Key Account Manager - Bone Health - Houston, TX

Role Summary

Territory covers: Houston, TX. Relocation is not offered for this role. The Key Account Manager – Bone Health reports to the Key Account Director. Their primary responsibility is to assess and diagnose the current business environment in assigned accounts in relation to Amgen products and plan and execute actions for success in those accounts. The Account Manager works internally through the matrix team and externally with customers to develop strong relationships that support sales performance and brand strategies at multiple touch points and levels within complex partner organizations. Ideally, the candidate resides in the geography and has established relationships with key accounts/customers in addition to experience promoting Amgen products to the target accounts.

Responsibilities

• Key account strategic lead: Develops and executes innovative market strategies to reach difficult to access health care providers and accounts in a compliant manner.
• Amgen Bone Health contracting point.
• Leads contract delivery, business reviews and performance tracking.
• Coordinates with GPOs and large Rheumatology Networks.
• Serves as lead for post-fracture care initiatives.
• Monitors Amgen business performance across portfolio.
• Identifies drivers/barriers and coordinates pull-through initiatives across field teams.
• Provides actionable field intelligence and recommendations to Amgen home office.
• Partners closely with Market Access Team Account Executives in shared accounts.
• Identifies and resolves contracting/membership/channel issues.
• Provides field insight and recommendations to Pricing, Brand, and GPO teams.
• Shapes the environment, including exploration of Alternate Sites of Care, Injection Sites and value-based partnerships.

Qualifications

• Required: Doctorate degree & 2 years of sales experience and/or related account management experience
• Required: Or Master’s degree & 4 years of sales experience and/or related account management experience
• Required: Or Bachelor’s degree & 6 years of sales experience and/or related account management experience
• Preferred: 3+ years of account management and/or public payor experience
• Preferred: Resides in the geography and has established relationships with the key accounts/customers
• Preferred: Advanced degree (e.g. MPH, MBA, PharmD, etc.) 7+ years of healthcare sales and/or marketing experience or related experience in buying processes and decision making
• Preferred: Clinic, hospital, access environment, applicable competitors, specialty experience
• Preferred: District Management / Reimbursement / managed care experience
• Preferred: Demonstrates solid understanding of the current marketplace and trends
• Preferred: Knowledge of payor systems, billing, coding and reimbursement processes
• Preferred: Knowledge of CMS policies and processes
• Preferred: Documented ability to work with sales force to resolve payor related issues
• Preferred: Clear understanding of buy and bill process
• Preferred: Proven ability to think strategically and develop, execute and monitor strategic business plans
• Preferred: Demonstrated ability to engage, influence, and lead cross-functional teams
• Additional qualifications: Demonstrates leadership ability with a focus on influence, impact and leading without authority.
• Additional qualifications: Identifies key staff and departments that influence decision-making for biopharmaceutical product utilization within key accounts, then cultivates relationships with these key decision makers
• Additional qualifications: Identifies and procures appropriate company resources to achieve account objectives.
• Additional qualifications: Analyzes, interprets and draws insights from clinic economics/financial performance.
• Additional qualifications: Analyzes, interprets and draws insights from varying data sources
• Additional qualifications: Successfully navigates through clinic reimbursement.
• Additional qualifications: Experience in public payor / agency activities, including understanding of the Local Coverage Determination Processes (LCD)
• Additional qualifications: Knowledge of hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process
• Additional qualifications: Excellent interpersonal skills, which include networking, influencing, negotiation, presentation and written and verbal communication.
• Additional qualifications: Thrives in a fast-paced environment handling multiple competing priorities
• Additional qualifications: Approaches challenges with a solution-oriented mindset
• Additional qualifications: Takes initiative, imparts energy and enthusiasm, and works in teams
• Additional qualifications: Exhibits a broad range of computer skills