Senior Key Accounts Manager (East)

Description:

The Senior Key Accounts Manager - Regional Payers is a senior individual contributor responsible for the business-to-business relationships, strategic account planning, and measurable business performance of an assigned regional payer portfolio. The Senior Key Accounts Manager will be accountable for gaining, protecting, and improving profitable formulary and medical policy access; influencing downstream adoption and accurate implementation of parent-account access; identifying and advancing financially sound regional contracting opportunities; quantifying business impact; leading approved pull-through; and bringing actionable payer intelligence into portfolio and launch decisions. This role requires cross-functional leadership with Pricing and Contracting, Finance, Legal, Medical Affairs and MSLs, Brand, Patient Services, Field Reimbursement, Sales, Trade, Analytics, Government Affairs, and other internal stakeholders.

Essential Functions:

Opportunity Advancement and Business Outcomes: 

• Secure, maintain, and improve profitable formulary placement and written medical policy coverage across pharmacy and medical benefits. 
• Identify and advance financially sound regional contracting and strategic partnership opportunities in alignment with the applicable Key Account Manager and approved parent-account strategy. 
• Build and present business cases using volume, claims, reimbursement, formulary, competitive, rebate, discount, and financial data; clearly articulate forecast impact, access risk, expected return, and recommended action to senior leadership. 
• Support or lead approved regional contract discussions and manage opportunities through approval, signature, implementation, and performance monitoring. 
• Measures of success: advance at least one priority opportunity each quarter and deliver two to three documented access or business wins annually. 
• Current portfolio measures include advancing at least two systemic access issues across the Specialty portfolio; targeting two measurable coverage or implementation improvements through priority BCBS and other regional plans and selected large IDN specialty centers or health-system accounts; and qualifying three Biosciences or Pipeline opportunities, including Medicaid coverage opportunities, with at least one advanced annually.

Account Focus and Coverage Intelligence: 

• Serve as the primary account owner and day-to-day Amneal contact for assigned East or West regional health plans and downstream payer accounts. 
• Develop and execute strategic account plans aligned with Amneal portfolio objectives and the applicable parent-account strategy. 
• Build multi-level relationships across pharmacy, medical, contracting, industry relations, utilization management, and other relevant customer functions. 
• Maintain current knowledge of each account's decision-making structure, lines of business, PBM and rebate aggregator relationships, benefit design, utilization management, coverage criteria, and implementation processes. 
• Maintain a cross-portfolio coverage, barrier, and opportunity tracker for priority Blues, regional plans, IDNs, health systems, and Medicaid plans. 
• Measures of success: Every priority account has current coverage status, a defined business issue or opportunity, an accountable owner, a next step, and timing.

Strategic Engagement and Pull-Through: 

• Lead approved regional payer, Blue, IDN, health-system, or state engagement when tied to a defined access issue, contracting opportunity, implementation need, or broader business priority. 
• Develop, implement, and measure PRC-approved pull-through strategies based on formulary and medical policy access. 
• Work with Sales, Field Reimbursement, Patient Services, Brand, Medical Affairs, Trade, and other matrix partners to resolve barriers and maximize the value of access wins. 
• Communicate account-specific coverage changes, affordability issues, and local business impact through approved training, business reviews, regional calls, and other appropriate forums. 
• Measures of success: priority engagements have a clear objective, next step, and documented outcome; meeting volume alone is not a performance measure.

Field, Launch, and Portfolio Insight: 

• Quarterback regional account initiatives and coordinate appropriate engagement by Key Account Manager and cross-functional partners. 
• Bring customer insights, emerging payer trends, regional access opportunities, and competitive intelligence into parent-account planning, brand strategy, contracting decisions, and portfolio planning. 
• Support launches by ensuring regional payer plans, implementation requirements, and field communication are incorporated into launch readiness. 
• Maintain knowledge of payer economics, relevant laws and policy changes, competitor activity, and patient affordability dynamics. 
• For pre-launch activities across the Pipeline, gather compliant regional intelligence on testing and confirmed diagnosis, PA and coverage criteria, competitors, benefit pathway, and review timing; map the top five priority regional plans and conduct payer discussions when they inform a broader launch decision. 
• Measures of success: provide quarterly regional coverage and payer updates with a clear field, brand, contracting, or launch action.
   

Education:

• Bachelors Degree (BA/BS) Business, marketing, life sciences, healthcare, or related field - Required
• Postgraduate MBA, PharmD, MPH, or other relevant graduate degree - Preferred

Experience:

• 7+ years of experience in the pharmaceutical, biotechnology, payer, PBM, managed care, or broader healthcare industries.
• 3+ years of experience in payer account management, managed markets, market access, sales leadership, or similar account leadership roles, with a demonstrated track record of success.
• 3+ years of experience managing regional health plans, regional PBMs, Blue Cross Blue Shield organizations, Medicaid, or other complex payer accounts.
• Proven experience in strategic account planning and securing formulary and/or written medical policy access across Commercial, Medicare, and Medicaid markets.
• Experience with payer contracting, rebate negotiations, financial modeling, ROI analysis, and contract implementation.
• Experience within specialty, bioscience, pipeline, or other complex therapeutic areas.
• Experience supporting reimbursement, patient affordability programs, specialty pharmacy, and medical and pharmacy benefit access.

Specialized Knowledge:

• Independent ownership of complex regional payer accounts while operating in close alignment with the applicable parent-account Key Account Manager
• Strategic account planning, customer engagement, negotiation, presentation, and relationship management
• Ability to navigate complex Managed Care Organizations and establish credibility with pharmacy, medical, contracting, and senior business decision-makers
• Business and financial acumen, including payer economics, contract terms, rebate exposure, gross-to-net implications, and account-level performance
• Ability to analyze complex data and translate findings into clear account strategies, financial business cases, and recommended actions
• Cross-functional leadership and the ability to coordinate multiple stakeholders and drive outcomes without direct authority
• Concise written and verbal communication and advanced proficiency with PowerPoint, Word, and Excel
• Commercial, Medicare, Medicaid, pharmacy and medical benefit access; regional Blues and downstream PBM clients; payer contracting and implementation; reimbursement and specialty pharmacy; Specialty, Biosciences, and Pipeline portfolio dynamics

The base salary for this position ranges from $180,000 to $200,000 per year. In addition, Amneal offers a short-term incentive opportunity, such as a bonus or performance-based award, with this position within the first 12 months. Amneal ranges reflect the Company’s good faith estimate of what Amneal reasonably believes that it will pay for said position at the time of the posting. Individual compensation will ultimately be determined based on a variety of relevant factors, including but not limited to, qualifications, experience, geographic location and other relevant skills. 

At the heart of our Total Rewards commitment is a comprehensive, flexible and competitive benefits program for eligible positions that enables you to choose the plans and coverage that meet your personal needs. This includes above-market, diverse and robust health and insurance benefits to meet the varied needs of our employees as well as a significant 401(k) matching contribution to help our employees save for retirement. We also promote employee well-being with programs that help you enjoy your career alongside life’s many other commitments and opportunities.