Key Account Manager

4 days ago

Randburg, Gauteng, South Africa Biom?Rieux Bv Full time

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 the Organon portfolio within their region of responsibility. The KAM responsibilities include building and managing key stakeholder relationships and execution of activities within their region, identifying opportunities to improve access to the Organon portfolio, and 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 realize 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 positively.

Key Responsibilities
  1. Identify and define account goals and align the needs with overall Organon Africa Access business priorities for the year.
  2. Identify Key Account Stakeholders and develop customer-specific plans and implement tactics and actions required to achieve goals for each account in their region within outlined timelines.
  3. Account mapping and tiering for prioritization and development of account-specific action plans.
  4. Understand the decision-making, logistical, tendering, and contracting processes within the public sector.
  5. Stakeholder mapping and optimum engagement to create value for the stakeholders and Organon.
  6. Develop a robust stakeholder engagement plan and collaborate with CFT on all relevant aspects.
  7. Foster a positive, trustworthy, and constructive relationship with the key stakeholders and key decision-makers in-country.
  8. Translate the business priorities into time-framed action plans (e.g., inclusions, coding, exploring portfolio expansion opportunities).
  9. Implement effective, purposeful, and concise communications linked to the ORGANON value proposition for the key account based on shared interests to drive customer engagement integrating value-based offers for the whole ORGANON portfolio.
  10. Work closely with relevant internal CFT and external stakeholders to achieve aspirations of Africa Access business and the broader organizational mission of a better and healthier every day for every woman.
  11. Collaborate with the Tender lead to negotiate tenders and contracts.
  12. Manage sales process, PPQs, and RFQ to ensure fulfillment.
  13. Collaborate with customer service and supply chain team to manage supply compliance.
  14. Conduct all business activities in compliance with company policies and standards.
Skills / Capabilities
  1. Business-oriented, self-motivated, and self-driven.
  2. Ability to work autonomously and as part of a team.
  3. Strong ability to build relationships with external stakeholders such as policymakers, partners, payers, KDMs, KOLs, and internal stakeholders across all levels.
  4. High sense of responsibility and ability to work under stringent timelines in the most effective and efficient manner.
  5. Effective communication, professional level in English, both oral and written.
  6. Accountable, ethical, and trustworthy.
  7. Energize and inspire others to higher levels of effort and performance.
  8. Ability to translate Organon's mission to external stakeholders and build advocacy for Africa Access internally.
  9. Foster collaboration to achieve business objectives.
  10. Resilience and adaptability.
  11. Innovative, creativity & drive for results.
  12. Interpersonal skills & customer centricity.
  13. Managing complexity.
  14. Problem-solving & decision-making.
Travel

Up to 80% of the time.

Experience
  1. Minimum 3 years' work experience in the pharmaceutical industry and/or public sector with a clear and demonstrated track record of success.
  2. At least 2 years of experience in the public sector preferred.
  3. Experience in customer negotiations (i.e., tenders, buy-outs, contracts, PTC committee engagement, etc.).
  4. Robust understanding of the SA Public Healthcare system, market dynamics, key policies, and supply chain.
Education

Minimum Bachelor's degree or equivalent tertiary qualification preferred in Life Science, Public Health, or commercial. Postgraduate qualification in Business/Commercial will provide an added advantage.

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