Key Account Relations Manager

1 week ago

Jakarta, Indonesia MSD Full time

**Job Summary**

Main role to manage key strategic account (foundational) in supporting to the business for full Portfolio in the private hospital sector. This position is the primary point of contact for the top account / stakeholders.

**Roles & Responsibilities**
- Responsible for promoting all brands within given accounts, understands customers’ needs has strong business acumen and its equipped with excellent medical knowledge where they can transfer key medical data into customer/patient benefits to create/co-create business solutions.
- Partner with interdisciplinary teams to implement and to maximize the business agreement with the account, ensuring Organization’s voice to the Customer.

**Specific Job Scope**:
**_ Account Understanding and Analysis _**_(25%)_**
- Understanding decision-making processes within the account, patient flow, tender process & timeline
- Build our Company engagement with relevant customers
- Drive our Company product scientific knowledge at given centers
- Understanding the mission and vision of the Customer; its key interests, strengths, weaknesses, opportunities and challenges; and creating value propositions unmet and evolving needs and appropriately deducting Implications integrating full company portfolio
- Identifying Account Stakeholders and understanding their perspectives on our Company, our competitors
- Completing a competitor analysis for the account
- Obtaining an in-depth understanding of the account’s unmet and evolving needs

**_ Agile Account Management (40%) : account plan development & management_**
- Drive Account Management via agile account management approach:

- Identifying short and long-term business opportunities, defining objectives for the account
- Developing a plan for the Account that contains the account needs and perspectives as well as considers competitive and business challenges
- Leverage cross-functional internal resources to maximize potential by defining collaborative opportunities to address unmet and/or evolving business needs.
- Determining how to develop and appropriately implement comprehensive strategic offerings by leveraging cross-functional internal resources.
- Drive relevant omnichannel communication to increase number of contacts with our customers
- Gaining agreement for the split of roles and responsibilities of all relevant personnel interacting with the account.
- Defining account metrics and a tracking plan and regularly update

**_ Account Plan Implementation and Tracking (25%)_**
- Developing and maintaining long-term engagements with customers/stakeholders within the Accounts that are responsible for treatment of the respective patients (all relevant HCPs) as well as product purchasing (hospital management, pharmacists)
- Conducting product and value-based negotiation
- Ensuring coordination and excellence in execution related to all interactions with the account.
- Holding regular account coordination and review meetings which act as a forum for information sharing, providing status updates, coordination and initiating course corrections related to the Key Account.

**_ Pricing Management (10%)_**
- Understanding the customer’s procurement process, key decision makers and influencers
- this includes understanding the full procuring cycle ( annually or across years) including when the formulary listing is being developed, and how and when key inputs ( specs, volumes) are determined and reviewed.
- Inform to the stakeholders of the procurement about the value proposition, formularies and selection of criteria.
- Overview relevant and efficient data integration in the existing pricing management tools (gross to net).
- Post the procurement decision ensuring internal stakeholders are aware that our products have been listed and working together with the teams maximizing the procurement once it has been awarded.
- Track competitive information regarding who the competitors are, price, product specifications, service, patient programs, etc. Understand the range of competition from same molecule to Therapeutic Area level competition.

**Requirements**:

- University degree preferably life science
- Minimum 3+ years of experience working in a customer-facing role
- Strong knowledge of customer/business strategy & entrepreneurship
- Strong analytical skills
- Understanding of local healthcare and its systems
- Experienced in tender & listing process
- Fluent in English
- Advance Medical knowledge of Oncology, Vaccines, and Hospital Specialty preferably or demonstrate high learning agility and interest in evidence-based medicine data and ability to transfer them into customer / patients benefits
- Strong teamwork & collaboration
- Excellence communication & business presentation skills
- Strong interpersonal skills
- Sounds decision making

**Competencies-Required**:

- **_ Negotiating & Contracting_**: Ability to negotiate with outside parties per Merck approvals, diligence findings and validation drivers and cons

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