Key Account Manager – Bone Health - Santa Barbara
About The Position
The Key Account Manager – Bone Health assesses the current business environment in assigned accounts for Amgen products and plans and executes actions to support success. The role works through internal matrix teams and with external customers to develop relationships and support sales performance and brand strategies across complex partner organizations. The territory covers Los Angeles, Bakersfield, and Santa Clarita, California. The position reports to the Key Account Director. Amgen notes that an ideal candidate resides in the territory, has established relationships with key accounts and customers, and has experience promoting Amgen products to target accounts. The role leads account strategy and contracting activities for Bone Health, including contract delivery, business reviews, performance tracking, coordination with GPOs and large rheumatology networks, and post-fracture care initiatives. The Key Account Manager monitors portfolio performance, identifies business drivers and barriers, coordinates pull-through initiatives, and provides field intelligence and recommendations to home-office teams. The role also partners with Market Access Team Account Executives, resolves contracting, membership, and channel issues, and helps shape the care environment through alternate sites of care, injection sites, and value-based partnerships. The expected annual salary range is $159,488.05–$215,777.95. Amgen describes a Total Rewards Plan that may include health and welfare coverage, retirement and savings plans, bonus or sales incentives, stock-based long-term incentives, time off, and flexible work models where possible. Sponsorship is not guaranteed.
Requirements
- Doctorate degree and at least 2 years of sales experience and/or related account management experience; or a master’s degree and at least 4 years; or a bachelor’s degree and at least 6 years.
- Demonstrated ability to work with the sales force to resolve payor-related issues.
- Excellent interpersonal skills, including networking, influencing, negotiation, presentation, and written and verbal communication.
- Ability to handle multiple competing priorities in a fast-paced environment.
- Solution-oriented approach to challenges; takes initiative, brings energy and enthusiasm, and works in teams.
- Broad range of computer skills.
Nice To Haves
- At least 3 years of account management and/or public payor experience.
- Residence in the territory and established relationships with key accounts or customers.
- Advanced degree such as MPH, MBA, or PharmD.
- At least 7 years of healthcare sales and/or marketing experience, or related experience in buying processes and decision-making.
- Clinic, hospital, access environment, applicable competitor, or specialty experience.
- District management, reimbursement, or managed care experience.
- Solid understanding of the current marketplace and trends.
- Knowledge of payor systems, billing, coding, and reimbursement processes.
- Knowledge of the buy-and-bill process.
- Ability to think strategically and develop, execute, and monitor strategic business plans.
- Demonstrated ability to engage, influence, and lead cross-functional teams.
- Leadership ability focused on influence, impact, and leading without authority.
- Ability to analyze and interpret clinic economics, financial performance, and data from varied sources.
- Experience navigating clinic reimbursement.
- Experience in public payor or agency activities, including Local Coverage Determination processes.
- Knowledge of hospital committee structure, P&T processes, treatment and discharge protocols, DRG, and hospital reimbursement processes.
Responsibilities
- Assess and diagnose the business environment in assigned accounts in relation to Amgen products, and plan and execute actions to support account success.
- Develop and execute compliant market strategies to reach difficult-to-access healthcare providers and accounts.
- Serve as the Amgen Bone Health contracting point and lead contract delivery, business reviews, and performance tracking.
- Coordinate with GPOs and large rheumatology networks.
- Lead post-fracture care initiatives.
- Monitor Amgen business performance across the portfolio; identify drivers and barriers and coordinate pull-through initiatives across field teams.
- Provide actionable field intelligence and recommendations to Amgen home-office teams.
- Partner closely with Market Access Team Account Executives in shared accounts.
- Identify and resolve contracting, membership, and channel issues.
- Provide field insight and recommendations to Pricing, Brand, and GPO teams.
- Help shape the environment, including exploring alternate sites of care, injection sites, and value-based partnerships.
- Identify key staff and departments influencing biopharmaceutical product utilization and cultivate relationships with key decision-makers.
- Identify and procure appropriate company resources to achieve account objectives.
- Analyze and interpret clinic economics, financial performance, and data from varying sources.
- Navigate clinic reimbursement and provide insight on public payor and agency activities, including Local Coverage Determination processes.
- Engage, influence, and lead cross-functional teams.
Benefits
- Retirement and Savings Plan with company contributions
- Medical coverage
- Dental coverage
- Vision coverage
- Life insurance
- Disability insurance
- Flexible spending accounts
- Discretionary annual bonus program or sales-based incentive plan for field sales representatives
- Stock-based long-term incentives
- Award-winning time-off plans
- Bi-annual company-wide shutdowns
- Flexible work models, including remote work arrangements where possible
- Career development opportunities
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
