Amgen Key Accounts Manager in Brussels, Belgium

Accountibilities/Reporting:

To Head KAM:

  • Maximizes access for our products based on payer responsibility in targeted accounts by selling the value of our products

  • Ensure net sales objectives in the hospital accounts in district

  • Manage price and rebates in line with price policy

  • Develop relationships with identified stakeholders for regional and account access

  • Drive introduction/ access of new products based on the value

  • Ensure relevant information is shared with Sales Reps and other stakeholders at Amgen

Responsibilities (what does this role do):

Planning

  • Map decision processes and identify key decision makers

  • Implement and monitor an action plan for priority accounts in cooperation with Cluster Team

  • Develop the pricing policy for all accounts

  • Organize regular interactions with district managers/sales rep and share center objectives and information

  • Contribute to development of the marketing/commercial strategy

Execution

  • Build relationships with identified stakeholders

  • Negotiate sales conditions based on value securing regional and account access

  • Lead the execution part of Key Account Excellence process

  • Ensure access of new products

  • Ensure a consistent value offer, account calculation and implementation follow-up

  • Execute the action plan aligned with Cluster Team

Tracking

  • Follow-up of sales, access, price development

  • Contract fulfillment

  • Follow-up and update account analysis, stakeholder analysis ensuring developing understanding of customer needs

  • Follow-up of productivity and its impact

Outputs

  • Action plans per Priority Account (developed with Sales Reps and DM)

  • Inclusion of products in KA Hospital Formularies without restrictions and with price conditions that reflect the value

  • High quality internal and external customer relationships

  • Promotion/image of Amgen in line with Amgen Values

  • Periodic activity reports in covered area (net sales analysis, Price evaluation, discounts evolution, calls

Authority:

  • The definition of Accounts and DMGs

  • Development of Account plans and implementation once approved

  • Implementation of expense budget

  • Price policy implementation plan

Minimum Requirements

  • 4 year University Degree or strong experience/seniority in the industry

  • 5-8 years of experience as Sales Rep promoting Hospital Pharmaceutical products

  • Experience in promotion to Hospital Pharmacists

  • Demonstrated track record of introduction of new products in Hospitals

  • Experience in negotiation of prices and conditions with Hospital Pharmacists and other key decision makers

  • Thorough knowledge of the majority of decision makers in his/her area

  • Proficient in doing scientific/promotional presentations

  • Demonstrated track record of working with objectives and achieving them

  • History of working in complex and cross-functional teams

  • History of working in innovative and/or multinational companies

  • Able to read scientific articles and to do oral presentations in English

  • University Degree in a Life Sciences/Health discipline (Medicine, Pharmacy, Biology)

  • Post-graduate degree or Courses on Negotiation Techniques, Communication Techniques, ...

  • Experience as Key Account Manager

  • Experience in managing people

  • Fluency in English, both in oral and written communication

Compentencies

  • Strong leadership skills

  • Strategic thinker to manage a complex portfolio and maximize overall account return

  • Able to think long-term as well as short-term

  • Strong analytical skills to assess the profitability of different scenarios

  • Creativity and capacity to explore and propose different alternatives

  • Good medical background to be able to know thoroughly our products

  • Strong knowledge of the hospital buying process

  • Excellent interpersonal/communication skills to interact with clients and colleagues

  • Ability to manage complex negotiation situations

  • Objective/results and customer oriented

  • Able to work under pressure