Key Account Manager - Cardiovascular - Indianapolis, IN

Role Summary

The Cardiovascular Account Manager will report into a Cardiovascular Account Director. Their primary responsibility is to assess and diagnose the current business environment in each of their assigned accounts in relation to Amgen Cardiovascular products and plan/execute actions for success in these accounts.

Responsibilities

• Key account strategic lead; Develops and executes innovative strategies to reach difficult to access health care providers and accounts in a compliant manner
• Maintains comprehensive account profile / needs assessment / strategic plan
• Responsible for routinely meeting with appropriate opinion leaders in Cardiology, Lipidology, Pharmacy, P&T Committee, etc., that act as partners or decision-makers within the Health System Manager assigned accounts
• Presents MAC approved data and CV product messaging for approved CV products and delivers clinical messages compliantly within all governing policies
• Accountable for ensuring formulary adoption in targeted / assigned hospital accounts to help drive appropriate utilization of approved CV products; works with other sales colleagues to lead and coordinate pull-through and access
• Monitors Amgen business performance across Cardiovascular portfolio
• Identifies drivers/barriers and coordinates pull-through initiatives across field teams (Sales Representatives, District Sales Managers, Regional Sales Directors, Reimbursement/Access Specialists, Nurse Educators, Regional Marketing Managers, and the Value Based Partnership Team)
• Coordinates Amgen home office engagement with customers; Works collectively with matrix and alliance team members to arrange approved promotional programs, displays and hospital initiatives that will effectively and compliantly promote assigned products
• Builds and develops professional relationships with key customer decision-makers, to include (but not limited to), Hospital Pharmacy, Lipid Clinical, Heart Failure Clinical and Quality Directors (inpatient and outpatient), hospital finance decision makers within assigned accounts
• Partners closely with Organized Customer Team Regional Account Executives and Regional Medical Liaisons in shared accounts
• Coordinates with Reimbursement Access Value team to support open access to Amgen portfolio
• Provides actionable field intelligence and recommendations to Amgen home office, including CV brand teams
• Provides field insight/recommendations to Pricing/Brand/GPO teams
• Leads contract delivery, business reviews and performance tracking
• Organizes competitive response
• Shapes the environment
• Executes value/FDAMA 114 tools where appropriate
• Supports value of innovation

Qualifications

• Required: Doctorate degree & 2 years of sales experience and/or related account management experience
• Or: Master’s degree & 4 years of sales experience and/or related account management experience
• 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 strongly preferred
• 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, dyslipidemia, heart failure, access environment, applicable competitors, and industry experience
• Preferred: Cardiology experience, including dyslipidemia, heart failure and acute coronary syndromes, highly preferred
• Preferred: A solid understanding of the current environment and trends in community cardiology practices
• Preferred: Understanding of the internal and external dynamics in both dyslipidemia and heart failure (e.g.: inpatient to outpatient management and protocols, readmission programs, Electronic Management systems, performance vs quality metrics, CHF/interventional performance priorities)
• Preferred: District Management Experience preferred
• Preferred: Reimbursement / managed care experience highly desirable
• Preferred: Experience in public payor / agency activities, including understanding of the Local Coverage Determination Processes (LCD) strongly preferred
• Preferred: Knowledge of hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process for all assigned accounts and communicates with matrixed team on impact to our approved CV products and the competition
• Preferred: Functional knowledge of Medicare and Government agencies, as well as abilities that match needs to strategic account management in state or federal sector
• 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

Skills

• Demonstrates leadership ability with a focus on influence, impact and leading 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 analyze, interpret and draw insights from varying data sources
• 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

Education

• Doctorate degree or Master’s degree or Bachelor’s degree as listed in Basic Qualifications