.
**Regional Access Manager | Campania**
**Accountabilities**
To Business Unit Leader
Maximizes sales for our products based on a multi stakeholder
approach (e.g.
procurement, Pharmacy, lead clinicians)
Ensure net sales objectives in the hospital accounts in district
Manage price and rebates in line with price policy
Differentiates Amgen and our products
Makes all the efforts to shape tenders or put in place contacts
that differentiate Amgen
Ensure relevant information is shared other stakeholders at
Amgen
**Responsibilities**
Planning
Map decision processes and identify key decision makers
Implement and monitor an action plan for the accounts on
territory
Develop the offer for all accounts
Contribute to development of the marketing/commercial
strategy
Execution
Build relationships with identified stakeholders
Negotiate sales conditions / innovative contracts / shape
tenders based on country strategy
Biosimilars Sales targets responsibility
Execution of planned activities in matrix organization
Deal making & deal closing
Tracking
Follow-up of sales and 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
**Authority**
The definition of Accounts
Development of Account plans and implementation once approved
Implementation of expense budget
Price / offers implementation aligned with country strategy
**Outputs**
Action plans per Account
High quality internal and external customer relationships
Differentiate Amgen and our products
Meet sales targets for the territory
Periodic activity reports in covered area (net sales analysis, Price evaluation,
discounts evolution, calls.
)
**Qualifications**
**Minimum Requirements**
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
Demonstrated track record of introduction of new products in Hospitals
Experience in negotiation of prices and conditions with Hospital Pharmacists /
Physicians 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
**Preferred Requirements**
Univers ity Degree in a Life Sciences/Health discipline (Medicine, Pharmacy, Biology)
Post-graduate degree or Courses on Negotiation Techniques, Communication
Experience as Key Account Manager
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
Join Us
If you're seeking a career where you can truly make a difference in the lives of others, a career where you can work at the absolute forefront of biotechnology with the top minds in the field, you'll find it at Amgen.
Amgen, a biotechnology pioneer, discovers, develops and delivers innovative human therapeutics.
Our medicines have helped millions of patients in the fight against cancer, kidney diseases, rheumatoid arthritis and other serious illnesses.
As an organization dedicated to improving the quality of life for people around the world, Amgen fosters an inclusive environment of diverse, ethical, committed and highly accomplished people who respect each other but compete intensely to win.
Together, we live the Amgen values as we continue advancing science to serve patients.