Key Account Manager (Open to Non-Pharma)

POSITION OVERVIEW:

This role will manage & oversee Healthcare consumers activities committed customer plan to provide brilliant execution. Beside that, this person is also a key person to deploy experimenting projects and give solutions to the team base on expertise of customer understanding.

PRIMARY ACTIVITIES:

Define the objectives, the activity plan for Healthcare consumers and implementation customer plan, taking into account the business plan and marketing strategy

Own channel strategy development with marketing support, translating brand standards into activation supervising brilliant execution of Healthcare consumers plans in market with strategic account customer

Work closely with across internal partners (Medical, BES, Marketing, Field Force) & external partners (Medical, Training..) for planning and execution of innovation plan (within assigned projects)

Demonstrating ability & confidence to make the necessary actions required to ensure activities are successfully delivered & corrected when required

Ensuring marketing fund used efficiently, driving the right ROI, monthly tracking basis

EDUCATION, EXPERIENCE & COMPETENCIES:

Desired Experience/Education:

Degree in Business (Sales/Marketing) or relevant subject or fields

2+ years of experience working in Key Account Management/customer-facing role.

Experience in Marketing is a plus

Strong knowledge of customer/business strategy.

English language preferred

Professional Competencies Required:

Business & Financial Acumen: Understands and intelligently applies economic, financial, and industry data to make business decisions

Working Across Boundaries: Thinks and acts beyond one’s silo – bridges team, functional, divisional and/or geographical boundaries

Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work and to the business

Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time delivery

Productive Communication: Plans and delivers ideas and information to others in an impactful manner.

Problem solving: Gathers and analyzes data and effectively responds to new, complex or problematic situations; Creates solutions that drive value for our company and our customers, incorporating innovative approaches where relevant.

Influencing/Negotiation skills: Ability to understand both internal and customer perspectives so as to be able to build a strategy for financial and value-based negotiation.

Functional Competencies Required:

Commercial Competencies-Required:

Customer & Market Insights: Ability to develop a deep understanding of customer needs, behaviors and goals, as well as market dynamics, competitor analysis and trends to improve overall business outcomes.

Customer Engagement: Ability to identify and appropriately build and maintain long-term, sustainable relationships with customers, external stakeholders and key influencers through a variety of relationship-building approaches.

Strategic Business Management: Ability to set strategic plans, manage profitability (P&L), consider execution tradeoffs and continuously adjust approaches to maximize business performance and increase sales and profitability.

Market Access: Ability to apply knowledge of the healthcare environment, payer decision-making processes, product pricing and reimbursement to appropriately demonstrate value to customers so as to maximize profitable access for company products.

Product knowledge and portfolio management: Ability to apply understanding of our company large portfolio of products and services, including product lifecycle stages and new product launches, to create an optimal plan in matching individual offerings to customer needs and interests.

Regulatory and compliance knowledge: Ability to comply with legal and regulatory requirements in the pharmaceutical and/or consumer products industry and adhere to internal compliance controls.

Account Management: Ability to understand multiple interdependencies within an account, consider customer goals and needs, maximize account performance and provide value-based offerings by building long-term relationships through collaborative business planning processes and approaches

Sales & Account Management Competencies-Required:

Sales Acumen: Ability to build trust with customers (Account Managers, Pharmacist, Purchase Managers, etc…) and demonstrate value in selling situations to deliver high-quality engagements or interactions that deliver products/solutions with the common goal of improving health outcomes.

Customer segmentation and targeting: Ability to divide customer population into groups of individuals who share similar characteristics and buying behaviours (based in the current company portfolio sales) and apply this information to target groups effectively, allocate promotional resources and drive execution of commercial plans.

Market Management: Ability to understand customer’s business climate, assess overall market potential, identify and prioritize unique opportunities and risks in local markets, develop territory plans and follow up to drive business results in assigned geography or market.

Inventory and supply chain knowledge: Ability to apply knowledge and understanding of supply chain processes, outputs, and inventory as they relate to forecasting accuracy and the sales process.

Foundational KAM- Competencies-Required:

Negotiating & Contracting: Ability to negotiate with outside parties per our company approvals, diligence findings and validation drivers and construct contracts/agreements consistent with our company guidelines for risk and performance.

Tender Management: Ability to evaluate opportunities, shape the tenders (national, regional or hospital tenders), craft offers, negotiate and strategically decide to bid to win/lose tenders.

Access Strategy: Ability to understand payer buying processes and market considerations, to develop strategies to best demonstrate the value that our products offer, meet payer needs and maximize profitable access/reimbursement.

Commercial Channel Strategy: Ability to translate the commercial strategy into action plans that leverage available channels (field and/or promotional channels), determine and apply an optimal mix of resources and/or investment across these channels to effectively support commercial strategies and objectives.

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.

Employee Status: Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

R291732