Director, Key Accounts

As Director, Key Accounts, you will partner closely with your customer(s) to develop innovative business solutions that drive profitable growth for the 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 the 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 the 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 the 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 the 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.

Tender Management Support

• Master the customer tender process, key decision-makers, and timelines in Indonesia's healthcare market.

Requirements :

• 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.

• 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.