Territory Account Manager

2 tygodni temu

Warszawa, Mazovia, Polska Organon Pełny etat

Job Description

Work area:

  • Territory: POLAND
  • Preferred place of residence: Kraków

Position Overview

Territory Account Manger:

  • Lays the foundation for a long-term collaboration with clients as he/she will be responsible and accountable for all core job responsibilities of Key Account Manager/ Medical Representative for his/her territory
  • Entrepreneur who builds partnerships with most potential clients and maintains productive relationships with all decisional stakeholders at the account level (HCPs & pharmacy chains & hospitals & IVF Clinics)
  • Covers the designated Organon portfolio in a selected number of accounts and is responsible for the business result of the assigned accounts in his/her sales & geographical area
  • Proposes, adapts, and implements a yearly plan for HCPs and pharmacy promotion, activities, and budget for the whole area of responsibility, comprising all the resources and actions needed for achieving sales targets and revise this plan monthly in line with planned and actual figures
  • Prioritizes and manages accounts within assigned territory by assessing and developing appropriate business opportunities through contacts with key decision-makers, important local stakeholders etc.
  • Proactively manages and follows up on investments and propositions for optimizing investment process in order to achieve the sales targets
  • Builds internal relationships with entire cross-functional team (Demand Planning, Customer Service, Marketing, Commercial, Market Access & Pricing)
  • Supports changes and explain the payoffs and consequences for the changes to higher management
  • Has a project leadership on the level of HCPs, pharmacies/ pharmacy chains, IVF Clinics, hospital activities

Responsibilities:

Strategy & execution

  • Develops customers' action plans in collaboration with all internal stakeholders and coordinates the related activities implementation
  • Prepares business analysis of the commercial environment (macro environment, account level)
  • Actively performing accounts "diagnosis" and segmentation
  • Defines and reaches measurable goals and KPIs for the HCPs, IVF clinics and pharmacy chains channels as proposes annual business plan for the respective territory including products under his/her responsibility in order to achieve required sales targets
  • Executes account-based activities according to the Company's Compliance Code & Ethics

Development of value propositions

  • Identifies value differentiators linked to Organon products and services per key account needs. Understands how Organon products address customers' business needs, differentiating profiles between competing products
  • Leverages resources within Organon to deliver the best results
  • Collaborates with Customer Service, Marketing, Pricing and Market Access Management, Legal, Administrative functions - to ensure that appropriate Organon solutions and personnel are deployed to deliver a consistent desired customer experience
  • Shares information about clients and activities through the active use of the existing CRM system
  • Creates and maintains database of the stakeholder for the assigned territory describing the respective stakeholder's significance for the business
  • Proactively and continuously aspires to make value-based, outcome-driven decisions

Networking & relationship building

  • Maps, in collaboration with Country Lead, Commercial & Marketing functions influencing patterns within the key accounts and targets
  • The Territory Account Manager communicates effectively with commercial stakeholders, especially taking care of matters such as product supply issues, product recalls and general communication regarding Organon's commercial policies & practices
  • Establishes a high degree of credibility with external and internal stakeholders

Negotiation

  • Negotiates business objectives according to quantitative & qualitative targets and KPIs (including price/discounting/marketing & education activities) on the quarterly and annual basis
  • Develops value-added / joined-business propositions to support effective achievement of the business objectives

Educational and Experience Requirements

  • Education – higher degree (business or medicine/ pharmaceutical profiles
  • 3 years as a Key Account Manager/ Regional Sales Manager/ or 10 years as a Senior Medical Representative
  • English knowledge – is a must on business level
  • Negotiating skills, business critical skills, analytical skills
  • Business and marketing understanding of the complexity of pharmaceutical environment
  • Willingness to learn & to accept failures
  • "Out of the box", innovative thinking & mindset
  • Positive & energy-driven behavior
  • Proven track record of effectively working in a matrix multi-cultural organization desired.
  • Willingness to travel, as position requires up to 90% travel spent out of place of residence.

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.

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:

Regular

Relocation:

No 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:

1

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