Key Account Manager - Public

Job Description

Job purpose

• A Key Account Manager (KAM) is primarily responsible is to support the business for full Portfolio in the KSA key accounts, serving as the primary point of contact with the hospital. KAM plays a pivotal role in building and maintaining the strategic partnership solutions.
• KAM has to coordinate interdisciplinary teams, and to capture customer needs and translate them into strategic partnership solutions, ultimately enhancing patient care by ensuring the right products and services are accessible.
• Also, to map the decision process and the decision makers. He/her has to know in advance when the tenders will come to inform to the decision makers about our Company´s products.

Job Description:

Market and Customer Understanding and Analysis

• Identify emerging or accelerating market trends and relevant insights to drive growth opportunities with key customers.
• Understand the mission and vision of the customer.
• Understand customer key interests, strengths, weaknesses, opportunities, and challenges, and create value propositions accordingly.
• Conduct a competitor analysis for the customer.
• Gather detailed information about individual key accounts to develop the Key Account Profile.
• Understand the decision-making, logistical, tendering, and contracting processes within the account.
• Identify key account stakeholders, understand their priorities, and determine how to create a competitive advantage.

Account Plan Development, Implementation and Tracking:

• Capture short and long-term business opportunities based on in-depth market and customer understanding.
• Define, present, and validate account objectives and KPIs with relevant business stakeholders.
• Develop a Customer Plan that includes a thorough understanding of the customer’s goals and needs, while considering competitive and business challenges.
• Define a tailored our Company´s value proposition linked to customer needs using a cross-franchise approach.
• Identify and define collaborative opportunities to address unmet and evolving business needs.
• Manage the budget for solutions and services development, including contract negotiations.
• Monitor metrics and KPIs according to the tracking plan and adjust account strategy and operational activities based on insights gained.

Cross-functional Coordination:

• Lead the Integrated Account Team Management.
• Secure local leadership team sponsorship to ensure significant local focus and investment for the key account.
• Facilitate agreement on the division of roles and responsibilities among all relevant our Company´s personnel interacting with the account.
• Ensure alignment of our Company´s personnel with the Account plans.
• Ensure excellence in execution for all interactions with the account.

Support for Tender Management:

• Effectively gather and communicate the tender’s predefined selection criteria to the internal stakeholders involved in the tenders process.
• Monitor and track competitive information, including competitors, pricing, product, services, patient programs, and other relevant Market details.

Requirements:

• A minimum of 5 years of experience in the pharmaceutical industry.
• At least 3 years of experience in a customer-facing role.
• Central region experience is a must.
• Comprehensive understanding of local healthcare and reimbursement systems.
• Demonstrated business and financial acumen with the ability to achieve cross-functional alignment.
• Strong ability to develop a deep understanding of customer needs, behaviors, and goals, as well as market dynamics.
• Proven capability to identify, build, and maintain long-term, sustainable partnerships with external stakeholders.
• Effective negotiating and contracting skills.
• Proficient in applying knowledge of our Company’s portfolio of products and services.
• National experience and collaboration with NUPCO, is highly preferred.
• Key Account Management experience or similar assignments will be regarded as an advantage.
• Excellent verbal and written communication skills.

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

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Relocation:

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