Key Account Manager – Bone Health - Santa Barbara, CA

VetJobs•Santa Barbara, CA

5d•$159,488 - $215,778•Onsite

About The Position

The Key Account Manager – Bone Health assesses and diagnoses the business environment in assigned accounts in relation to Amgen products, then plans and executes actions to support account success. The role works with internal matrix teams and external customers to build relationships and support sales performance and brand strategies across complex partner organizations. The position reports to the Key Account Director. Ideally, the candidate resides in the assigned geography and has established relationships with key accounts and customers, as well as experience promoting Amgen products to target accounts. The role serves as the strategic lead for key accounts and the Bone Health contracting point. It develops and executes compliant market strategies, leads contract delivery and performance reviews, coordinates with group purchasing organizations and large rheumatology networks, and supports post-fracture care initiatives. The position monitors business performance across the portfolio, identifies barriers and opportunities, coordinates field initiatives, and provides business intelligence and recommendations to internal teams. It also works with Market Access Team Account Executives and helps address contracting, membership, channel, reimbursement, and care-site issues. The role is based in the Santa Barbara, California geography. The posting states that roles are on-site unless otherwise noted, while also describing flexible work models, including remote arrangements where possible.

Requirements

Doctorate degree and at least 2 years of sales and/or related account management experience; or a master's degree and at least 4 years of such experience; or a bachelor's degree and at least 6 years of such experience.
Demonstrated ability to think strategically and develop, execute, and monitor strategic business plans.
Demonstrated ability to engage, influence, and lead cross-functional teams.
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

At least 3 years of account management and/or public payor experience.
Residence in the geography and established relationships with key accounts and customers.
Advanced degree, such as an 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, 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 sales forces to resolve payor-related issues.
Clear understanding of the buy-and-bill process.
Leadership ability focused on influence, impact, and leading without authority.
Knowledge of hospital committee structures, P&T processes, treatment and discharge protocols, DRG, and hospital reimbursement processes.

Responsibilities

Develop and execute innovative, compliant market strategies to reach difficult-to-access health care providers and accounts.
Serve as the Amgen Bone Health contracting point.
Lead contract delivery, business reviews, and performance tracking.
Coordinate with group purchasing organizations (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.
Shape the environment, including exploring alternate sites of care, injection sites, and value-based partnerships.
Identify key staff and departments that influence biopharmaceutical product utilization and cultivate relationships with decision-makers.
Identify and procure company resources to achieve account objectives.
Analyze and interpret clinic economics, financial performance, and data from varying sources.
Navigate clinic reimbursement and public payor processes, including Local Coverage Determination processes.
Work with sales teams to resolve payor-related issues.

Benefits

Comprehensive employee benefits package, including a Retirement and Savings Plan with generous company contributions.
Group medical, dental, and vision coverage.
Life and disability insurance.
Flexible spending accounts.
Discretionary annual bonus program, or a sales-based incentive plan for field sales representatives.
Stock-based long-term incentives.
Award-winning time-off plans and bi-annual company-wide shutdowns.
Flexible work models, including remote work arrangements where possible.
Career development opportunities.
Work/life balance support.