Key Account Manager

Job Description

Position Overview 

As the Key Account Manager (KAM) responsible for Pulmonary arterial hypertension (PAH) in Denmark, your primary role is to collaborate closely with customers to understand their challenges and jointly find solutions. Your goal is to bring our innovations to more patients quickly by driving launch excellence, patient access, and clinic-level uptake. This customer-facing position requires deep customer insights, building strong relationships, and optimizing key account management. Your focus will be on account management, pathway optimization and execution, working closely with cross-functional teams both within and across the markets.  

You identify customer needs, create business opportunities, and ensure benefits for patients, customers, and our company. Approximately 80% of your time will be spent engaging with customers, becoming an expert on the needs and considerations of hospitals, decision-makers, and patients in your market.  

The KAM serve as a core member of the cross-functional team (CFT), representing the voice of your customers. Adhering to ethical codes and local regulations, you will establish close working relationships with your customers. 

You report to the Managing Director (MD) in Denmark and have a dotted line to the NoBa Cluster Franchise Lead, PAH.

Primary Activities and Key Responsibilities: 

Customer Engagement and Key Account Management 

• Develop and execute customer engagement strategies and plans to drive sustained business growth, achieve revenue targets, and foster strong relationships with key external stakeholders. 

• Utilize customer insights to identify and capitalize on commercial opportunities, ensuring continuous feedback with the cross-functional team. 

• Gain deep expertise in the needs and considerations of hospitals and decision-makers by collaborating with customers to understand patient pathways and challenges. 

• Create solutions that enhance the value of medicines and treatments based on insights from the hospital accounts, while providing scientifically and clinically approved disease and therapeutic information. 

• Foster effective communication and dialogue with stakeholders by leveraging a deep understanding of therapeutic area, different treatment options, our and the competitor’s data, in addition to emerging trends in the field. 

• Develop and implement launch strategies at clinic level to maximize market penetration and product adoption, collaborating effectively with internal and external stakeholders. 

• Act as the account strategic manager to plan and oversee tactical implementation leveraging cross functional team expertise.  

• Collaborate with key scientific leaders to co create and lead the implementation of educational events addressed to your main stakeholders. 

• Ensure compliance with regulatory requirements throughout the launch process. 

• In addition to accomplishing your quarterly goals, your success can be gauged by the level of quality engagement you establish with our customers, becoming a valued partner in addressing challenges within the healthcare sector. 
   

Digital and Data: 

• Strong understanding of the relevant therapeutic and clinical area, including both own and competitors' portfolio and clinical data. Possess the ability to effectively apply this knowledge to the local market, specific accounts, and patients. 

• This revised version highlights the need for expertise in the specified therapeutic and clinical area, understanding of the market, and the ability to apply this knowledge to specific accounts and patients. 

• Monitor market dynamics and adapt launch strategies as necessary, while tracking and optimizing launch performance through data analysis and continuous improvement initiatives. Utilize data, analytics, and agile approaches to enhance customer engagement and performance. 

• Drive innovation in applying value-added services and across communication channels. 

• Collaborate with the cross-functional team to adapt marketing materials and omnichannel initiatives for customers. 

• Uphold company values and standards to ensure compliance at all levels within the local market. Possesses strong expertise in managing business and customer engagements in accordance with company compliance standards as well as the local pharma code. 

Experience & Competence: 

• 3-5 years of experience in a healthcare environment. 

• Scientific and clinical background to provide disease and therapeutic information.  

• Sales and negotiation skills to effectively promote our products and secure formulary positions within key accounts. 

• Deep industry and product knowledge. A solid understanding of the pharmaceutical industry, market dynamics, and the specific products being promoted is essential with the ability to stay updated on industry trends, competitor products, and therapeutic areas to effectively engage with customers. 

• Customer Relationship Management. Building and maintaining strong relationships with key accounts is critical. Strong interpersonal and communication skills to establish trust, understand customer challenges, and collaboratively find solutions. 

• Strategic thinking and planning. Able to think strategically and develop account plans that align with organizational goals. This includes identifying growth opportunities, setting objectives, and implementing strategies to maximize account performance. 

• Analytical and Problem-Solving Skills. Be proficient in analyzing market data, identifying trends, and interpreting customer insights. Possess strong problem-solving skills to address customer challenges and find innovative solutions. 

• Cross-Functional Collaboration. Collaboration with various internal stakeholders, such as Marketing, Medical, External affairs teams, is crucial. Can work effectively with cross-functional teams to develop and execute account strategies. 

• Adaptability and Resilience in a constantly evolving market. Adaptable to changes in the market, regulations, and customer needs. Possess resilience to handle challenges and setbacks in a high-pressure environment. 

• Ethical and Regulatory Compliance. Compliance with ethical codes, legal regulations, and industry guidelines are essential. Have a strong understanding of compliance requirements and adhere to them in all interactions with customers. 

• Fluent in Danish and English, with excellent communication skills. 

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Requisition ID:R282480