Career Category

Value and Access

Job Description

Accountabilities (for what and to whom)

To Value, Access & Policy Director 

• 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

Responsibilities (what does this role do)

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

Qualifications

The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience and knowledge or the equivalent.

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

• 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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