Strategic Account Director - Humana and Regional

Amgen•Thousand Oaks, CA

29d

About The Position

Join Amgen’s Mission of Serving Patients At Amgen, if you feel like you’re part of something bigger, it’s because you are. Our shared mission—to serve patients living with serious illnesses—drives all that we do. Since 1980, we’ve helped pioneer the world of biotech in our fight against the world’s toughest diseases. With our focus on four therapeutic areas –Oncology, Inflammation, General Medicine, and Rare Disease– we reach 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 we research, manufacture, and deliver innovative medicines to help people live longer, fuller happier lives. Our 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 us and transform the lives of patients while transforming your career. Strategic Account Director - Humana and Regional Amgen's medicines treat serious illnesses and our research address diseases with a limited number of treatment options. With a robust and differentiated pipeline, Amgen remains committed to advancing science to dramatically improve people's lives. As a values-based organization with a powerful sense of shared purpose toward our mission: to serve patients, we are actively searching for a Strategic Account Director (SAD) to deliver on this commitment to patients. The primary responsibility of the SAD is to lead a team of Strategic Account Managers (SAMs) that implement strategies to ensure optimal access and reimbursement for Amgen’s product portfolio and enables pull-through of Amgen’s corporate objectives. Primary customers include decision makers at Regional Payers, Regional PBMs and IDNs. In addition to leading and managing the team, the SAD will also be the customer lead for Humana (primarily focused on Medicare). RAD responsibilities will focus on leading and unifying diverse teams in line with Amgen’s vision & the vision of the U.S. Value & Access organization. SADs will apply market & organizational insight to direct the team’s focus on how to navigate the evolving healthcare landscape, while driving short & long-term results. SADs will focus the strategic planning efforts of the team utilizing frameworks to develop integrated plans for top tier accounts. SADs will lead the collaboration across a region by engaging internal partners across the portfolio in order to bring value to both customers and Amgen. SADs will also be dedicated to coaching and talent development, drawing on a range of leadership styles and developmental experiences. SADs will play a primary role in helping to shape consistent and strategic execution with internal and external customers. For the customers where they are the lead, SADs will negotiate and execute formulary contracts with their customers. SADs will develop cross-functional strategic account plans & then drive execution with cross-business unit (BU) teams to meet the strategic objectives. SADs will identify and coordinate customer-specific initiatives and programs in collaboration with other internal teams at Amgen. Where the SAD customers have business impact on other SAM business or customers, the SAD will ensure the strategic plan is successfully scaled into these markets as well for consistency. Success in this role will require close collaboration with field sales, Coverage and Pricing (C&P), brand, contracting, legal, and marketing teams.

Requirements

Doctorate degree & 2 years of collective account management experience, sales, & commercial experience OR Master’s degree & 6 years of collective account management experience, sales, & commercial experience OR Bachelor’s degree & 8 years of collective account management experience, sales, & commercial experience OR Associate degree & 10 years of collective account management experience, sales, & commercial experience

Nice To Haves

Strongly prefer the candidate is an existing Amgen Regional Account Executive (RAE) or an existing member of the Government Accounts Team or National Accounts Team
Advanced degree, e.g. MBA, MPH
Strong leadership skills, with experience leading cross-functional teams; direct experience building and leading new sales, account management and marketing teams
Managerial experience directly managing people such as or District Manager experience and/or leadership experience leading cross functional teams, projects, programs or directing the allocation of resources
Significant prior Account Management or Payer experience preferred
Proven track record of access creation in managed markets
Experience negotiating contracts with regional payers & IDNs
Knowledge of the US reimbursement environment and state level policies within a regional geography
Prior experience developing and implementing strategic initiatives with cross-functional Business Units that successfully enable access and demand creation in key accounts
Prior experience working with Medical Science Liaisons (MSLs), Health Outcomes & Pharmacoeconomics (HOPE) MSLs/Field HEOR Managers, Medical platform or policy development and opinion leader engagement
Account Management, Reimbursement, Quality, and Value experience
Strong communication and presentation skills including experience with executive-level audiences
Excellent negotiation skills
Strong analytical skills/business acumen
Demonstrated ability to take initiative, impart energy and enthusiasm, and work in teams

Responsibilities

Lead a team of Strategic Account Managers (SAMs) that implement strategies to ensure optimal access and reimbursement for Amgen’s product portfolio and enables pull-through of Amgen’s corporate objectives.
Be the customer lead for Humana (primarily focused on Medicare).
Apply market & organizational insight to direct the team’s focus on how to navigate the evolving healthcare landscape, while driving short & long-term results.
Focus the strategic planning efforts of the team utilizing frameworks to develop integrated plans for top tier accounts.
Lead the collaboration across a region by engaging internal partners across the portfolio in order to bring value to both customers and Amgen.
Be dedicated to coaching and talent development, drawing on a range of leadership styles and developmental experiences.
Play a primary role in helping to shape consistent and strategic execution with internal and external customers.
Negotiate and execute formulary contracts with their customers.
Develop cross-functional strategic account plans & then drive execution with cross-business unit (BU) teams to meet the strategic objectives.
Identify and coordinate customer-specific initiatives and programs in collaboration with other internal teams at Amgen.
Ensure the strategic plan is successfully scaled into these markets as well for consistency.
Close collaboration with field sales, Coverage and Pricing (C&P), brand, contracting, legal, and marketing teams.

Benefits

health and welfare plans for staff and eligible dependents
financial plans with opportunities to save towards retirement or other goals
work/life balance
career development opportunities
Retirement and Savings Plan with generous company contributions
group medical, dental and vision coverage
life and disability insurance
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 where possible