Cardiovascular Key Account Manager, Columbus, OH

Amgen • Columbus, OH

28d • Hybrid

About The Position

Join Amgen’s Mission of Serving Patients. Amgen's shared mission is to serve patients living with serious illnesses. Since 1980, Amgen has pioneered the world of biotech in its fight against the world’s toughest diseases. With a focus on four therapeutic areas – Oncology, Inflammation, General Medicine, and Rare Disease – Amgen reaches millions of patients each year. As a member of the Amgen team, you’ll help make a lasting impact on the lives of patients as Amgen researches, manufactures, and delivers innovative medicines to help people live longer, fuller happier lives. Amgen's award-winning culture is collaborative, innovative, and science based. If you have a passion for challenges and the opportunities that lay within them, you’ll thrive as part of the Amgen team. Join Amgen and transform the lives of patients while transforming your career. The Cardiovascular Key Account Manager (KAM) will report into a Cardiovascular Accounts Director. Their primary responsibility is to assess and diagnose the current business environment in each of their assigned accounts in relation to Amgen Cardiovascular products and plan/execute actions for success in these accounts. The ideal candidate will be able to work internally through the matrix team, and externally with customers to develop strong relationships for Amgen to support portfolio performance and brand strategies at multiple touch points and levels within complex partner organizations. The KAM serves as strategic lead for assigned key accounts, executing compliant, innovative strategies to engage priority providers whose availability requires tailored approaches. They ensure institutional availability across inpatient and ambulatory care settings and lead implementation initiatives that enable sustainable, institution/system utilization. The KAM develops and executes comprehensive account plans aligned to cardiovascular business unit strategy and informed by institutional needs, business performance, and identified access or implementation barriers. They collaborate closely with field teams including compliant partnership with aligned medical science liaison(s) as appropriate. The KAM is responsible for routinely meeting with appropriate opinion leaders in Cardiology, Lipidology, Pharmacy, P&T Committee, etc., that act as partners or decision-makers within the Health System Manager assigned accounts. They present MAC approved data/messages and ensure compliant delivery within all governing policies. The KAM is accountable for ensuring targeted / assigned accounts help drive appropriate utilization of approved CV products; works with other sales colleagues to lead and coordinate pull-through and access. They monitor aligned accounts, Amgen Cardiovascular business performance, and overall market dynamics. They identify drivers/barriers and coordinate pull-through initiatives across field teams (Sales Representatives, District Sales Managers, Regional Sales Directors, Reimbursement/Access Specialists, etc.). The KAM coordinates Amgen home office engagement with customers and works collectively with matrix and alliance team members to arrange approved programs, displays and hospital initiatives that will effectively and compliantly promote assigned products. They build and develop professional relationships with key customer decision-makers, to include (but not limited to), Hospital Pharmacy, Lipid Clinical, Heart Failure Clinical and Quality Directors (inpatient and outpatient), hospital finance decision makers within assigned accounts. The KAM coordinates with Access Specialists to support open access to Amgen portfolio and provides field intelligence, insight, and recommendations to Business Analytics, Brand, and Market Access teams.

Requirements

• Doctorate degree & 2 years of sales experience and/or related account management experience
• Or Master’s degree & 4 years of sales experience and/or related account management experience
• Or Bachelor’s degree & 6 years of sales experience and/or related account management experience
• Demonstrates leadership ability with a focus on influence, impact and leading without authority.
• Ability to understand and identify key staff and departments that influence decision-making for biopharmaceutical product utilization within each key account, then maintain and grow relationships with these key decision makers within the accounts
• Ability to identify and procure appropriate Amgen resources to achieve account objectives.
• Ability to analyze, interpret and draw insights from clinic economics/financial performance.
• Ability to analyze, interpret and draw insights from varying data sources
• Excellent interpersonal skills, which include networking, influencing, negotiation, presentation and written and verbal communication.
• Ability to work in a fast-paced environment and handle multiple competing priorities
• Creative problem-solving skills
• Ability to take initiative, impart energy and enthusiasm, and work in teams
• Ability to work independently.

