Hybrid Sr. Spclst, Key Account Management bei Organon

Job Description

The Position

A Key Account Manager (KAM) is primarily responsible to partner with his/her Customer(s) to develop business solutions that will drive Profitable Growth for ORGANON through “best in class” Customer Satisfaction leveraging our entire portfolio of products, services and solutions.

• The KAMs will be implementing Customer business plans for Key Accounts1 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.
• A 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 to maximize the business

agreement with the account, ensuring One Organon voice to the Customer.

Responsabilities

Market and Customer Understanding and Analysis (20% of time*)

• 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 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 iiKey Accounts.

• Understanding the decision-making, logistical, 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.

Account Plan Development (40% of time*)

• Capturing short and long-term business opportunities based on in depth Market and

Customer understanding.

• Defining, presenting and validating Account objectives and KPIs with relevant business
• Developing a Customer Plan that contains a thorough understanding of the Customer(s)’

goals and needs as well as considers competitive hazards and business threats.

• Defining a tailored ORGANON value proposition linked to Customer needs using a cross-franchise
• Defining collaborative opportunities to address unmet and/or evolving needs.
• 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 business case and value argument development

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 ORGANONportfolio.

Account Plan Implementation and Tracking (25% of 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

• Conducting full product portfolio and value-based negotiation aiming at developing a

business collaboration. Identifies value differentiators linked to ORGANON’s products and

• 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 solutions and services development. Negotiates contracts.
• Monitoring metrics and KPIs according to the tracking plan and re-shaping account strategy

and operational activities based on learnings.

Support for Tender Management (5% of time*)

• Prospecting for new Regional or Hospital based Tender opportunities in Key Accounts and
• shaping the content of Tenders.
• 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.
• In Key Accounts where we have already won tenders monitoring usage of products as well
• as monitoring when the tender will next be called.
• Working proactively and jointly with Key Accounts to shape innovative Tender conditions
• and key criteria (e.g. terms, timing, specifications)

Required Education, Experience, and Skills

Education, Experience & Competencies

Desired Experience/Education:

• Degree in Business (Sales/Marketing) or relevant subject or fields (e.g. medicine, manufacturing or research).
• 3+ years of experience working in a customer-facing role.
• 3 to 5 years of experience in the Health industry preferred.
• Experience in Marketing.
• Strong knowledge of customer/business strategy.
• Understanding of local healthcare and reimbursement systems.
• English language preferred

Professional Competencies Required:

• Business & Financial Acumen: Understands and intelligently applies economic, financial,

and industry data to make business decisions.

• Influencing/Negotiation skills: Ability to understand both internal and customer

perspectives so as to be able to build a win-win strategy for financial and value-based

• Working Across Boundaries: Thinks and acts beyond one’s silo – bridges functionalteams,
• Embraces Strategic Thinking: Understands the way forward, identifying opportunities that

add value to the work and to the business

• Project Management: Organizes work efforts by prioritizing tasks, using resources

optimally, establishing appropriate deadlines and ensuring on-time delivery

• Productive Communication: Plans and delivers ideas and information to others in an

impactful manner

Functional Competencies Required:

• Customer Orientation: Proactively identifies and anticipates customer requirements,

expectations, and needs. Demonstrates a strong desire to help customers make their

business successful. Can ably represent the voice of the customer within the company.

Demonstrates knowledge and understanding of our

company including its businesses, organizational structure, value drivers, products and

services, and competitive market positions. Is aware of multifunctional assets of the

company and understands their potential value to the customer.

• Interpersonal Relationship Management: Develops and sustains trustworthy business

and personal relationships at all levels of the customer and ORGANON organizations. Can

manage a complex web of relationships with key stakeholders. Uses leadership to engage

others in strategic thinking. Understands the importance of political factors. Displays

honesty and integrity, and honours Company, customer and personal commitments.

• Corporate Customer Relationship Management: Demonstrates responsibility for the

relationship between company and customers at every level. Ensures compliance with

customer’s supplier relationship metrics. Proactively seeks out frank customer feedback

and probes deeply to surface and understand the tough issues. Oversees customer

satisfaction measurements, identifies and addresses key issues in a timely manner.

Preferred Education, Experience, and Skills

Functional Competency Preferred

• Value Analysis and Opportunity Definition: Can create a customer value proposition and

positioning considering industry, customer and competitive factors. Identifies and maps the

customer business and value chain, and gains insight on value addressing customer’s

priorities, needs and objectives. Effectively analyses company capabilities against the customer

to determine opportunities, and “solutions that meet customer-defined value.

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. 

Search Firm Representatives Please Read Carefully 
Organon LLC, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

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:

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: