Customer Mgr, Account Management

Job Description

The Key Account Manager (KAM) for Public Sector will be responsible to partner with his/her customers in the public sector on strategies, stakeholder engagement, and other activities aimed at improving access to Organon portfolio within their region of responsibility.

The KAM will implement business plans for key accounts, building sustainable relationships and integrating customer insights so that they can lead the development of solutions, value propositions and strategies addressing unmet and/or evolving needs. The KAM will be the primary point of contact for the customer.

The KAM responsibilities include building and managing key stakeholder relationships and execution of activities within their region of responsibility, identifying opportunities to improve access to the Organon portfolio, collaboration with stakeholders to improve access to Organon portfolio including family planning services within government institutions. In addition, the KAM will seek opportunities for strategic partnerships, develop and implement plans to realise these opportunities, and successfully build a strong footprint for Organon in their region.

The KAM will interact with local and regional teams to support access, strategies, and opportunities to impact the lives of women and their families in South Africa in a positive way.

Responsibilities

• Identify and define account goals and align the needs with overall Organon Africa Access business priorities for the year.
• Conduct market landscape and customer analysis, identify opportunities in public sector and formulate action plans to realize these opportunities in line with Organon's compliance and ethical principles.
• Develop customer specific plans and implement tactics and actions required to achieve goals for each account in their region within outlined timelines.
• Understanding the decision-making, logistical, Tendering and Contracting processes within public sector
• Identifying Key Account Stakeholders and understanding their perspectives on Organon, our competitors and the healthcare environment as well as their needs related to improving patient outcomes to create a competitive advantage.
• Stakeholder mapping and optimum engagement to create value for the stakeholders and Organon

Stakeholder Analysis & mapping

• Identify and map the stakeholders and key decision makers in the public sector accounts in their region
• Understand Ministry of Health public health challenges, priorities, initiatives, and processes at district and regional level and identify opportunities to support as aligned with Organon mission
• Map the decision process within each institution and identify the key decision makers and stakeholders to collaborate in advancing women's health in their region
• Identify and map the stakeholders, funders and key decision makers for Family Planning programs and initiatives in each country in their region
• Understand Ministry of Health public health challenges, priorities, initiatives, and processes at country level and identify opportunities to support as aligned with Organon mission
• Map the decision process within each institution and identify the key decision makers and stakeholders to collaborate in advancing women's health in the country

Stakeholder engagement & Advocacy

• Develop a robust stakeholder engagement plan and collaborate with CFT on all relevant aspects of this stakeholder engagement.
• Builds long term, strategic relationships with the multiple stakeholders, and is appreciated as a knowledgeable and credible partner.
• Fosters a positive, trustworthy, and constructive relationship with the key stakeholders and key decision makers in-country
• Actively engaged in relevant local events, projects, and technical working groups

Account & Commercial Plan Development

• Capture short and long-term business opportunities based on in-depth Market and Customer understanding.
• Account mapping and tiering for prioritization and development of account specific action plans
• Translate the business priorities into time-framed action plans e.g. Inclusions, coding, exploring portfolio expansion opportunities
• Define a tailored Organon value proposition linked to customer needs using a cross-franchise approach.
• Implement effective, purposeful and concise communications linked to the ORGANON value proposition for the key account based on shared interests to drive Customers' engagement integrating value-based offers for the whole ORGANON portfolio.

Implementation & monitoring

• Work closely with cross-functional team and stakeholders to implement action plans and track key account progress
• Identify value differentiators linked to ORGANON's products and services.
• Collaborate with Tender lead to negotiate tenders and contracts.
• Monitor metrics and KPIs (Inventory, Consumption, Expiries. etc.) according to the tracking plan and re-shaping account strategy and operational activities based on learnings.

Sales Management and Demand generation

• Manage PPQs and RFQ to ensure fulfilment
• Facilitate Sales Order process and fulfillment
• Collaborate with customer service and supply chain team to manage supply
• Track and report on competitive intelligence relevant to the business. Highlight any new and/or existing issues concerning the ongoing business and proposes possible corrective actions to manager (and cross-functional team)

Cross Functional teamwork and Collaboration

• Work with relevant internal and external stakeholders to achieve aspirations of Africa Access business and the broader organisational mission of a better and healthier every day for every woman
• Coordinates initiatives in strategic and efficient way with CFT and external stakeholders.

Compliance

• Conduct all business activities in compliance with company policies and standards, and with the IFPMA Code of Practice and country regulations.
• Adhere to IFPSD SOPs and operate within the defined parameters

Required Education, Experience and Skills

• Self-motivated and self-driven
• Strong ability to build relationships with external stakeholders such as, policy makers, partners, payers, KDMs, KOLs and internal stakeholders across all levels
• Evidence of effective cross functional teamwork and collaboration
• High sense of responsibility and ability to work under stringent timelines in the most effective and efficient manner.
• Ability to promote concepts and drive implementation
• Execution skills (e.g., ability to get things implemented)
• Ethical and trustworthy
• Professional level in English, both in oral and in written communication

Technical

• Leadership
• Networking
• Negotiation skills
• Strategic Thinking and Planning
• Customer Relationship Management
• Project Planning and Management
• Analytical
• Financial & Business Acumen
• Productive communication
• Cross Functional Capability
• Market Access
• Presentation skills

Travel: Up to 80% of the time

Experience

• Minimum 3 year's work experience, in pharmaceutical industry and/or public sector with a clear and demonstrated track-record of success
• Experience in Women Health preferred
• At least 2 years of experience in public sector preferred.
• Experience in customer negotiations i.e., Tenders, Buy-outs, Contracts, PTC committee engagement etc.
• Robust understanding of SA Public Healthcare system, market dynamic, key policies and supply chain

Education

• Minimum Bachelors' degree or equivalent tertiary qualification would be preferred in Health-Related Field, Public Health, Policy
• Post graduate qualification in Business/Commercial will provide an added advantage

Secondary Job Description

Who We Are:

Organon delivers ingenious health solutions that enable people to live their best lives. We are a $6.5 billion global healthcare company focused on making a world of difference for women, their families and the communities they care for. We have an important portfolio and are growing it by investing in the unmet needs of Women's Health, expanding access to leading biosimilars and touching lives with a diverse and trusted portfolio of health solutions. Our Vision is clear: A better and healthier every day for every woman.

As an equal opportunity employer, we welcome applications from candidates with a diverse background. We are committed to creating an inclusive environment for all our applicants.

If you require reasonable accommodation(s) in completing an application, interviewing, or otherwise participating in the employee selection process, please email us at

Search Firm Representatives Please Read Carefully
Organon LLC, 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.

Annualized Salary Range

Annualized Salary Range (Global)

Annualized Salary Range (Canada)

Please Note: Pay ranges are specific to local market and therefore vary from country to country.

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements: Organon employees must be able to satisfy all applicable travel and credentialing requirements, including associated vaccination prerequisites

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Number of Openings:

Requisition ID:R527764