West District Covers: Los Angeles, Seattle, San Francisco, Phoenix and Dallas geography
Director Key Accounts - West
What you will do
The Cardiovascular Key Account Director will report into the Executive Director, Health Systems within the Cardiovascular Business Unit (CBU). Their primary responsibility is to lead a team of approximately eight highly skilled Cardiovascular Key Account Managers, whose responsibility is to assess and diagnose the current business environment in each of their assigned accounts from a Cardiovascular above brand and Amgen product perspective and plan/execute actions for success in these accounts. The ideal candidate will be able to work internally through the matrix team and externally with key account stakeholders in their assigned geography to achieve short-term and long-term objectives.
Role Responsibilities:
- Communicate and coordinate cross-functionally with Marketing, Medical, Value & Access, and others.
- Collaborate with EDs, RSDs and DMs within the CBU commercial field teams as well as other Amgen business units.
- Develop business plans for their geography and implement national sales strategies and programs.
- Track the progress of marketing messages and programs; proactively provide feedback to the CV above brand and brand teams.
- Provide feedback to highly skilled direct reports on the marketing, allocating, monitoring, and leveraging of internal and external resources (e.g., discretionary spend).
- Review and provide feedback to highly skilled direct reports on account plans.
- Manage teams to maximize their performance and help achieve/exceed MBO and sales targets.
- Screen, interview, and hire candidates.
- Ensure compliance with training.
- Demonstrate the appropriate coaching and counseling to prepare individuals for future development.
- Conduct annual and ongoing performance reviews and competency assessments.
- Communicate and coordinate with both district and cross-functional teams (e.g., Marketing, Medical, and other Business Units).
- Share best practices with direct reports and peers.
- Coordinate and/or participate in matrix team meetings.
- Conduct Region meetings to guide teams.
- Develop local Opinion Leader relationships to achieve aligned objectives.
What we expect of you
The sales professional we seek is a motivated individual with the following qualifications.
Basic Qualifications:
- Doctorate degree & 4 years of sales experience
- OR Masters degree & 8 years of sales experience
- OR Bachelors degree or & 10 years of sales experience
- AND 2 years of managerial experience directly managing people and/or leadership experience leading teams, projects, programs or directing the allocation of resources
Preferred Qualifications:
- More than 8 years of experience in the biopharmaceutical sector (biologics, buy & bill model)
- More than 6 years of managerial experience with a focus on customer-facing teams
- 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
- Significant experience with payer or integrated health systems and key account management; previous responsibility for a portfolio of products
- Strong leadership skills, with experience leading cross‑functional teams
- Demonstrated ability to build field‑based teams
- Ability to recruit candidates that meet the minimum job criteria; interview and hire account managers who are capable and committed to fulfilling the job requirements
- Ability to consistently and objectively recognize and promote success behaviors, as well as diagnose and change unsatisfactory behaviors through effective coaching
- Demonstrates knowledge of local payor coverage; ability to understand and articulate clinical concepts, data, and conclusions
- Demonstrated ability to utilize clinical information to effectively address customer questions and objections
- Experience working with Medical teams such as medical science liaisons, medical platform development, or health outcomes & pharmacoeconomics evidence is beneficial
- Understands how to engage and mobilize diverse groups to take appropriate action in support of specific business issues, and to support building new capabilities at Amgen; inclusive of influence skills
- Outstanding communication skills and the ability to convey in a clear and compelling manner important messages to different parties with different interests.
- Experience ensuring teams execute and deliver quality work within timelines
- Deep knowledge & experience in Cardiology, including dyslipidemia and acute coronary syndromes, highly preferred
- Setting appropriate short term and long‑term objectives
What you can expect of us
As we work to develop treatments that take care of others, we also care for our teammates' professional and personal growth and well‑being.
Benefits
- Comprehensive employee benefits package, including a Retirement and Savings Plan with generous company contributions, group medical, dental and vision coverage, life and disability insurance, and flexible spending accounts.
- A discretionary annual bonus program, or for field sales representatives, a sales‑based incentive plan
- Stock‑based long‑term incentives
- Award‑winning time‑off plans and bi‑annual company‑wide shutdowns
- Flexible work models, including remote work arrangements, where possible