Head of Key Account Management
About this opportunity
Career Category
Strategy and Innovation
Job Description
Position Purpose
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.
Internal Use Only 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
Qualifications
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.
Internal Use Only General and Administrative
Leadership Competencies
Strategic thinking
Business acumen
Executive presence
Influencing without authority
Negotiation
Customer centricity
People development
Change leadership
Cross-functional collaboration
Decision making
.
Job details
How this role compares
Computed from every other active Communications & Public Affairs role in our database, not just this employer's listings.
We currently track 64 comparable Communications & Public Affairs roles across 26 biopharma companies.
Salary context
17 of 64 peers report a salary range (USD, annualized)
Peers share this role's job function. This posting doesn't list a seniority level, so peers aren't narrowed by seniority either -- the range below may span more levels than usual.
Where these roles are based
Top locations among the 64 comparable roles
+ 11 more countries
Seniority mix
47 of 64 peers have a known seniority level
Therapeutic area mix
6 of 64 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Similar opportunities
The closest matches from our peer group, ranked by how similar they are, not how well you'd qualify for them -- treat this as market context, not a guaranteed shortlist; a weak match is labeled as one below.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
How we calculate "similar"
No black box, no LLM guesswork: a deterministic score built from four normalized attributes. Here's this role's own peer group at different match levels, so you can see the mechanism, not just the result.
Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.