Apr 07, 2022

Job Description

The current Market environment has changed. These changes require increasing adaptation of a traditional sales model towards greater integration and synchronization of sales efforts. The Key Account & Transplant Manager develops, represents company, and assures commercial / sales strategy to hospitals with “one face to customer” approach.
The Key Account & Transplant Manager leads negotiation on the level of hospital management, (e.g. purchasing and economy department, chief hospital pharmacists, directors) but also the transplant portfolio investments into the key customer sites

• Outline resource allocation strategy in collaboration with the Hospital & Tender Lead
• Build and develop professional, loyal, and long-lasting relationship with assigned key customers.
• Coordinate the involvement of company personnel, including support, service, and resources, to meet account performance objectives and customers’ expectations.
• Achieve net sales growth and market share of Hospital, Biosimilars and Transplant products at assigned key accounts.
• Regular evaluation of sales data, performance, prioritize customers and account plans.
• Validate data sources, both internal and external, and consolidate the information.
• Identify and include all people who are key for a complete and accurate analysis.
• Identify customer needs and extend perspective of analyses on future sales potential in diligent way to be able to form long-lasting partnerships and create win-win situations; understand the various types of customer needs (commercial, scientific, personal) for the entire Sandoz Bio/hospital & Transplant portfolio.
• Contract management and related responsibilities
• Tender preparation and market prospections
• Management of hospital offers and negotiated procedures
• Follow-up of ongoing contracts, prices and conditions
• Account management and knowledge: account deep dives, tailored strategies, mapping of opportunities, stakeholder management
• Tender excellence: mapping, shaping, submission, implementation, and follow-up

Diversity & Inclusion / EEO

Novartis is committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

Minimum Requirements

• University degree in science and/or business. Advanced degree in business, and/or science preferred
• Extensive (>3 years) Scientific sales and sales management experience in hospital business.

• Well-developed record of successful Key account relationship management
• Significant sales scientific experience
• Expert negotiator and persuasive ability
• Excellent verbal and presentation skills
• Strong analytical skills
• Extensive knowledge of customers’ business models
• Excellent understanding for regulatory environment, including degree of market regulation
• Developed relationships with KOLs and KDM’s desirable.
• Excellent negotiation skills
• Administrative tasks (account management, planning/mapping, preparing sales offers, follow-up on conditions and tender preparations)
• a team player but also able to work independently
• Fluent FR/NL/ENG
Full Time
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Key Account & Transplant Manager

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