Job Description

Overall Purpose

Roles and Responsibilities

• Lead identification of emerging market trends and customer insights to drive strategic growth with key accounts.
• Deeply understand customer missions strengths challenges and tailor value propositions aligned with their needs.
• Analyze unmet and evolving customer needs integrating Our Companys full portfolio for maximum impact.
• Oversee competitor analysis and develop comprehensive account profiles using internal and external data.
• Navigate customer decision-making tendering contracting and logistics processes.
• Build strong relationships with key stakeholders understanding their perspectives to secure competitive advantage.

• Define and validate short- and long-term business opportunities and account objectives with senior stakeholders.
• Develop robust customer plans addressing goals challenges and competitive landscape.
• Craft tailored cross-franchise value propositions that align with customer priorities.
• Drive long-term strategies to increase revenue market share and brand reputation through executive engagement and partnerships.
• Identify and implement collaborative opportunities leveraging cross-functional teams and resources.
• Lead negotiation strategy development based on Our Companys portfolio positioning.
• Deliver clear impactful communications to engage customers and promote value-based offerings.

• Maintain and deepen executive-level relationships within key accounts (e.g. Directors Procurement Heads C-Suite).
• Act as the primary interface for all Our Company products and services coordinating internal teams to meet account goals.
• Lead portfolio negotiations focused on strategic collaboration and value differentiation.
• Align with decision-makers on mutually beneficial growth opportunities prioritizing high-potential areas.
• Manage budgets contracts and resource allocation effectively.
• Monitor performance metrics and adapt strategies to optimize outcomes.

• Secure executive sponsorship to ensure focused investment and priority for key accounts.
• Define and lead account team structure roles and responsibilities aligned with customer and business objectives.
• Set vision and strategic direction for the team fostering commitment to ambitious goals.
• Facilitate regular planning and review sessions to ensure alignment and agile response to market changes.
• Champion excellence in execution across all team activities.

• Master the customer tender process key decision-makers and timelines in Indonesias healthcare market.
• Communicate Our Companys value propositions and selection criteria clearly to tender stakeholders.
• Oversee integration of tender data into management tools for efficient tracking.
• Ensure internal teams are informed of tender outcomes and collaborate to maximize awarded opportunities.
• Monitor competitor activity including pricing product specs services and patient programs.
• Understand competitive dynamics from molecule to therapeutic area level tenders.

Requirement

• Degree in Business (Sales/Marketing) or relevant subject or fields (e.g. medicine pharmacy or research)
• 5 years of experience working as a leader in a customer-facing field
• 3 to 5 years of experience in the Healthcare industry preferred.
• Experience in Marketing.
• Finance background either through education or experience.
• Strong knowledge of customer/business strategy.
• Understanding of local healthcare and reimbursement systems.
• Proven leadership in customer-facing roles with strategic account management expertise.
• Strong knowledge of Indonesias healthcare system reimbursement and tender processes.
• Demonstrated ability to develop and execute complex account strategies and lead cross-functional teams.
• Excellent negotiation communication and stakeholder management skills.
• Fluent in English and Bahasa Indonesia.

Current Employees apply HERE

Current Contingent Workers apply HERE

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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.

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