MSD Hiring for Account Manager Federal Job at Ciudad de México Full Time

Job Description

AM – (Account Manager) is responsible for establishing and developing partnerships with our customers, aiming at creating business solutions that will drive the Profitable Growth of our company through Satisfaction and greater customer engagement, properly leveraging our entire portfolio of products, services, and solutions.

• AM is responsible for implementing short-, medium – and long-term strategic business plans for Key Accounts, developing sustainable engagements and integrating customer insights.
• Leads the Value Creation process by achieving the main strategic objectives of the client/our company established, addressing the needs of patients/clients not yet met and/or evolving. KAM is our primary point of contact for the Customer.
• AM knows the clients and stakeholders who determine and influence decisions to include a brand in a protocol and/or standardization list. It knows the process of purchasing our account and priorities, promoting the expansion of Access to our treatments and solutions.
• AM should lead and partner with interdisciplinary account and our teams to implement and maximize strategic agreements with the client, ensuring integrated work and maximization of efforts.

Responsibilities and Primary Activities

Understanding and Analysis of the Market and Customer

• Identify market insights to take advantage of concrete opportunities with key accounts
• Understands the client’s mission and vision; their main interests, strengths, weaknesses, opportunities, and challenges, and creates corresponding value propositions.
• Develop a deep understanding of the unmet and evolving needs of the Accounts
• Give insights about the market and the competitive environment for the Client.
• Collects detailed information from key accounts using internal sources (e.g., Key Stakeholders, INEFAM, etc.) and through discussions with the account stakeholders themselves
• Itis the main decision-making processes of the account, its financial processes, management, purchasing, private and government sales, contracts, legal, etc.
• Identify key account stakeholders and understand their research on the company, our competitors, and the healthcare environment, as well as their needs related to the best of services and products directed to customers and patients.

Development of the Plan of Accounts

• Captures short- and long-term business opportunities based on a deep understanding of the Market and Customers.
• Define and validates the objectives of the Accounts and KPIs with the respective business stakeholders.
• Develop a comprehensive understanding of customer goals and needs, as well as consider competitive and business challenges.
• Define a custom value proposition linked to the needs of the Customer
• Define collaborative opportunities for unmet business needs
• Determine show to develop and properly implement comprehensive strategic agreements (our portfolio) using multifunctional internal resources.
• Understand our positioning in reference to each product in the portfolio, having as reference the commercial policy and the discount and support programs.
• Lead effective communication process between the company and the accounts, disseminating value proposition that helps and boosts Customer engagement
• Prepare accurate sales estimates for each product, considering business needs as well as account demand behavior, inventory days, credit limit, among others

Implementation and Monitoring of the Plan of Accounts

• Develop and maintain long-term engagement with stakeholders based on strategic areas such as Supplies, Innovation and Technology, Quality and Patient Safety, Business Development, and all High Management account
• Act as the main interface regarding all products and services for business and account purposes – coordinating the efforts of all other functions/divisions of the account.
• Conduct the negotiation of products based on the added value and perceived value of the portfolio, with the purpose of developing a strategic collaboration. Identify value differentiators related to our products and services.
• Work with key decision makers to align mutually beneficial business opportunities. Invest disproportionately in the identified opportunities for growth of portfolio.
• Manage the budget for the development of solutions and services. Negotiate contracts.
• Monitor metrics and KPIs and plan the account plan, reformulating the strategy and operational activities whenever necessary.

Required Qualifications, Skills, & Experience

Experience required:

• More than 3 years of experience in account management in the public channel, and/or retail and non-retail distributors, and/or pharmacy chains
• Experience in functions and relationship with direct and institutional commercial customers
• More than 3 years of experience in the health industry
• Professional Degree in Business Administration and/or Marketing and/or Strategic Business and/or Economics Management
• Desirable graduated
• Knowledge on financial acumen
• Intermediate English (reading, writing and oral)

Desired Professional Skills:

• Financial & Business: Strategically understand and apply economic, financial and industry data for business decision making.
• Influence/Trading Skills: Ability to understand both internal and client perspectives to be able to build a strategy for financial and value-based trading.
• Multifunctional Work: Thinking and acting beyond the boundaries and functional hierarchies of organizations
• Strategic Thinking: Develop long-term priorities and initiatives; build trust through short-term executions. Have a broad view of the organization and accounts being able to contemplate the evolution of the economy, industry, trade, and technologies. Ability to identify opportunities that add value to work and business.,
• Project Management: Organizes work efforts prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring punctual delivery.
• Productive Communication: Plans and delivers ideas and information to people in an impactful, easy, and objective way

Required Business Skills:

• Customer & Market Insights: Ability to develop a deep understanding of customer needs, behaviors, and goals, as well as market dynamics, competition analysis and trends to improve overall business outcomes.
• Customer Engagement: Ability to identify and properly build and maintain long-term and sustainable relationships with customers, external stakeholders, and key influencers through a series of relationship building approaches.
• Strategic Business Management: Ability to establish strategic plans, manage profitability (P&L), consider tradeoffs of execution, and continuously adjust approaches to maximize business performance and increase sales and profitability.
• Market Access: Ability to apply knowledge to the healthcare environment, payer decision-making processes, product pricing and reimbursement to properly demonstrate value to customers to improve access to products.
• Our Portfolio Knowledge and Management: Ability to apply portfolio knowledge, including product and pipeline lifecycle stages, to create an optimized plan that matches customer needs and interests.
• Regulatory and Compliance Knowledge: Ability to comply with legal and regulatory requirements of the pharmaceutical industry and/or consumer products and adhere to internal compliance controls.
• Account Management: Ability to understand multiple interdependencies in an account, consider customer goals and needs, maximize account performance, and establish value-based proposals by building long-term relationships through collaborative business planning processes and approaches.
• Life Cycle Management: Ability to create and expand the value of the portfolio, optimizing the commercial trajectory of our products through new presentations, indications, populations, customer segments, supply chain, development of strategies for Loss of Exclusivity and Intellectual Property.

Skills Sales & Management Accounts Required:

• Sales Insight: Ability to build a relationship of trust with customers (pharmacists, directors, purchasing managers, etc.) and demonstrate value in sales situations to deliver high quality projects or interactions that deliver products/solutions with the common goal of improving health outcomes.
• Customer Targeting and Targeting: Ability to divide the customer population into groups of people who share similar purchasing characteristics and behaviors (based on current portfolio sales) and apply this information to target groups effectively, allocate promotional resources, and guide the execution of business plans.
• Market Management: Ability to understand the customer’s business climate, assess the overall potential of the market, identify, and prioritize unique opportunities and risks in local markets, develop and track territory plans to drive business results in geographic regions or designated markets.
• Knowledge of inventories and supply chain: Ability to apply knowledge and understanding of supply chain processes, outputs, and inventories as they relate to the accuracy of forecasts and sales process.

20 %

• Conocimiento y Análisis del Mercado y del Cliente (20% del tiempo*)

40%

• Desarrollo del Plan de Cuenta (40% del tiempo*)

20%

• Implementación y Monitoreo del Plan del Cliente (20% del tiempo*)

10%

• Manejo integrado de cuentas clave (10% del tiempo*)
• 10%
• Apoyo a desarrollo de propuestas de negocio 10% del tiempo*)

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, 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.

Employee Status:

Regular

Relocation:

Domestic

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Number of Openings:

1

Requisition ID:R202675