Account Manager

Job Description

An Account Manager 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 purchase and access in these accounts. The Account Manager partners with internal stakeholders related to these Accounts to ensure successful listing and purchasing.

Account Understanding and Analysis (15 % - Weight out of 100%)

• •Understanding the logistical, contracting and decision-making processes within the account
• •Understand the product listing process in the account.
• •Identifying Account Stakeholders and understanding their perspectives on company, our competitors and the healthcare environment related to product listing and purchasing
• •Completing a competitor analysis for the account
• •Obtaining an in-depth understanding of the account’s unmet and evolving needs in the purchase or listing process.
• •Understanding the internal Brand situation and needs relative to this account

Account Plan Development (20% - Weight out of 100%)

• •Identifying short and long-term business opportunities.
• •Defining objectives for the account
• •Developing a plan for the Account that contains the account needs and perspectives as well as considers competitive and business challenges.
• •Determining how to appropriately leverage cross-functional internal resources to achieve
• •Obtaining a thorough understanding of company’s negotiation position relative to each product in their portfolio
• •Defining account metrics and a tracking plan

Account Plan Implementation and Tracking (50% - Weight out of 100%)

• •Developing and maintaining long-term engagements with customers/stakeholders within the Accounts that are responsible for the “business” side of the account (e.g. Directors of Pharmacy, Senior Procurement Managers, Tender Managers and Hospital Management)
• •Serving as primary company interface for the designated products to the business-end of the Account
• •Coordinating the efforts of other functions/divisions towards the account when negotiating contracts/tenders or working to achieve product listings.
• •Conducting product and value-based negotiation
• •Utilizing strong business acumen and financial skills to develop compelling value-based offers for the designated products
• •Monitoring metrics according to the tracking plan and re-shaping operational activities based on learnings.

Support for Tender Management (5% - Weight out of 100% depending on the type of account)

• •Understanding the customer’s tender procurement process, key decision makers and influencers- this includes understanding the full tendering cycle ( annually or across years) including when the tender is being developed, and how and when key inputs ( specs, volumes) are determined and reviewed.
• •Inform to the stakeholders of the tenders about the value proposition, formularies and selection of criteria.
• •Overviewing relevant and efficient data integration in the existing Tender Management tool.
• •Post the tender decision ensuring internal stakeholders are aware that our products have been listed and

Account Understanding and Analysis (15 % - Weight out of 100%)

• •Understanding the logistical, contracting and decision-making processes within the account
• •Understand the product listing process in the account.
• •Identifying Account Stakeholders and understanding their perspectives on company, our competitors and the healthcare environment related to product listing and purchasing
• •Completing a competitor analysis for the account
• •Obtaining an in-depth understanding of the account’s unmet and evolving needs in the purchase or listing process.
• •Understanding the internal Brand situation and needs relative to this account

Account Plan Development (20% - Weight out of 100%)

• •Identifying short and long-term business opportunities.
• •Defining objectives for the account
• •Developing a plan for the Account that contains the account needs and perspectives as well as considers competitive and business challenges.
• •Determining how to appropriately leverage cross-functional internal resources to achieve
• •Obtaining a thorough understanding of company’s negotiation position relative to each product in their portfolio
• •Defining account metrics and a tracking plan

Account Plan Implementation and Tracking (50% - Weight out of 100%)

• •Developing and maintaining long-term engagements with customers/stakeholders within the Accounts that are responsible for the “business” side of the account (e.g. Directors of Pharmacy, Senior Procurement Managers, Tender Managers and Hospital Management)
• •Serving as primary company interface for the designated products to the business-end of the Account
• •Coordinating the efforts of other functions/divisions towards the account when negotiating contracts/tenders or working to achieve product listings.
• •Conducting product and value-based negotiation
• •Utilizing strong business acumen and financial skills to develop compelling value-based offers for the designated products
• •Monitoring metrics according to the tracking plan and re-shaping operational activities based on learnings.

Support for Tender Management (5% - Weight out of 100% depending on the type of account)

• •Understanding the customer’s tender procurement process, key decision makers and influencers- this includes understanding the full tendering cycle ( annually or across years) including when the tender is being developed, and how and when key inputs ( specs, volumes) are determined and reviewed.
• •Inform to the stakeholders of the tenders about the value proposition, formularies and selection of criteria.
• •Overviewing relevant and efficient data integration in the existing Tender Management tool.
• •Post the tender decision ensuring internal stakeholders are aware that our products have been listed and working together with the teams maximizing the tenders once it has been awarded.

Cross-functional Coordination (10% of time*)

• •Gaining local leadership team sponsorship to ensure disproportionate local focus and investment for the key account.
• •Determining who to coordinate with within company based on the Key Account needs, objectives and plans as well as based on company business objectives.
• •Gaining agreement for the split of roles and responsibilities of all relevant COMPANY personnel interacting with the account.
• •Ensuring alignment of the company personnel around the Account plans.
• •Ensuring 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 Accounts

Desired Experience/Education:

• •Degree in Pharmacy, Pharmaceutical or Health Sciences, or a related field. Additional qualification(s) in business or related field is an advantage.
• •3+ years of experience in hospital tender/sale businesses for pharmaceutical products.
• •Strong knowledge of customer/business strategy, Tender process and circular.
• •Good understanding of pharmaceutical regulations and compliance requirements)
• •Excellent negotiation, communication, problem-solving and interpersonal skills, including experience in public speaking and presentations to decision-makers.
• •Proficiency in data reporting tools and analytics, and tender/sales performance metrics.
• •Ability to work independently as well as part of cross-functional team.
• •English language preferred

Professional Competencies Required:

• •Business Acumen: Understands and intelligently applies economic, financial, and industry data to make business decisions.
• •Working Across Boundaries: Thinks and acts beyond one’s silo – bridges team, functional, divisional and/or geographical boundaries.
• •Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work and to the busine