Market Access Senior Manager (Market Access Lead)
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Key skills for this role
About the Role
Amgen is seeking a Market Access Senior Manager to maximize access for products in Saudi Arabia by selling value to payers, managing key accounts, and driving introduction of new products.
Key Skills for This Role
Responsibilities
- Maximize access for products based on payer responsibility in targeted accounts by selling the value of products
- Manage KAMs performance and activity
- GPOs strategy & execution
- Ensure net sales objectives in the hospital accounts in all district area
- Manage price and rebates in line with price policy
- Develop relationships with identified stakeholders for national, regional and account access
- Drive introduction/access of new products based on the value
- Ensure relevant information is shared with KAMs, Sales Managers and other stakeholders at Amgen
- Anticipate the Saudi Landscape evolvement
- Map decision processes and identify key decision makers
- Implement and monitor an action plan for priority regional accounts in cooperation with Cluster Team
- Develop the pricing policy for all accounts
Requirements
- Saudi national with 4 year University Degree or strong experience/seniority in the industry
- 5 8 years of experience as Sales Rep promoting Hospital Pharmaceutical products
- Experience in promotion to Hospital Pharmacists
- 4 5 years of experience as Value & Access, KA management
- Demonstrated track record of introduction of new products in Hospitals
- Experience in negotiation of prices and conditions with Hospital Pharmacists and other key decision makers
- Thorough knowledge of the majority of decision makers in his/her area
- Proficient in doing scientific/promotional presentations
- Demonstrated track record of working with objectives and achieving them
- History of working in complex and cross functional teams
- History of working in innovative and/or multinational companies
- Able to read scientific articles and to do oral presentations in English
Full Job Posting
Accountabilities
- Maximizes access for our products based on payer responsibility in targeted accounts by selling the value of our products
- KAMs performance and activity
- GPOs strategy & execution
- Ensure net sales objectives in the hospital accounts in all district area
- Manage price and rebates in line with price policy
- Develop relationships with identified stakeholders for national, regional and account access
- Drive introduction/ access of new products based on the value
- Ensure relevant information is shared with KAMs, Sales Managers and other stakeholders at Amgen
Planning
- Anticipate the Saudi Landscape evolvement
- Map decision processes and identify key decision makers
- Implement and monitor an action plan for priority regional accounts in cooperation with Cluster Team
- Develop the pricing policy for all accounts
- Organize regular interactions with Regional V&A mangers and share center objectives and information
- Contribution management to development of the marketing/commercial strategy
Execution
- Build relationships with identified stakeholders
- External Engagement plan/ policy execution.
- Key accounts planning implementation
- Negotiate sales conditions based on value securing regional and account access
- Lead the execution part of Key Account Excellence process
- Ensure access of new products
- Ensure a consistent value offer, account calculation and implementation follow up
- Execute the action plan aligned with Cluster Team
Tracking
- Follow up of sales, access, price development
- Contract fulfillment
- Follow up and update account analysis, stakeholder analysis ensuring developing understanding of customer needs
- Follow up of productivity and its impact
Minimum Requirements
- Saudi national with 4 year University Degree or strong experience/seniority in the industry
- 5 8 years of experience as Sales Rep promoting Hospital Pharmaceutical products
- Experience in promotion to Hospital Pharmacists
- 4 5 years of experience as Value & Access, KA management.
- Demonstrated track record of introduction of new products in Hospitals
- Experience in negotiation of prices and conditions with Hospital Pharmacists and other key decision makers
- Thorough knowledge of the majority of decision makers in his/her area
- Proficient in doing scientific/promotional presentations
- Demonstrated track record of working with objectives and achieving them
- History of working in complex and cross functional teams
- History of working in innovative and/or multinational companies
- Able to read scientific articles and to do oral presentations in English
Minimum Requirements (Education & Experience)
- University Degree in a Life Sciences/Health discipline (Medicine, Pharmacy, Biology)
- Post graduate degree or Courses on Health Economics, HTA, Market Access, Negotiation Techniques, Communication Techniques, …
- Experience as Key Account Manager
- Experience in managing people
- Fluency in English, both in oral and written communication
Competencies
- Strong leadership skills
- Strategic thinker to manage a complex portfolio and maximize overall account return
- Able to think long term as well as short term
- Strong analytical skills to assess the profitability of different scenarios
- Creativity and capacity to explore and propose different alternatives
- Good medical background to be able to know thoroughly our products
- Strong knowledge of the hospital buying process
- Excellent interpersonal/communication skills to interact with clients and colleagues
- Ability to manage complex negotiation situations
- Objective/results and customer oriented
- Able to work under pressure.
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