Key Account Manager

Fecha: 13-feb-2019

Location: Valencia, VC, ES

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Requisition ID: ACC005185

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.

MSD’s Global Human Health (GHH) Division abides by a “patient first, profits later” ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world. The division is comprised of sales and marketing professionals who are passionate about their role in bringing MSD's prescription medicines, vaccines, and other medical products to our customers worldwide.

As part of an innovative business strategy, our Key Account Managers offer clients innovative added value propositions, being responsible for access, sales, contracting and tendering activities.

Primary Activities:

  • Maintain relationships with formulary committees, hospital pharmacists, medical directors, finance managers, hospital managers and other stakeholders at assigned hospitals
  • Present brand´s value propositions and discuss OR/HTA data with assigned customers according to brand´s positioning/strategy
  • Negotiate hospital contracts, manage tenders
  • Identify key decision makers and stakeholder in each account. Work in close relationship with RAMs to track decision making from the Autonomous Communities to the hospital and the participation of hospital staff in Autonomous Communities decision process.
  • Analyse account results and associated programs and products, seizing growth and profit maximization
  • Identify customer needs
  • Deep account knowledge, being able to define the buying process for each of the programs/products and identifying both influencers and key decision-makers
  • Design of strategic account plans according to product/programs objectives by coordinating account and extended involved teams and achieving significant impact on results
  • Successful account plan implementation by leading the different workstreams and coordinating account and extended involved teams and achieving significant impact on results

  • Bachelor’s Degree  plus MBA
  • Excellent knowledge of hospital environment
  • 3-5 years sales experience (Pharma, medical devices, Biopharma…)
  • Customer Relationship building and Customer-focus
  • Deep understanding of revenue/expense/profit potential in business opportunities
  • Problem solving
  • Productive communication
  • Strategic Thinking
  • Project management
  • Leadership skills
  • Marketing knowledge
  • Working across boundaries
  • Ambition to asume new challenges, high learning ability, commitment
  • Open to relocation: domestic and international

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.

Search Firm Representatives Please Read Carefully: 
MSD is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at MSD via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of MSD.  No fee will be paid in the event the candidate is hired by MSD as a result of the referral or through other means.

Job: Account Management Generic
Other Locations:
Employee Status: Regular
Travel: Yes, 50 % of the Time
Number of Openings: 1
Shift (if applicable):
Hazardous Materials:
Company Trade Name: MSD

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