Key Account Manager – Bone Health - Cleveland, OH

Amgen•Columbus, OH

12d

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 success. The role works with internal matrix teams and external customers to build relationships and support sales performance and brand strategies across multiple touch points and levels within complex partner organizations. The role reports to the Key Account Director. The territory covers Cleveland, Toledo, and Akron, Ohio. Ideally, the candidate lives in the territory and has established relationships with key accounts and customers, as well as experience promoting Amgen products to target accounts. The Key Account Manager serves as the strategic lead for assigned accounts, including contracting, business reviews, performance tracking, coordination with group purchasing organizations and large rheumatology networks, and post-fracture care initiatives. The role monitors Amgen business performance across the portfolio, identifies drivers and barriers, coordinates pull-through initiatives across field teams, and provides actionable field intelligence and recommendations to the home office. The position also partners with Market Access Team Account Executives and works on contracting, membership, channel, pricing, reimbursement, and care-site issues. Amgen describes a Total Rewards Plan that may include health and welfare coverage, retirement and savings plans, work/life balance, career development opportunities, bonus or sales-based incentives, stock-based long-term incentives, time-off plans, and flexible work models where possible. The posted U.S. annual salary range is $159,488.05–$215,777.95; actual salary varies based on relevant skills, experience, and qualifications.

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.
Demonstrated leadership ability, including influencing and leading without authority.
Ability to identify key account decision makers and cultivate relationships with them.
Ability to analyze clinic economics, financial performance, and information from varying data sources.
Ability to navigate clinic reimbursement.
Excellent interpersonal skills, including networking, influencing, negotiation, presentation, and written and verbal communication.
Ability to manage multiple competing priorities in a fast-paced environment.
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 and/or marketing experience, or related experience with buying processes and decision-making.
Experience with clinics, hospitals, access environments, applicable competitors, or specialty areas.
District management, reimbursement, or managed care experience.
Understanding of the current marketplace and trends.
Knowledge of payor systems, billing, coding, and reimbursement processes.
Documented ability to work with a sales force to resolve payor-related issues.
Clear understanding of the buy-and-bill process.
Experience in public payor or agency activities, including Local Coverage Determination processes.
Knowledge of hospital committee structures, the P&T process, treatment and discharge protocols, DRG, and hospital reimbursement processes.

Responsibilities

Assess the business environment in assigned accounts for Amgen products and plan and execute actions to support account success.
Develop and execute 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 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 product-utilization decisions and cultivate relationships with key decision makers.
Identify and procure company resources needed to achieve account objectives.
Analyze and interpret clinic economics, financial performance, and information from varying data sources.
Navigate clinic reimbursement and work with sales teams to resolve payor-related issues.
Develop, execute, and monitor strategic business plans; 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