly and remain focused on long-term goals.
• Demonstrate curiosity, coachability, and a commitment to continuous learning; actively seek feedback and apply coaching to strengthen clinical, strategic, and selling capabilities.
• Model Mirum's values and the highest standards of ethical conduct, compliance, transparency, inclusion, and respect in every internal and external interaction.

QUALIFICATIONS

Education/Experience:

• Bachelor's degree required; advanced degree preferred.
• 5+ years of progressive sales experience in the pharmaceutical or biotechnology industry.
• Demonstrated track record of consistently delivering business results in a complex specialty, rare disease, orphan drug, or high-science market.
• Rare disease experience is highly preferred; experience in hepatology, gastroenterology, pediatric specialty care, or another complex specialty market is highly desirable.
• Strong clinical aptitude and demonstrated ability to learn, retain, and communicate complex disease-state, diagnostic, mechanism-of-action, clinical-data, and product information.
• Experience with account-based selling across health systems, centers of excellence, multidisciplinary care teams, referral networks, and influential healthcare professionals.
• Demonstrated ability to use insight-led or challenger-style selling to constructively challenge the status quo, influence behavior, and advance customer decision-making.
• Working knowledge of access and reimbursement dynamics, patient support pathways, and the role of patient services in rare disease markets.
• Strong business acumen and ability to interpret performance data, identify insights, develop territory and account strategies, and translate plans into consistent field execution.
• Exceptional interpersonal skills, emotional intelligence, communication, presentation, judgment, and ability to build trust with diverse and highly sophisticated customers.
• Proven self-motivation, resourcefulness, resilience, organization, and ability to prioritize and perform independently in a fast-moving, ambiguous environment.
• Demonstrated success partnering cross-functionally with Medical Affairs, Market Access, Patient Services, Marketing, Commercial Training and Effectiveness, Operations, and Analytics.
• Commitment to ethical conduct, compliance, and approved promotional practices, with sound judgment in complex customer and patient-related situations.
• Valid driver's license and ability to travel up to 70%, including frequent overnight travel and occasional weekend commitments.

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