The Head of Key Account Management is accountable for leading the Key Account Management organization and ensuring the successful execution of Amgen's strategic engagement model across priority public and private healthcare accounts. The role drives customer centric growth by building executive partnerships, developing a high performing KAM team, integrating cross functional resources, and translating Amgen's strategy into measurable business outcomes.
Key Responsibilities
Strategic Leadership
- Develop and own the national KAM strategy aligned with affiliate and global priorities.
- Define account segmentation, prioritization and coverage models.
- Establish annual strategic objectives and performance targets.
- Identify long term growth opportunities and mitigate strategic risks.
- Identify resource allocations and accounts distributions among KAMs team
- Conduct a monthly business review with the Business units, supply chain and finance to materialize opportunities and mitigate risk
People Leadership
- Provide structured coaching through regular field visits.
- Conduct performance reviews and succession planning.
- Develop capability building plans and leadership development initiatives.
- Create a culture of accountability, collaboration, innovation and compliance.
Business Planning
- Lead annual business planning and territory optimization.
- Allocate resources based on customer potential and strategic importance.
- Review forecasts and monitor execution against targets.
Customer & Account Excellence
- Ensure every KAM develops robust account plans with stakeholder mapping, opportunity assessment, access strategy, implementation milestones and KPIs.
- Sponsor executive to executive engagements with major healthcare institutions.
General and Administrative
Cross-functional Leadership
- Align Medical, Market Access, Pricing, Commercial Tender Management, Regulatory, Supply Chain, Finance, Legal and Compliance around key customer priorities.
- Resolve strategic account issues through governance and escalation.
Performance Management
- Monitor sales growth, market share, access metrics, customer satisfaction, CRM quality, execution excellence and team productivity.
- Implement corrective action plans where required.
Governance & Compliance
- Ensure all customer interactions comply with Amgen policies and applicable regulations.
- Maintain inspection and audit readiness.
Decision Making Authority
- Approve national account priorities and strategic resource allocation after the alignment with the VA&P director.
- Approve account strategies and coaching plans.
- Recommend organizational improvements and investment priorities.
- Escalate strategic customer issues to the Saudi Amgen leadership team with the proposed solutions.
Key Performance Indicators (KPIs)
- Revenue and market share growth
- Quality of strategic account plans
- Forecast accuracy
- Customer satisfaction and executive engagement
- KAM capability development and retention
- Cross functional execution effectiveness
- Compliance and CRM excellence
Bachelor's degree in Pharmacy, Medicine, Life Sciences, Business Administration or equivalent. MBA or postgraduate qualification preferred.
10+ years within the pharmaceutical industry.
Minimum 5 years in Key Account Management, Market Access or Commercial leadership.
Minimum 3 years leading high performing teams.
Strong understanding of Saudi healthcare ecosystem, institutional procurement and market access.
Leadership Competencies
- Strategic thinking
- Business acumen
- Executive presence
- Influencing without authority
- Negotiation
- Customer centricity
- People development
- Change leadership
- Cross-functional collaboration
- Decision making .