Nice To Haves

• 3+ years of account management and/or public payor experience strongly preferred.
• Advanced degree (e.g. MPH, MBA, PharmD, etc.)
• 7+ years of healthcare sales and marketing experience or related experience in buying processes and decision making.
• Clinic, hospital, dyslipidemia, heart failure, access environment, applicable competitors, and industry experience preferred.
• Cardiology experience, including dyslipidemia, heart failure and acute coronary syndromes, highly preferred.
• A solid understanding of the current environment and trends in community cardiology practices.
• Understanding of the internal and external dynamics in both dyslipidemia and heart failure (e.g.: inpatient to outpatient management and protocols, readmission programs, Electronic Management systems, performance vs quality metrics, CHF/interventional performance priorities).
• District Management Experience preferred.
• Knowledge of hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process for all assigned accounts and communicates with matrixed team on impact to our approved CV products and the competition.
• Functional knowledge of Medicare and Government agencies, as well as abilities that match needs to strategic account management in state or federal sector.
• Knowledge of payor systems.
• Knowledge of CMS policies and processes.
• Documented ability to work with sales force to resolve payor-related issues.

Responsibilities

• Assess and diagnose the current business environment in each of their assigned accounts in relation to Amgen Cardiovascular products and plan/execute actions for success in these accounts.
• Work internally through the matrix team, and externally with customers to develop strong relationships for Amgen to support portfolio performance and brand strategies at multiple touch points and levels within complex partner organizations.
• Serve as strategic lead for assigned key accounts, executing compliant, innovative strategies to engage priority providers whose availability requires tailored approaches.
• Ensure institutional availability across inpatient and ambulatory care settings.
• Lead implementation initiatives that enable sustainable, institution/system utilization.
• Develop and execute comprehensive account plans aligned to cardiovascular business unit strategy and informed by institutional needs, business performance, and identified access or implementation barriers.
• Collaborate closely with field teams including compliant partnership with aligned medical science liaison(s) as appropriate.
• Routinely meet with appropriate opinion leaders in Cardiology, Lipidology, Pharmacy, P&T Committee, etc., that act as partners or decision-makers within the Health System Manager assigned accounts.
• Present MAC approved data/messages and ensures compliant delivery within all governing policies.
• Ensure targeted / assigned accounts help drive appropriate utilization of approved CV products; works with other sales colleagues to lead and coordinate pull-through and access.
• Monitor aligned accounts, Amgen Cardiovascular business performance, and overall market dynamics.
• Identify drivers/barriers and coordinate pull-through initiatives across field teams (Sales Representatives, District Sales Managers, Regional Sales Directors, Reimbursement/Access Specialists, etc.).
• Coordinate Amgen home office engagement with customers.
• Work collectively with matrix and alliance team members to arrange approved programs, displays and hospital initiatives that will effectively and compliantly promote assigned products.
• Build and develop professional relationships with key customer decision-makers, to include (but not limited to), Hospital Pharmacy, Lipid Clinical, Heart Failure Clinical and Quality Directors (inpatient and outpatient), hospital finance decision makers within assigned accounts.
• Coordinate with Access Specialists to support open access to Amgen portfolio.
• Provide field intelligence, insight, and recommendations to Business Analytics, Brand, and Market Access teams.

Benefits

• A comprehensive employee benefits package, including a Retirement and Savings Plan with generous company contributions, group medical, dental and vision coverage, life and disability insurance, and flexible spending accounts
• A discretionary annual bonus program, or for field sales representatives, a sales-based incentive plan
• Stock-based long-term incentives
• Award-winning time-off plans
• Flexible work models, including remote and hybrid work arrangements, where possible

What This Job Offers

• Job Type: Full-time
• Career Level: Senior