Key Accounts Lead

3 weeks ago

Johannesburg, South Africa Organon Full time

The Key Accounts Management (KAM) Lead is responsible for setting and implementing a strategy that systematically manages and grows Organon’s key customers to maximise mutual value and achieve mutually beneficial goals. The KAM Lead will achieve this in order to position Organon as a preferred partner to key customers, improve market share, grow access to our product portfolio, and drive profitable growth. The KAM Lead will ensure availability and accessibility of Organon products to patients by leveraging commercial trade channel initiatives, as well as ensuring funder reimbursement of the portfolio.

The position will be responsible for negotiations and relationships and provide product value proposition support to stakeholders, payers and institutions. A successful KAM Lead requires advanced strategic and relationship management to achieve Organon’s mission to improve patient health outcomes and also to enhance sales growth and profitability within the key accounts team. The KAM Lead is responsible for managing and overseeing a team of Key Account Managers.

**Primary Responsibilities**
- Enterprise primary sales targets, gross-to-net expenses, and gross profit targets.
- Developing an in-depth understanding of the key account’s unmet and evolving needs and deducing implications for the full Organon portfolio.
- Capturing short and long-term business opportunities based on in-depth market and customer understanding.
- Translating the business priorities into time-framed action plans e.g. formulary inclusions at funder and pharmacy level, LOE plans, and new launches.
- Defining, presenting and validating account objectives and KPIs with relevant business stakeholders.
- Determining how to develop and implement comprehensive strategic offerings by leveraging cross-functional internal resources.
- Obtaining a thorough understanding of Organon’s negotiation position relative to each product in the portfolio as the basis for the business case and value argument development
- Implementing effective, purposeful and concise communications linked to the Organon’s value proposition for the key account based on shared interests to drive customers’ engagement integrating value-based offers for the whole portfolio.
- Driving financial efficiencies through gross-to-net (G2N) optimization strategies.
- Executing commercial trade channel initiatives that are aligned to Organon compliance standards, and that provide the organisation with a competitive advantage.
- Monitoring metrics and KPIs (Inventory, Consumption, Expiries etc) according to the tracking plan and re-shaping account strategy and operational activities based on learnings.
- Understanding of multiple payor segments within the current environment, i.e. local health authorities, hospital groups, private insurance plans.
- Understanding of funding and resource allocation by different payer entities.
- Identifying and collaborating with Key Opinion Leaders who are influential on the decision-making authorities for different therapeutic areas.
- Supporting the sales and marketing teams to drive the growth of products, to maximize the business outcomes.
- Understanding the health authorities' landscape to be able to recommend prices and initiate negotiations & discussions with key stakeholders.
- Understands and communicates internally & externally on supply management-related issues, to ensure products availability and patient access to Organon products.
- Able to lead current team towards achieving Organon objectives in the key account management space.
- Able to build a full key account management plan that can be used by sales and marketing to define their priorities.
- Support country price change requests.
- Analyze pricing levels according to Global Guidelines.
- Present and support local price actions.
- Analyze price level competition according to local market dynamics.
- Create and implement tools to support pricing.
- Responsible for reporting adverse experiences or events (AEs), adverse device events (ADEs), product quality complaints (PQCs) and other reportable information, customer feedback (CF), alleged counterfeiting, diversion, and tampering that they become aware of to the Designated Point of Contact (DPOC).

**Qualifications Requirements**
- Minimum: Bachelor’s degree in health sciences, finance, sales, marketing, economics or business administration

**Professional Work Experience**
- People Management with between 2 - 5 years of experience.
- 3 to 7 years of experience in key account management.
- Good knowledge of customer/ business strategy.
- Preferred experience in the health industry as key account manager.
- Understand local healthcare and reimbursement systems.
- Strong analytical, verbal, written and interpersonal skills and ability to foster teamwork and coordinate and communicate effectively with multiple stakeholders.
- Has the ability to communicate and explain the main business assumptions and their impact on affil

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