343341BR
Apr 07, 2022
Belgium

Job Description

MISSION
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


MAJOR ACCOUNTABILITIES
• 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

EDUCATION AND EXPERIENCE
• 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.

COMPETENCES
• 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
SANDOZ
COMMERCIAL OPS EUROPE SZ
Belgium
Vilvoorde
Sales
Full Time
Regular
No
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343341BR

Key Account & Transplant Manager

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