Kam Public Sector

**Key Account Manager (KAM) Public Sector (S3)**

**Job overview**

A Key Account Manager (KAM) is primarily responsible to partner with his/her customers to develop business solutions that will drive profitable growth for Organon through customer satisfaction leveraging our entire portfolio of products, services and solutions.

KAM will implement Customer 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 previously unmet and/or evolving needs. The KAM is the primary point of contact for the Customer.

The KAM understands the customers and stakeholders who determine whether a brand is listed or purchased, the purchasing process within the account and the Brand Priorities so that they can support brand Profitable Access in these accounts.

The goal of the partnership is to create value for Organon and for the Key Customers. The KAM has to partner with interdisciplinary teams to implement and maximize the business agreement with the account, ensuring One Organon voice to the Customer.

**Key Responsibilities**
- Identifying emerging or accelerating market trends and relevant Insights to drive growth opportunities with Key Customers.
- Understanding the mission and vision of the Customer; its key interests, strengths, weaknesses, opportunities and threats; and creating value propositions accordingly.
- Developing an in-depth understanding of the Key Account’s unmet and evolving needs and deducting Implications integrating a full ORGANON portfolio.
- Completing a competitor analysis for the Customer.
- Gathering descriptive information about individual key accounts as the basis for account profile development. The profile can be developed utilizing internal sources (e.g., internal cross-functional customer-facing team members and external databases) and through discussions with Key Accounts.
- Understanding the decision-making, logístical, Tendering and Contracting processes within the account.
- 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

**Account & Commercial Plan Development (20% of the time*)**
- Capturing 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
- Translating the business priorities into time-framed action plans e.g. Inclusions, coding, exploring portfolio expansion opportunities
- Defining collaborative opportunities to address unmet and/or evolving needs.
- Develop customer plans that contains a thorough understanding of the Customer(s)’ goals and needs as well as considers competitive hazards and business threats.
- Defining, presenting and validating Account objectives and KPIs with relevant business stakeholders.
- Defining a tailored Organon value proposition linked to customer needs using a cross-franchise approach.
- Determining how to develop and implement comprehensive strategic offerings by leveraging cross-functional internal and external resources.
- Implementing 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.

**Account Plan & Commercial strategy Implementation and Tracking (20% of the time*)**
- Serving as primary ORGANON interface for all products and services to the business end of the Key Account - coordinating the efforts of all other functions/divisions towards the account.
- Conducting full product portfolio and value-based negotiation aiming at developing business collaboration. Identifies value differentiators linked to ORGANON’s products and services.
- Working with key decision-makers to align around mutually beneficial business opportunities
- Using relevant resources across ORGANON to support collaboration goals
- Managing the budget for efficient solutions and services development. Negotiates tenders and contracts.
- Monitoring 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 (60% of the time*)**
- Sales Orders collection and fulfillment
- Managing RFQ to ensure fulfilment
- Managing supply working closely with supply chain team

**Education, Experience & Competencies**
- A degree/diploma in relevant Life science or Commercial studies
- 3+ years of experience working in a customer-facing / Key account management role.
- 2+ years of experience in public sector preferred.
- 5 - 10 years