Career Category

Job Description

Reporting to the Executive Director GPO National Accounts, the National Account Senior Manager acts as a member of the GPO NAM team accountable for managing Amgen’s relationships with McKesson, USON, Onmark, Premier and others. The GPO NAM team manages the entire oncology portfolio, with a primary call point on both oncology clinic and hospital GPO staff and secondary call points on key, account-level membership within their aligned GPOs.  The NAM team collaborates closely with Pricing, Brand, field sales, Trade Ops, finance, and OBU senior leadership to develop and implement contracting strategy, and drive portfolio performance through the GPO networks.

The ideal candidate will be able to work internally through the matrix team, and externally with customers to develop strong relationships for Amgen to support portfolio performance and brand strategies at multiple touch points and levels within complex partner organizations.

TRAVEL

This is a field-based position with responsibility for 2-3 days field-based work per week

KEY ACTIVITIES (Responsibilities: Duties/ Accountabilities)

·       GPO Engagement

o    Maintains quality relationships at multiple levels within the GPO and engages GPO from a variety of perspectives spanning contractual, clinical, and relational aspects

o    Consistently strong, appropriate engagement with GPO Leadership and GPO field-based account managers, including regularly attending GPO meetings and conducting one-on-one meetings as needed

o    Lead all GPO meeting and IPP activity for targeted GPOs

o    Regularly conduct meetings and business reviews with strategic GPO leadership

o    Create strong business relationships with GPO-affiliated Key Opinion Leaders

o    Engages and executes upon strategic approaches while attending GPO meetings – executive engagement, competitive intelligence, etc.

o    Effectively troubleshoots and resolves account alignment, contract and pricing issues

o    Functions as quarterback for Amgen within GPO partners—triages appropriately to OBU leadership and cross-functional team

o    Leads OKAM team in successful pull-through on GPO contracting initiatives

·       Customer Engagement

o    Establishes deep relationship at key accounts to address account/customer objectives

o    Engages in regular customer calls while demonstrating appropriate understanding of key accounts and customers

o    Effectively problem-solves while maintaining professional demeanor in addressing customer concerns and maintaining Amgen positions, policies and processes

o    Strategic thought partner to sales leadership in managing key accounts

·       Strategic Contract Performance Management

o    Viewed as a content expert nationally within oncology business unit

o    Demonstrates strong overall business acumen, contract performance leadership, and effectiveness in customer and internal stakeholder discussions (TO & Field)

o    Provides ongoing contract and pricing training to KAMs

o    Provides strategic insight and feedback to brand teams based upon internal and external marketplace intelligence

o    Provides strategic and tactical guidance to RSDs and field leadership

·       Cross-functional Engagement and Leadership

o    Consistently seeks and understands broader, macro impact versus micro focus on regional or individual impact

o    Demonstrates a comprehensive, forward thinking approach to Amgen oncology business

o    Proactively understands and identifies business opportunities and implications while creating and communicating appropriate calls to action

o    Consistently strong, appropriate engagement with OKAM field-based account managers, conducting one-on-one meetings as needed

o    Demonstrates appropriate proactive and reactive leadership with senior sales leadership, Home Office staff, and field staff

o    Demonstrates strong judgment and ability to make sound business decisions and serve as important advisor to Executive Director, Oncology National Accounts and OBU Regional Sales Leadership

o    Demonstrates accountable, solution-driven behaviors; Quickly communicates when important opportunities and issues arise; Activates resources to support ideas, opportunities or challenges; Communicates, responds, follows-up and fulfills commitments in a timely manner

o    Holds colleagues and extended teams accountable for agreed upon results and timelines

BASIC QUALIFICATIONS

Doctorate degree and 2 years of sales experience
OR
Master’s degree and 4 years of sales experience
OR
Bachelor’s degree and 6 years of sales experience
OR
Associate’s degree and 10 years of sales experience 
OR
High school diploma / GED and 12 years of sales experience

PREFERRED QUALIFICATIONS

·       3+ years of account management experience strongly preferred

·       5+ years healthcare product sales experience preferred

·       Knowledge and relationships with GPO market, product reimbursements, as well as, knowledge of medical and pharmacy reimbursement and impact to Amgen portfolio strongly preferred.

·       Experience and knowledge in working with large GPOs and or distributors preferred

·       Ability to develop and maintain long-term strategic partnerships with key customers by integrating mutual resources to achieve optimal outcomes

·       Proven track record of consistently achieving revenue target preferred

·       Ability to effectively implement change initiatives

·       Strong demonstrated record of developing cooperative business relationships and building strong teams

·       Team leader with demonstrated success in inspiring and leading cross-functional business initiatives preferred