Key Account Manager – Bone Health - Santa Barbara
About The Position
The Key Account Manager – Bone Health is responsible for assessing and diagnosing the business environment across assigned accounts in relation to Amgen products, then planning and executing actions to support account success. The role works through internal matrix teams and with external customers to build strong relationships and support sales performance and brand strategies across multiple touch points and levels within complex partner organizations. The position reports to the Key Account Director. The preferred candidate resides in the territory and has established key-account relationships and experience promoting Amgen products to target accounts. The territory covers Los Angeles, Bakersfield, and Santa Clarita, California. The role serves as Amgen Bone Health’s contracting point, leads contract delivery and performance reviews, coordinates with GPOs and large rheumatology networks, and supports post-fracture care initiatives. It monitors portfolio performance, identifies business drivers and barriers, coordinates pull-through initiatives, and provides field insight to home-office teams. It also partners with Market Access Team Account Executives, resolves contracting, membership, and channel issues, and helps shape the care environment, including alternate sites of care, injection sites, and value-based partnerships.
Requirements
- Doctorate degree and 2 years of sales experience and/or related account management experience; or master’s degree and 4 years of such experience; or bachelor’s degree and 6 years of such experience.
- Excellent interpersonal skills, including networking, influencing, negotiation, presentation, and written and verbal communication.
- Ability to thrive in a fast-paced environment while handling multiple competing priorities.
- Solution-oriented approach to challenges.
- Initiative, energy, enthusiasm, and ability to work in teams.
- Broad range of computer skills.
Nice To Haves
- 3 or more 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.
- 7 or more years of healthcare sales, marketing, or related experience in buying processes and decision-making.
- Clinic, hospital, access-environment, 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 CMS policies and processes.
- Documented ability to work with a sales force to resolve payor-related issues.
- Clear understanding of the buy-and-bill process.
- Proven 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.
- Experience in public payor or agency activities, including understanding Local Coverage Determination processes.
- Knowledge of hospital committee structures, P&T processes, treatment and discharge protocols, DRG, and hospital reimbursement processes.
Responsibilities
- Develop and execute compliant market strategies to reach difficult-to-access health care providers and accounts.
- Serve as Amgen Bone Health’s contracting point.
- 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 business drivers and barriers and coordinate pull-through initiatives across field teams.
- Provide actionable field intelligence and recommendations to the Amgen home office.
- 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 that influence product-utilization decisions in key accounts and cultivate relationships with decision makers.
- Identify and procure company resources needed to achieve account objectives.
- Analyze clinic economics, financial performance, and information from varying data sources to draw insights.
- Navigate clinic reimbursement and support resolution of payor-related issues with the sales force.
Benefits
- Retirement and Savings Plan with company contributions
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Disability insurance
- Flexible spending accounts
- Discretionary annual bonus 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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
