Key Account Manager - Respiratory Biologics - Dallas, TX

Role Summary

Key Account Manager - Respiratory Biologics, Dallas, TX. Responsible for assessing the business environment in assigned accounts and planning/ executing actions to drive sales and brand strategies for Amgen Respiratory products. Requires strong cross-functional collaboration and established relationships with key accounts in the territory (TX, OK, KS, NM).

Responsibilities

• Key account strategic lead: Leads contract delivery, business reviews and performance tracking in targeted accounts
• Builds and develops relationships with appropriate opinion leaders in Allergy, Pulmonology, Pharmacy, P&T Committee, etc.
• Accountable for ensuring formulary adoption in targeted accounts to help drive appropriate utilization of approved products
• 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)
• Regularly engages with key decision makers, such as Office Practice Managers, Clinical Directors, Hospital Pharmacy, Purchasing on contract performance and aligned initiatives
• Presents MAC approved data and product messaging for approved products and delivers clinical messages compliantly
• Monitors Amgen business performance across Respiratory portfolio in local market
• Coordinates Amgen home office engagement with customers
• Works collectively with matrix and alliance team members to arrange approved promotional programs, displays and initiatives that will effectively and compliantly promote assigned products
• Develops and executes innovative strategies to reach difficult to access health care providers and accounts in a compliant manner
• Partners closely with Market Access Executives and Regional Medical Liaisons in shared accounts
• Coordinates with Reimbursement Access Value team to support open access to Amgen portfolio
• Serves as GPO liaison between Amgen and GPO representatives
• Provides field insight/recommendations to Pricing/Brand/GPO teams
• Organizes competitive response if needed
• Executes value/FDAMA 114 tools where appropriate

Qualifications

• Required: Bachelor’s degree with 6 years of sales and/or account management experience, or Master’s degree with 4 years, or Doctorate degree with 2 years
• 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: Respiratory sales experience
• Preferred: Co-Promote and/or Launch 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
• Preferred: Demonstrates leadership ability with a focus on influence, impact and leading without authority.
• Preferred: Identifies key staff and departments that influence decision-making for biopharmaceutical product utilization within key accounts, then cultivates relationships with these key decision makers
• Preferred: Identifies and procures appropriate company resources to achieve account objectives.
• Preferred: Analyzes, interprets and draws insights from clinic economics/financial performance.
• Preferred: Analyzes, interprets and draws insights from varying data sources
• Preferred: Successfully navigates through clinic reimbursement.
• Preferred: Experience in public payor / agency activities, including understanding of the Local Coverage Determination Processes (LCD)
• Preferred: Knowledge of hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process
• Preferred: Excellent interpersonal skills, which include networking, influencing, negotiation, presentation and written and verbal communication.
• Preferred: Thrives in a fast-paced environment handling multiple competing priorities
• Preferred: Approaches challenges with a solution-oriented mindset
• Preferred: Takes initiative, imparts energy and enthusiasm, and works in teams
• Preferred: Exhibits a broad range of computer skills