Key Account Manager Hospitals
Bucharest, Bucuresti, Romania
3 zile în urmă


MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products.

The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-

year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

MSD’s Global Human Health (GHH) Division abides by a patient first, profits later ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world.

The division is comprised of sales and marketing professionals who are passionate about their role in bringing MSD's prescription medicines, vaccines, and other medical products to our customers worldwide.

The Key Account Manager (KAM) has important responsibilities with respect to the interaction and communication with hospital representatives, ensuring at the same time compliance with MSD internal policy and legal provisions relevant in this respect.

The KAM is the primary key point of contact for hospital pharmacists and hospital management.

The KAM covers the hospital / Acute Care MSD Portfolio in a selected number of key accounts and is responsible for the business result of the assigned accounts in his / her sales area.

Once MSD Romania becomes an authorized wholesaler (trading entity), the KAM takes over responsibilities regarding the preparation and participation in public hospital tenders on behalf of MSD Romania, in accordance with the relevant public procurement legislation.

The KAM creates, for MSD Romania, an account plan with customized tactics, solutions, as regards every key account.

The KAM also builds internal relationships and coordinates an entire cross-functional team.Sets up cross-functional teams within MSD to develop projects that respond to customers and business needs.

The KAM interacts with the following functions : within the Hospital : General Manager, Finance Manager, Medical Manager, Head of Hospital Department, Hospital pharmacies and Customer Solutions Managers, in the aim of identifying and understanding the hospital environment and patient profiles, the issues that the hospital is confronted with in the therapeutic areas of interest as well as understanding the hospital needs.

Key Result Areas & Tasks

Strategy building, targeting and segmentation

  • Business analysis of the hospital environment (macro environment, account level) and finds overlaps with MSD’s business objectives
  • Develops center by center action plans and coordinates related activities implementation, including value solutions
  • Resource management : invests where MSD’s portfolio growth opportunities lay
  • Defines and reaches measurable goals and KPIs for MSD Romania, as regards the Key Accounts.
  • Develop value propositions and Customer Solution

  • Identifies value differentiators linked to MSD’s products and services per key account needs.Understands how MSD products address clinical needs, differentiating profiles between competing products, in compliance with MSD relevant internal policies.
  • Leverages resources within MSD to deliver the best results to the key hospitals;
  • Collaborates with Sales Representatives, Customer Solutions Managers, Trading Entity Specialist, Access Management, Medical Affairs Managers, Senior Management (if needed), legal, back office functions and also with local payer (NHF subsidiaries) -
  • to ensure that appropriate MSD solutions and personnel are deployed to deliver a consistent desired customer experience.

    Shares information about clients and activities through the active use of the existing CRM system

  • Uses the HTA (Health Technology Assessment mainly pharma-economics data) models to ensure that MSD products are available on the market.
  • Networking relationship building

  • Maps, in collaboration with reps and other colleagues working with the account, patterns within the key accounts and targets the right stakeholders at the right time
  • Connects with multiple stakeholders and committees within a hospital, and helps to ensure cooperation between hospitals and local payers
  • Functions as the key contact for Hospital Management and Hospital Pharmacists and other key stakeholders
  • The KAM manages hospital pharmacy inquiries related to such matters as invoicing errors, product supply issues, product recalls and general communication regarding MSD’s pricing policies & practices
  • Establishes a high degree of credibility with external and internal stakeholders.
  • Negotiation

  • Negotiates (including solutions / price / discounting) and develops value-added propositions in order to support effectively the business objectives
  • Once MSD Romania becomes trading entity, identifies when formularies take place and tenders are published and follows up MSD internal process to respond
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