Territory Account Manager (Sofia)

Job Description

The position

ENG: Territory Account Manager – (S3) 

BG: Териториален мениджър клиенти (S3) 

• The Territory Account Manager lays the foundation for a long-term collaboration with clients as he/she will be responsible and accountable for all core job responsibilities of Key Account Manager/ Medical Representative for his/her territory  
• The Territory Account Manager is an entrepreneur who builds partnerships with most potential clients and maintains productive relationships with all decisional stakeholders at the account level (HCPs & pharmacy chains) 
• The Territory Account Manager covers the designated Organon portfolio in a selected number of accounts and is responsible for the business result of the assigned accounts in his/her sales & geographical area.  
• The Territory Account Manager proposes, adapt and implement a yearly plan for HCPs and pharmacy promotion, activities and budget for the whole area of responsibility, comprising all the resources and actions needed for achieving sales targets and revise this plan monthly in line with planned and actual figures.  
• The Territory Account Manager prioritizes and manages accounts within assigned territory by assessing and developing appropriate business opportunities through contacts with key decision-makers, important local stakeholders etc.  
• The Territory Account Manager proactively manages and follows up on investments and propositions for optimizing investment process in order to achieve the sales targets 
• The Territory Account Manager builds internal relationships with entire cross-functional team (Customer Service, Marketing, Business Units, Digital, Demand Planning, Market Access & Pricing).  
• The Territory Account Manager support changes and explain the payoffs and consequences for the changes to higher management 
• The Territory Account Manager has a project leadership on the level of HCPs and pharmacies/ pharmacy chains activities. 

Responsibilities

Strategy & execution 

• Develops customers’ action plans in collaboration with all internal stakeholders and coordinates the related activities implementation 

• Prepares business analysis of the commercial environment (macro environment, account level) 

• Actively performing accounts “diagnosis” and segmentation  

• Defines and reaches measurable goals and KPIs for the HCPs and pharmacy chains channels as proposes annual business plan for the respective territory including products under his/her responsibility in order to achieve required sales targets 

Develop value propositions 

• Identifies value differentiators linked to Organon products and services per key account needs. Understands how Organon products address customers’ business needs, differentiating profiles between competing products  

• Leverages resources within Organon to deliver the best results  

• Collaborates with Customer Service, Customer Managers, Marketing, Pricing and Market Access Management, Legal, Back-office functions - to ensure that appropriate Organon 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 

• Creates and maintains database of the stakeholder for the assigned territory describing the respective stakeholder’s significance for the business 

• Proactively and continuously aspires to make value-based, outcome-driven decisions 

Networking relationship building 

• Maps, in collaboration with Country manager, Customer managers and other colleagues working with the account, influencing patterns within the key accounts and targets  

• The Territory Account Manager communicates effectively with commercial stakeholders, especially taking care of matters such as product supply issues, product recalls and general communication regarding Organon’s commercial policies & practices  

• Establishes a high degree of credibility with external and internal stakeholders.  

Negotiation 

• Negotiates business objectives with according to quantitative & qualitative targets and KPIs (including price/discounting/marketing activities) on the quarterly or annual basis 

• Develops value-added / joined-business propositions in order to support effective achievement of the business objectives  

Educational and Experience Requirements 

• Education – Medicine, Pharmacy, Bioscience (Genetics, Biomedical Engineering, Biochemistry etc) preferred  

• 3 years as a Key Account Manager or 2 years as a Sales Manager or 2 years as a Product Manager 

• English knowledge – is a must on business level 

• Business and marketing understanding 

• “Out of the box”, innovative thinking & mindset 

• Willingness to learn 

• Negotiating skills, business critical skills, analytical skills 

• Positive & energy-driven behavior 

• Proven track record of effectively working in a matrix multi-cultural organization desired.  

Organon delivers ingenious health solutions that enable people to live their best lives. We are a $6.5 billion global healthcare company focused on making a world of difference for women, their families and the communities they care for. We have an important portfolio and are growing it by investing in the unmet needs of Women’s Health, expanding access to leading biosimilars and touching lives with a diverse and trusted portfolio of health solutions.  Our Vision is clear: A better and healthier every day for every woman.

As an equal opportunity employer, we welcome applications from candidates with a diverse background. We are committed to creating an inclusive environment for all our applicants.