Head of Key Account Management

Position Purpose

The Head of Key Account Management is responsible for leading the Key Account Management function to implement Amgen's strategic engagement framework across major public and private healthcare accounts. This position drives customer-focused growth by cultivating executive partnerships, building a top-tier KAM team, coordinating cross-departmental resources, and converting Amgen’s corporate strategy into measurable business results.

Key Responsibilities

• Design and execute a national KAM strategy aligned with both affiliate and global goals.
• Establish account segmentation, prioritization, and coverage models.
• Set yearly strategic objectives and performance benchmarks.
• Identify long-term growth opportunities while mitigating strategic risks.
• Allocate resources and distribute accounts throughout the KAM team.
• Lead monthly business reviews with business units, supply chain, and finance teams to progress opportunities and address risks.
• Provide structured coaching through regular field visits and conduct performance evaluations including succession planning.
• Drive leadership development and capability enhancement initiatives.
• Foster a culture promoting accountability, collaboration, innovation, and adherence to compliance standards.
• Oversee annual business planning and territory optimization, allocating resources based on customer potential and strategic value.
• Review sales forecasts, monitor execution, and ensure alignment with targets.
• Ensure detailed account plans by KAMs including stakeholder mapping, opportunity analysis, access strategy, milestones, and KPIs.
• Support and sponsor executive-to-executive interactions with key healthcare institutions.
• Align cross-functional teams including Medical, Market Access, Pricing, Commercial Tender Management, Regulatory, Supply Chain, Finance, Legal, and Compliance toward key customer priorities.
• Resolve strategic account challenges via governance frameworks and escalation procedures.
• Track metrics such as sales growth, market share, access measures, customer satisfaction, CRM data quality, operational excellence, and team productivity, implementing corrective actions when needed.
• Ensure all customer engagement complies with company policies and regulatory requirements, maintaining readiness for inspections and audits.
• Authorize national account priorities and strategic resource distributions after coordination with the VA&P director.
• Approve strategies and coaching plans for accounts.
• Recommend organizational enhancements and set investment priorities.
• Escalate critical customer issues with solution proposals to senior leadership.

Key Performance Indicators (KPIs)

• Revenue and market share expansion
• Quality and effectiveness of strategic account plans
• Accuracy of sales forecasts
• Levels of customer satisfaction and executive engagement
• Development and retention of KAM capabilities
• Effectiveness of cross-functional collaboration
• Compliance adherence and CRM excellence

Qualifications

• Bachelor’s degree in Pharmacy, Medicine, Life Sciences, Business Administration or related field.
• Preferably MBA or other postgraduate qualification.
• Over 10 years of experience in the pharmaceutical sector.
• At least 5 years in Key Account Management, Market Access, or commercial leadership roles.
• Minimum 3 years of experience managing high-performing teams.
• Comprehensive knowledge of the Saudi healthcare system, including institutional procurement and market access mechanisms.

Leadership Competencies

• Strategic thinking ability
• Strong business acumen
• Executive presence
• Capability to influence without direct authority
• Negotiation skills
• Customer-centred approach
• Focus on people development
• Leading organizational change
• Collaboration across functions
• Effective decision-making