Head of Strategic Key Account Management (m / f / d)

Novartis Pharma GmbH; München; Hybrid; EUR 125.000 - 150.000; Vollzeit

Zusammenfassung

A leading pharmaceutical company is seeking a Key Account Management leader in Munich, Germany. The role focuses on driving strategic growth and enhancing client relations across key accounts. Candidates should have over 10 years of experience in the pharmaceutical industry and a strong record in negotiations. This position offers a hybrid working model and competitive compensation.

Leistungen

Attractive incentive program

Modern company pension scheme

Learning and development options

Qualifikationen

• Minimum 10 years of experience in the pharmaceutical or biotech industry.
• Proven success in managing strategic key account projects.
• Strong cross-functional collaboration mindset.

Aufgaben

• Develop and implement KAM strategy aligned with corporate objectives.
• Drive account planning and growth strategies for top accounts.
• Lead, coach, and develop the KAM team.

Kenntnisse

Negotiation skills

Leadership

Communication

Strategic thinking

Client empathy

Ausbildung

University degree in business or life sciences

Jobbeschreibung

Summary

To lead and develop the Key Account Management organization, drive strategic growth of globally distributed key accounts, and ensure seamless client experience and strong internal alignment to achieve business objectives (> 2 bn USD business).

Furthermore, a strong focus on contract improvements and alignments to meet Novartis interests and maximize business options.

About the Role

Location : Schaftenau, Tirol, Austria; OR Munich, Bavaria, Germany

LI-Hybrid

Key Responsibilities :

• Develop and implement overall KAM strategy aligned with corporate objectives.
• Segment accounts and define tailored strategies per segment.
• Drive account planning and growth strategies for top accounts and strengthen relationships at senior levels in client organizations, with a strong focus on KAM topics.
• Act as an escalation point for major accounts to ensure high satisfaction and resolution of issues.
• Align closely with Project Management, Technical, Manufacturing, Quality, and other functions like regulatory teams to deliver on commitments and ensure KAMs act as "client champions" internally.
• Identify upselling and cross-selling opportunities in close alignment with BD Heads to maximize business options and contribute to commercial forecasting and revenue growth plans.
• Lead, coach, and develop the KAM team to build strong commercial capabilities and a client-focused mindset, and set and monitor clear KPIs and performance objectives.
• Track account performance (financials, satisfaction, growth metrics) and regularly report to the CCO and executive team on account health and strategic initiatives.

Minimum requirements :

• University degree in business, life sciences, or equivalent; a strong legal background is a plus.
• Minimum 10 years of experience in the pharmaceutical/biotech/CDMO industry with proven negotiation experience and dispute management skills.
• Strong winning attitude.
• Proven success in managing strategic key account projects, ideally with extensive ESO experience.
• Strong leadership and people development skills, strategic thinking, and long-term planning ability.
• Excellent communication, negotiation, and influencing skills.
• Strong cross-functional collaboration mindset.
• High emotional intelligence and client empathy.
• Data-driven and results-oriented approach.

For candidates applying in Austria :

In addition to a market-competitive base salary, we offer an attractive incentive program, a modern company pension scheme, childcare facilities, learning and development options, as well as worldwide career opportunities within the Novartis group. In accordance with Austrian law, the minimum salary for this position is €113,701.28 EUR (full-time basis). The actual salary will be significantly higher, considering your previous experience, qualifications, and individual competencies.

We support part-time and job-sharing models, as well as flexible and remote working where possible.

Commitment to Diversity & Inclusion :

Novartis is committed to building an outstanding, inclusive work environment with a diverse team that reflects the patients and communities we serve.

Our recruitment decisions are based on selecting the best person for the job, regardless of gender, religion, age, color, race, sexual orientation, nationality, or disability.

Why Novartis : Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting, and inspiring each other. Combining to achieve breakthroughs that change patients' lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture

Join our Novartis Network : Not the right role for you? Sign up to our talent community to stay connected and learn about suitable career opportunities as they arise : https://talentnetwork.novartis.com/network

Benefits and Rewards : Read our handbook to learn about all the ways we'll help you thrive personally and professionally : https://www.novartis.com/careers/benefits-rewards