Amgen Director Key Accounts - Respiratory - West in Los Angeles, California
The Director Respiratory Key Accounts will be responsible for managing a team of Respiratory Key Account Managers and will report into the National Sales Director, Amgen Respiratory. Their primary responsibilities are to lead a regional team, to assess and diagnose the current business environment in each key account in preparation for a respiratory biologic launch and to plan actions for success in these accounts.
The ideal candidate will be able to work internally through a matrixed team, and externally with customers and a co-promotion partner, to develop strong relationships for the respiratory biologic partnership to support brand strategies at multiple touch points and levels within complex partner organizations.
Leads Regional KAM team
Coaching, development, succession planning of KAM team
Manages execution of KAM tools/contracts
KAM performance management
Monitors business performance for Regional accounts; participates in quarterly business reviews with Amgen/AZ stakeholders such as Regional Sales Director (RSD)
Supports ongoing development of Account Management capability for Respiratory—strategic vision, competencies, resources, training needs, etc.
Coordinates with cross-functional field leadership (RSDs, Market Access Team Executive Business Directors, National Account Managers, Amgen and AstraZeneca field sales teams and team leaders, others) to ensure harmonized effort in shared accounts
Maintains strong relationship with Market Access Team RAE’s
Supports KAMs/RSDs in competitive response decision-making
Consolidates field insight and provides strategic recommendations to home office partners
Supports resolution of customer issues through internal matrix
Travel time TBD in the future
Doctorate degree and 4 years Sales/Marketing experience
Master’s degree and 8 years of Sales/Marketing years
Bachelor’s degree and 10 years of Sales/Marketing experience
4 years of managerial experience directly managing people and/or leadership experience leading teams, projects, programs or directing the allocation of resources
Preferred Qualifications :
8 or more years of account management and/or public payor experience strongly preferred
10 or more years of healthcare sales and/or marketing experience or related experience in buying processes and decision making
Clinic, hospital, Respiratory, therapeutic experience
District Manger experience preferred
Previous experience with a Payor Organization
Reimbursement / managed care experience preferred
Experience in public payor / agency activities, including understanding of the Local Coverage Determination Processes (LCD) strongly preferred
Knowledge of P&T, PA, PDL and pharmaceutical contracting system is a plus
Managed care experience highly desirable
Functional knowledge of Medicare and Government agencies, as well as a skill set that matches needs to strategic account management in state or federal sector
Knowledge of payor systems, billing, coding and reimbursement processes
Knowledge of CMS policies and processes
Documented ability to work with sales force to resolve payor related issues
A solid understanding of the current environment and trends in asthma and pulmonology practices.
Demonstrate leadership ability with a focus on influence, impact and leading with and without authority.
Ability to understand and identify key staff and departments that influence decision-making for biopharmaceutical product utilization within each key account, then maintain and grow relationships with these key decision makers within the accounts
Ability to identify and procure appropriate Amgen resources to achieve account objectives.
Ability to analyze, interpret and draw insights from clinic economics/financial performance.
Ability to successfully navigate through clinic reimbursement.
Excellent interpersonal skills, which include networking, influencing, negotiation, presentation and written and verbal communication.
Ability to work in a fast-paced environment and handle multiple competing priorities
Creative problem-solving skills
Ability to take initiative, impart energy and enthusiasm, and work in teams
Ability to work independently.
Broad range of computer skills
Amgen is a Fortune 150 company operating in nearly 100 countries around the world. We invest in highly skilled, dedicated and collaborative individuals who are ready to contribute to our mission in meaningful ways and make a difference in the lives of our patients.
Our culture is what makes Amgen a special place to work. We have a powerful shared purpose around our mission – to serve patients. We respect one another, recognize contributions, and have embedded collaboration, trust, empowerment and inclusion in all that we do.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
If you're seeking a career where you can truly make a difference in the lives of others, a career where you can work at the absolute forefront of biotechnology with the top minds in the field, you'll find it at Amgen.
Amgen, a biotechnology pioneer, discovers, develops and delivers innovative human therapeutics. Our medicines have helped millions of patients in the fight against cancer, kidney disease, rheumatoid arthritis and other serious illnesses.
As an organization dedicated to improving the quality of life for people around the world, Amgen fosters an inclusive environment of diverse, ethical, committed and highly accomplished people who respect each other but compete intensely to win. Together, we live the Amgen values as we continue advancing science to serve patients.
Amgen is an Equal Opportunity employer and will consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.