You manage key accounts strategically, emphasizing relationship building, team development, and performance tracking to drive growth and ensure client satisfaction.
Anforderungen
- •University degree in business or life sciences
- •Minimum 10 years in pharmaceutical industry
- •Strong mindset in a winning attitude
- •Proven success in managing key account projects
- •Strong leadership and people development skills
- •Excellent communication and negotiation skills
- •Strong cross-functional collaboration mindset
- •High emotional intelligence and client empathy
- •Data-driven and results-oriented
Deine Aufgaben
- •Develop and implement KAM strategy aligned with corporate objectives.
- •Segment accounts and define tailored strategies for each segment.
- •Drive account planning and growth strategies for top accounts.
- •Strengthen and maintain relationships at senior levels in client organizations.
- •Act as escalation point for major accounts to ensure satisfaction.
- •Align with Project Management, Technical, Manufacturing, and Quality teams.
- •Identify upselling and cross-selling opportunities with BD Heads.
- •Lead, coach, and develop the KAM team to enhance commercial capabilities.
- •Set and monitor clear KPIs and performance objectives for the team.
- •Track account performance and report to the CCO and executive team.
Deine Vorteile
Market-competitive base salary
Attractive incentive program
Modern company pension scheme
Childcare facilities
Learning and development options
Worldwide career opportunities
Original Beschreibung
# Head of Strategic Key Account Management (m/f/d)
**Schaftenau** | **Full time**
**Job Description Summary**
To lead and develop the Key Account Management organization, drive strategic growth of globally distributed key accounts, and ensure seamless client experience and strong internal alignment to achieve business objectives (>2 bn USD business)
Furthermore, strong focus on contract improvements and contract alignments to meet Novartis interests and to maximize Novartis business options.
**Job Description**
**Location**: Schaftenau, Tirol, Austria; #LI-Hybrid
**Key Responsibilities:**
* Develop and implement overall KAM strategy aligned with corporate objectives.
* Segment accounts and define tailored strategies per segment.
* Drive account planning and growth strategies for top accounts and strengthen and maintain relationships at senior levels in client organizations with strong focus on KAM topics.
* Act as escalation point for major accounts to ensure high satisfaction and resolution of issues
* Align closely with Project Management, Technical, Manufacturing, Quality, and other functions like regulatory teams to deliver on commitments and ensure KAMs act as “client champions” internally.
* Identify upselling and cross-selling opportunities in close alignment with BD Heads to maximize business options and contribute to commercial forecasting and revenue growth plans.
* Lead, coach, and develop the KAM team to build strong commercial capabilities and client-focused mindset and set and monitor clear KPIs and performance objectives.
* Track account performance (financials, satisfaction, growth metrics) and regularly report to the CCO and executive team on account health and strategic initiatives.
**Minimum requirements:**
* University degree in business, life sciences, or equivalent, strong legal background is a plus.
* Minimum 10 years of experience in the pharmaceutical/biotech/CDMO industry with proven negotiation experience and dispute management skills.
* Strong mindset in a winning attitude.
* Proven success in managing strategic key account projects ideally with a strong experience in ESO.
* Strong leadership and people development skills and strategic thinking and long-term planning ability.
* Excellent communication, negotiation and influencing skills.
* Strong cross-functional collaboration mindset.
* High emotional intelligence and client empathy.
* Data-driven and results-oriented.
**Commitment to Diversity & Inclusion:**
Novartis is committed to building an outstanding, inclusive work environment and diverse team’s representative of the patients and communities we serve.
Our recruitment decisions are based on selecting the best person for the job, regardless of gender, religion, age, colour, race, sexual orientation, nationality or disability.
**Skills Desired**
Accountability, Account Management, Commercial Excellence, Competitive Intelligence, Complexity Management, Compliance, Crm (Customer Relationship Management), Customer Engagement, Enterprise Sales, Ethics, Healthcare Sector, Integrated Marketing, Market Development, matrixed collaboration, Problem Solving Skills, Revenue Growth, Sales Strategy, Selling Skills, Strategic Leadership, Value Propositions