ROLE RESPONSIBILITIES
Key Account Management responsibilities are segmented into three key areas of focus: Key Account engagement, Account management, Leadership.
Key Account Engagement:
Leads, coordinates and manages the long term, consultative, senior executive customer relationship to become the customer’s trusted business advisor. Extends the relationship beyond procurement and contracting into other lines of business.
Responsible for overall service excellence within the account and is the customer advocate internally at company.
Demonstrates expertise in relationship skills, creatively delivers innovation and thought leadership, and represents the full spectrum of company value.
Account Management:
Maximises opportunity across the company portfolio, monitors progress with key accounts and evolves Key Account Plans as appropriate.
Analyses and understands the local environment, key account business, and aligned company priorities to create Key Account Plans, and utilises insights to create and execute value propositions of mutual benefit.
Leadership:
Leads the development, negotiation, and implementation within accounts
Applies a mastery of business acumen, including understanding of the account business, industry, economic trends, issues and competition. Shares insights gained with cross functional colleagues.
Develops and Leads the Key Account Plan and coordinates the cross functional team, demonstrating highest level of teamwork and professionalism.
ORGANIZATIONAL RELATIONSHIPS
Marketing teams (I)
SME’s (I)
Non- clinical hospital departments such as financial and environmental services (E)
Procurement Managers (E)
Trade Operations (I)
Medical (I)
XBU customer facing teams (I)
Patient access (I)
Clinical & regulatory (I)
Strategic and Key accounts (E) (such as state tender bodies, public & private hospitals/groups, wholesalers, medical wholesalers, reconstitutors)
Pricing and contract team (I)
Government & external relations / public affairs (I)
RESOURCES MANAGED
Financial Accountability
Indicate the Average Budget or Revenue accountability, as applicable.
To be defined
Supervision
Indicate the typical number of Colleagues managed; include direct & indirect reports and matrix responsibility. Note if direct reports are people managers or individual contributors. Indicate additional resources (i.e. contingent workers) managed, as applicable.
