Director, National Accounts

Career Category

Sales & Marketing Operations

Job Description

Join Amgen’s Mission of Serving Patients 

At Amgen, if you feel like you’re part of something bigger, it’s because you are. Our shared mission—to serve patients living with serious illnesses—drives all that we do. 

Since 1980, we’ve helped pioneer the world of biotech in our fight against the world’s toughest diseases. With our focus on four therapeutic areas –Oncology, Inflammation, General Medicine, and Rare Disease– we reach millions of patients each year. Amgen is advancing a broad and deep pipeline of medicines to treat cancer, heart disease, inflammatory conditions, rare diseases, and obesity and obesity-related conditions. As a member of the Amgen team, you’ll help make a lasting impact on the lives of patients as we research, manufacture, and deliver innovative medicines to help people live longer, fuller happier lives. 

Our award-winning culture is collaborative, innovative, and science based. If you have a passion for challenges and the opportunities that lay within them, you’ll thrive as part of the Amgen team. Join us and transform the lives of patients while transforming your career.

National Accounts Director

What you will do

Reporting to an Executive Director of National Accounts, the National Account Director is accountable for business development in large accounts (one of the following: CVS Health, Express Scripts, or UnitedHealth Group and its affiliates) across all Therapeutic Areas (TA), that are either national or that cover multiple regions and geographies. The ideal candidate will be able to work in a matrix environment across internal teams' Marketing, Sr. Management, National Account team, Sales RSDs and CA Senior Leadership. Additionally, this individual must have knowledge and relationships with Managed Care market segmentation and product reimbursements, as well as knowledge of medical and pharmacy reimbursement and impact to Amgen portfolio. This individual will also develop and maintain long-term strategic partnerships with key customers by integrating mutual resources to achieve optimal outcomes.

KEY ACTIVITIES (Responsibilities: Duties / Accountabilities)

Account Management

·         Develop advanced concepts and techniques, solve very complex problems requiring high degree of ingenuity or innovation, work objectives are self-initiated, errors have major impact

·         Conduct briefings and technical meetings for internal leadership and external management

·         Develop business rationale and programs that enable pull-through of Amgen programs to achieve field sales objectives

·         Develop and execute account specific plan, e.g. establish reimbursement coverage/access for Amgen products within payer community

·         Maintain and grow key executive relationships within customer base

·         Drive national & regional account sales by providing strategic direction to field sales organization to achieve established sales objective

·         Analyze sales results, monitor trends/key performance indicators, and identify growth opportunities and areas of coverage risk

·         Input into the development of the POA in conjunction with customer marketing

·         Communicate business issues and opportunities on an ongoing basis to senior management; integrate corporate/marketing strategies into the organizational plan and structure; participate in the formulation of brand strategic plans and vision setting; assist in policy formulation and interpret policy and programs for dissemination to field sales organization

·         Accelerate growth and development of a National & Strategic account management team to build bench-strength across the Amgen organization

Contract Management

·         Represent Amgen as primary internal and external contact on contracts and relationships with key national accounts.  Contract management and accountability will include but not be limited to Medical drug, Medicare PartD, Specialty pharmacy (SP) and regional account contracting/management.

·         Design, negotiate, and measure contract(s) performance and proposal drafting to ensure optimal access, coverage, and reimbursement

·         Fiscal management of pricing and contract management

Marketing Partnership

·         Coordinate with US Value Marketing and Brand Marketing to develop customer specific value-added programs

·         Input, design, execute, and measure customer specific marketing programs

What will we expect