Key Account Manager Public Sector

**Job purpose**
- A Key Account Manager (KAM) is primarily responsible is to support the business for full Portfolio in the KSA key accounts, serving as the primary point of contact with the hospital. KAM plays a pivotal role in building and maintaining the strategic partnership solutions.
- KAM has to coordinate interdisciplinary teams, and to capture customer needs and translate them into strategic partnership solutions, ultimately enhancing patient care by ensuring the right products and services are accessible.
- Also, to map the decision process and the decision makers. He/her has to know in advance when the tenders will come to inform to the decision makers about our Company´s products.

**Market and Customer Understanding and Analysis**
- Identify emerging or accelerating market trends and relevant insights to drive growth opportunities with key customers.
- Understand the mission and vision of the customer.
- Understand customer key interests, strengths, weaknesses, opportunities, and challenges, and create value propositions accordingly.
- Conduct a competitor analysis for the customer.
- Gather detailed information about individual key accounts to develop the Key Account Profile.
- Understand the decision-making, logístical, tendering, and contracting processes within the account.
- Identify key account stakeholders, understand their priorities, and determine how to create a competitive advantage.

**Account Plan Development, Implementation and Tracking**:

- Capture short and long-term business opportunities based on in-depth market and customer understanding.
- Define, present, and validate account objectives and KPIs with relevant business stakeholders.
- Develop a Customer Plan that includes a thorough understanding of the customer’s goals and needs, while considering competitive and business challenges.
- Define a tailored our Company´s value proposition linked to customer needs using a cross-franchise approach.
- Identify and define collaborative opportunities to address unmet and evolving business needs.
- Manage the budget for solutions and services development, including contract negotiations.
- Monitor metrics and KPIs according to the tracking plan and adjust account strategy and operational activities based on insights gained.

**Cross-functional Coordination**:

- Lead the Integrated Account Team Management.
- Secure local leadership team sponsorship to ensure significant local focus and investment for the key account.
- Facilitate agreement on the division of roles and responsibilities among all relevant our Company´s personnel interacting with the account.
- Ensure alignment of our Company´s personnel with the Account plans.
- Ensure excellence in execution for all interactions with the account.

**Support for Tender Management**:

- Effectively gather and communicate the tender’s predefined selection criteria to the internal stakeholders involved in the tenders process.
- Monitor and track competitive information, including competitors, pricing, product, services, patient programs, and other relevant Market details.

**Position can be based in Riyadh or Jeddah.**

**Requirements**:

- A minimum of 5 years of experience in the pharmaceutical industry.
- At least 3 years of experience in a customer-facing role.
- Central region experience is a must.
- Comprehensive understanding of local healthcare and reimbursement systems.
- Demonstrated business and financial acumen with the ability to achieve cross-functional alignment.
- Strong ability to develop a deep understanding of customer needs, behaviors, and goals, as well as market dynamics.
- Proven capability to identify, build, and maintain long-term, sustainable partnerships with external stakeholders.
- Effective negotiating and contracting skills.
- National experience and collaboration with NUPCO, is highly preferred.
- Key Account Management experience or similar assignments will be regarded as an advantage.
- Excellent verbal and written communication skills.

**Search Firm Representatives Please Read Carefully**

**Employee Status**:
Regular

**Relocation**:
**VISA Sponsorship**:
**Travel Requirements**:
**Flexible Work Arrangements**:
Not Applicable

**Shift**:
**Valid Driving License**:
**Hazardous Material(s)**:
**Job Posting End Date**:
12/8/2024

**Requisition ID**:R297294