Key Account Manager

Merck; Jakarta Pusat; On-site; IDR 150,000,000 - 210,000,000; Full time

Job summary

Merck Indonesia seeks a senior account manager to lead strategic relationships with major private hospital accounts. You will promote our oncology and vaccine portfolio, translate clinical data into patient and payer value, and coordinate across teams to maximize business opportunities.

The role focuses on agile account planning, stakeholder alignment, and price/contract negotiations to expand market presence within Indonesia.

Qualifications

• Requires bachelor’s degree in life sciences or related field.
• Experience in customer-facing roles within pharma or healthcare.
• Understanding of tendering and hospital listing processes.
• Strong business acumen with ability to translate data into value propositions.

Responsibilities

• Promote company brands within key accounts and cross-sell portfolio.
• Develop and manage agile account plans for top hospital accounts.
• Coordinate with cross-functional teams to deliver value propositions.
• Analyze account needs, stakeholder dynamics, and market trends.
• Lead negotiations and drive product adoption in hospitals and clinics.

Skills

Analytical skills

Strategic thinking

Customer relationship management

Business acumen

English fluency

Tender & listing knowledge

Education

University degree (life sciences preferable)

Job description

Job Description

For more than 130 years, our company has brought hope to humanity through the development of important medicines and vaccines and today, we are at the forefront of research to deliver innovative health solutions that advance the prevention and treatment of diseases in people and animals.

In Indonesia, our company has been established since 2005 and currently focuses on two main therapeutic areas, namely oncology and vaccines.

Brief Description

Main role to manage key strategic account (foundational) in supporting to the business for full our company's Portfolio in the private hospital sector. This position is the primary point of contact for the top account / stakeholders.

Roles & Responsibilities

Responsible for promoting our company's brands within given accounts, understands customers' needs has strong business acumen and its equipped with excellent medical knowledge where they can transfer key medical data into customer/patient benefits to create/co-create business solutions.

Partner with interdisciplinary teams to implement and to maximize the business agreement with the account, ensuring our company's voice to the Customer.

Summary of job scope

Account Understanding and Analysis (25%)

• Understanding decision-making processes within the account, patient flow, tender process & timeline
• Build our Company engagement with relevant customers
• Drive our Company product scientific knowledge at given centers
• Understanding the mission and vision of the Customer; its key interests, strengths, weaknesses, opportunities and challenges; and creating value propositions unmet and evolving needs and appropriately deducting Implications integrating full our company's portfolio
• Identifying Account Stakeholders and understanding their perspectives on our Company, our competitors
• Completing a competitor analysis for the account
• Obtaining an in-depth understanding of the account's unmet and evolving needs

Agile Account Management (40%) : account plan development & management

• Drive Account Management via agile account management approach:
• Identifying short and long-term business opportunities, defining objectives for the account
• Developing a plan for the Account that contains the account needs and perspectives as well as considers competitive and business challenges
• Leverage cross-functional internal resources to maximize potential by defining collaborative opportunities to address unmet and/or evolving business needs.
• Determining how to develop and appropriately implement comprehensive strategic offerings by leveraging cross-functional internal resources.
• Drive relevant omnichannel communication to increase number of contacts with our customers
• Gaining agreement for the split of roles and responsibilities of all our company's relevant personnel interacting with the account.
• Defining account metrics and a tracking plan and regularly update

Account Plan Implementation and Tracking (25%)

• Developing and maintaining long-term engagements with customers/stakeholders within the Accounts that are responsible for treatment of the respective patients (all relevant HCPs) as well as product purchasing (hospital management, pharmacists)
• Conducting product and value-based negotiation
• Ensuring coordination and excellence in execution related to all interactions with the account.
• Holding regular account coordination and review meetings which act as a forum for information sharing, providing status updates, coordination and initiating course corrections related to the Key Account.

Pricing Management (10%)

• Understanding the customer's procurement process, key decision makers and influencers- this includes understanding the full procuring cycle ( annually or across years) including when the formulary listing is being developed, and how and when key inputs ( specs, volumes) are determined and reviewed.
• Inform to the stakeholders of the procurement about the value proposition, formularies and selection of criteria.
• Overview relevant and efficient data integration in the existing pricing management tools (gross to net).
• Post the procurement decision ensuring internal stakeholders are aware that our products have been listed and working together with the teams maximizing the procurement once it has been awarded.
• Track competitive information regarding who the competitors are, price, product specifications, service, patient programs, etc. Understand the range of competition from same molecule to Therapeutic Area level competition.

Requirements

• University degree preferably life science
• Minimum 3+ years of experience working in a customer-facing role
• Strong knowledge of customer/business strategy & entrepreneurship
• Strong analytical skills
• Understanding of local healthcare and its systems
• Experienced in tender & listing process
• Fluent in English
• Advance Medical knowledge of Oncology, Vaccines, and Hospital Specialty preferably or demonstrate high learning agility and interest in evidence-based med