Key Account Manager

Job DescriptionFor more than 130 years, our company has brought hope to humanity through the development of important medicines and vaccines and today, we are at the forefront of research to deliver innovative health solutions that advance the prevention and treatment of diseases in people and animals.In Indonesia, our company has been established since 2005 and currently focuses on two main therapeutic areas, namely oncology and vaccines.Brief DescriptionMain role to manage key strategic account (foundational) in supporting to the business for full our company’s Portfolio in the private hospital sector. This position is the primary point of contact for the top account / stakeholders.Roles & ResponsibilitiesResponsible for promoting our company’s 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 our company’s voice to the Customer.Summary of job scope:Account Understanding and Analysis (25%)Understanding decision-making processes within the account, patient flow, tender process & timelineBuild our Company engagement with relevant customersDrive our Company product scientific knowledge at given centersUnderstanding 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 our company’s portfolioIdentifying Account Stakeholders and understanding their perspectives on our Company, our competitorsCompleting a competitor analysis for the accountObtaining an in-depth understanding of the account’s unmet and evolving needsAgile Account Management (40%) :  account plan development & managementDrive Account Management via agile account management approach:Identifying short and long-term business opportunities, defining objectives for the accountDeveloping a plan for the Account that contains the account needs and perspectives as well as considers competitive and business challengesLeverage 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 customersGaining agreement for the split of roles and responsibilities of all our company’s relevant personnel interacting with the account.Defining account metrics and a tracking plan and regularly updateAccount 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 negotiationEnsuring 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 scienceMinimum 3+ years of experience working in a customer-facing roleStrong knowledge of customer/business strategy & entrepreneurshipStrong analytical skillsUnderstanding of local healthcare and its systemsExperienced in tender & listing processFluent in EnglishAdvance 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 benefitsStrong teamwork & collaborationExcellence communication & business presentation skillsStrong interpersonal skillsSounds decision makingCompetencies-Required:Negotiating & Contracting: Ability to negotiate with outside parties per our company’s approvals, diligence findings and validation drivers and construct contracts/agreements consistent with our company’s guidelines for risk and performance.Procurement & stakeholder Management: Ability to evaluate opportunities, shape the procurement strategy (national, regional or hospital), craft offers, negotiate and strategically decide to bid to win/lose business opportunities.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 promotiona