Assoc. Dir, Key Account Management

Job Description

Overall Purpose As Associate Director, Key Account Management, you will partner closely with your Customer(s) to develop innovative business solutions that drive profitable growth for Our Company by delivering "best in class" customer satisfaction. You will leverage our comprehensive portfolio of products, services, and solutions to maximize value. In this strategic role, you will implement long-term business plans for Key Strategic Accounts, building sustainable partnerships and integrating deep customer insights. You will lead value creation by achieving key Company objectives and addressing unmet or evolving patient and customer needs, positioning Our Company as a trusted partner in the healthcare ecosystem.Roles and Responsibilities Market and Customer Insight

• Lead identification of emerging market trends and customer insights to drive strategic growth with key accounts.
• Deeply understand customer missions, strengths, challenges, and tailor value propositions aligned with their needs.
• Analyze unmet and evolving customer needs, integrating Our Company's full portfolio for maximum impact.
• Oversee competitor analysis and develop comprehensive account profiles using internal and external data.
• Navigate customer decision-making, tendering, contracting, and logistics processes.
• Build strong relationships with key stakeholders, understanding their perspectives to secure competitive advantage.

Strategic Account Planning

• Define and validate short- and long-term business opportunities and account objectives with senior stakeholders.
• Develop robust customer plans addressing goals, challenges, and competitive landscape.
• Craft tailored, cross-franchise value propositions that align with customer priorities.
• Drive long-term strategies to increase revenue, market share, and brand reputation through executive engagement and partnerships.
• Identify and implement collaborative opportunities leveraging cross-functional teams and resources.
• Lead negotiation strategy development based on Our Company's portfolio positioning.
• Deliver clear, impactful communications to engage customers and promote value-based offerings.

Execution and Performance Management

• Maintain and deepen executive-level relationships within key accounts (e.g., Directors, Procurement Heads, C-Suite).
• Act as the primary interface for all Our Company products and services, coordinating internal teams to meet account goals.
• Lead portfolio negotiations focused on strategic collaboration and value differentiation.
• Align with decision-makers on mutually beneficial growth opportunities, prioritizing high-potential areas.
• Manage budgets, contracts, and resource allocation effectively.
• Monitor performance metrics and adapt strategies to optimize outcomes.

Leadership of Integrated Account Teams

• Secure executive sponsorship to ensure focused investment and priority for key accounts.
• Define and lead account team structure, roles, and responsibilities aligned with customer and business objectives.
• Set vision and strategic direction for the team, fostering commitment to ambitious goals.
• Facilitate regular planning and review sessions to ensure alignment and agile response to market changes.
• Champion excellence in execution across all team activities.

Tender Management Support

• Master the customer tender process, key decision-makers, and timelines in Indonesia's healthcare market.
• Communicate Our Company's value propositions and selection criteria clearly to tender stakeholders.
• Oversee integration of tender data into management tools for efficient tracking.
• Ensure internal teams are informed of tender outcomes and collaborate to maximize awarded opportunities.
• Monitor competitor activity including pricing, product specs, services, and patient programs.
• Understand competitive dynamics from molecule to therapeutic area level tenders.

Requirement

• Degree in Business (Sales/Marketing) or relevant subject or fields (e.g. medicine, pharmacy, or research)
• 5+ years of experience working as a leader, in a customer-facing field
• 3 to 5 years of experience in the Healthcare industry preferred.
• Experience in Marketing.
• Finance background either through education or experience.
• Strong knowledge of customer/business strategy.
• Understanding of local healthcare and reimbursement systems.
• Proven leadership in customer-facing roles with strategic account management expertise.
• Strong knowledge of Indonesia's healthcare system, reimbursement, and tender processes.
• Demonstrated ability to develop and execute complex account strategies and lead cross-functional teams.
• Excellent negotiation, communication, and stakeholder management skills.
• Fluent in English and Bahasa Indonesia.

Required Skills:

Adaptability, Business, Data Analysis, Digital Marketing Tools, Direct Marketing, Management Process, Market Access, Market Development, Marketing Plan Development, Market Research, Media Training, Omnichannel Marketing, Product Management, Sales Management, Sales Operations, Social Media Marketing, Strategic Thinking

Preferred 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. 

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Not Applicable

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

10/31/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

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