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Key Account Manager commercial contracting Job

Date: Nov 15, 2017

Location: Haarlem, NH, NL

Company: MSD

Requisition ID: ACC004549

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.


For our Commercial Operations department, we are currently looking for a

Key Account Manager commercial contracting

As our Key Account Manager commercial contracting (KAM CC) you will be responsible for commercial contract negotiations and contract management (including monitoring of implementation), by maintaining overview of sales versus plan in the designated hospitals. As the KAM CC you are involved in commercial model preparations with ADCC based on relevant information from hospitals. You will align closely with ADCC and Director Strategic Accounts & Commercial Operations on the implementation of commercial offers/contracts as well as with Associate Director Strategic Accounts (ADSA) and Operational Manager for the designated hospitals to capitalize on opportunities for the contracted brands.

As our KAMCC you are responsible for the coordination of all commercial activities within hospitals in order to maximize the synergy with sales teams and achieve favorable commercial results. As KAMCC you are also responsible for managing the back-office related activities which are linked to the commercial activities.

You will engage with key customers and stakeholders to create sustainable value to healthcare and patients by developing and maintaining a strong partnership and trust for short and long term value. You will drive customer satisfaction and loyalty to MSD through a deep understanding of each customer’s values and needs.

As KAMCC you adhere to company policies and standards and operates in compliance with national laws and regulations and the standards.
You will report to the Associate Director Commercial Operations

Key Result Areas & Tasks
Sales Results

  • Build and/ or maintain partnerships with targeted accounts and customers to achieve planned sales results and ensure customer satisfaction and improve patient care. Contributes as such to the overall sales objectives

Customer Management

  • Create and maintain strong relationships and trust for short term and long term value, drive customer satisfaction;

  • Negotiate with customers on contracts based on customer needs;

  • Responsibility for the back-office activities which are the result of the commercial activities (e.g. updating contract database, creating dashboards; calculating financial settlements; preparing financial calculations to hospitals);

  • Develop and implement a commercial proposal to designated hospitals for the contracted brands

  • Follow up on regular basis on ordering patterns, deviations vs plan for the contracted brands

  • Be self-driving in account management and project management

Education & Experience

  • Completed college or university education

  • At least 3 years hospital / specialty sales or account management experience in pharma

  • Previous experience in Key Account Management

  • Preferably knowledge and experience with multiple MSD products

  • Marketing knowledge and experience is an advantage.

  • Previous work with financial responsible persons in a hospital setting is a plus.

CCF competencies:

  • Act With Courage and Candor

  • Demonstrate Ethics & Integrity

  • Drive Results

  • Focus on Customers And Patients

  • Foster Collaboration

  • Make Rapid, Disciplined Decisions

  • Problem Solving

  • Productive Communication

  • Customer Engagement

  • Sales Acumen

  • Market Management

  • Customer Segmentation and Targeting

Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At MSD, we’re inventing for life.

For more information about this position, you can contact Tom Vromans, Associate Director Commercial Contracting, via 06-22450907.

If you are interested in this position, please apply online by uploading you resume and motivation for this position via  


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