Job Description

The Position

The Key Account Manager Fertility is responsible for achieving or exceeding overall sales targets and maximizing company revenues within or less than agreed budgets, implementing sales and marketing plans to increase Organon Fertility products and market share within IVF clinics, establishing productive relationships and business partnering with all IVF clinics within the defined territory, ensuring all stakeholder relationships are managed within the IVF environment.

The Key Account Manager reports to the ANZ Business Manager, Fertility

Responsibilities

Primary Activities and Responsibilities include but are not limited to:

Accountabilities : Drive Sales & New Business Development

• Undertakes the role of Key Account Manager, Fertility in line with the Organon’s defined sales process.
• Undertakes business planning as per defined requirements, and provides input into sales meetings as required.
• Develops IVF Clinic related key account management plans as required by the ANZ Business Manager.
• Takes full responsibility (in close consultation with the Business Manager and Medical teams) for the development of strategic Key Opinion Leader relationships.
• Progresses the relationships and products used within territory IVF clinics.
• Shares relevant IVF clinic information with interstate colleagues for national priority accounts.
• Participates in Quarterly Business Reviews with the Business Manager.

Compliance

• Undertakes all sales activities within the terms of Medicines Australia code of conduct requirements.
• Ensures that all sales activities fully comply with all internal compliance & accounting requirements when spending and investing company funds.
• Ensures Events are completed for funding and meeting requirements, including Journal Club and HCP sponsorship.

Teamwork

• Continually provides feedback on relevant market information pertaining to promoted brands, competitors and overall market dynamics to all key stakeholders both verbally and in monthly written reports.
• Continually updates CRM system and doctor database in line with company requirements.
• Plays an active role within the Fertility sales team and works in close consultation with other key internal stakeholders.
• Actively participates in cross-functional teams at a national, regional, state and head office level as required.

Business Competence & Self Development

• Maintains required standard of market, customer and clinical knowledge and utilises this knowledge in sales calls.
• Engages in self-development activities (eg. keeping abreast of relevant information, participating in training programs, local conferences, etc.).
• Actively self assesses to identify skill and knowledge gaps and proposes development strategies.

Exceeding Customer Expectations

• Pro-actively identifies, builds and maintains strategic relationships with IVF clinic personnel including Directors/KOL’s, Nurse Unit Managers/ Nurses/Pharmacists and other relevant support staff.
• Develops and maintains productive internal relationships that enhance overall business effectiveness.
• Undertakes the role of a Key Account Manager in line with the Organon’s defined sales process.
• Executes sales activities in line with agreed sales and marketing strategies and protocols (messages, trade display, journal clubs and conference activities).
• Assists IVF Clinic HCPs to improve their understanding & use of Organon Fertility products in this therapeutic area.
• Makes decisions and sets priorities based on a full understanding of the customer’s underlying needs, both current and future, while balancing this with business objectives.
• Seeks to understand why a situation/information is important to the customer and makes suggestions to ensure it adds value to the customer and the company.
• Looks for long-term benefits to the customer and company.
• Builds an independent opinion on client needs, problems/opportunities and possibilities for implementation, and acts on this opinion (e.g., recommends appropriate approaches which are new and different from those requested by the client).

Achievement of Annual Sales Budgets

• Achievement of agreed sales budgets per promoted product/s for the period.
• Meets agreed days in field, targeting, frequency and reach objectives.
• Compliance with and accurate implementation of the agreed territory business & action plan.

Core Competencies of Role

Strategic Thinking:

• Reviews one’s own actions and chooses current priorities based on consideration of the larger strategic picture.
• Identifies opportunities for growth/profitability/product demand based on knowledge of local and regional trends and client demands.
• Is aware of the trends and projected direction of the pharmaceutical industry and how those changes may affect the business plan or Organon.
• Identifies the full range of stakeholders across partner, supplier and customer organisations who need to be influenced.
• Recognises the ongoing power and political relationships within government agencies, KOL’s, doctors, IVF providers, suppliers, other key stakeholders, and takes this into account when building plans or selecting own approach.
• Identifies the agendas of key individuals and organisations and how these might help or hinder a product, project or initiative.
• Asks a series of probing questions to get to the bottom of a situation or problem; will persist until underlying issues begin to surface.
• Contacts others (both internally and externally) who are not personally involved to get background information or to benefit from their perspective and experience.
• Routinely collects external information about market trends affecting the business and wider stakeholders.
• Collects information on problems/issues/suggestions and evaluates processes needing improvement.
• Supplies critical information to facilitate management’s decision making by collecting, analysing and interpreting data, highlighting potential opportunities and risks.

Acting Decisively:

• Acts quickly and decisively in a crisis, involving all internal stakeholders as appropriate.
• Recognises the need for urgent action and does not delay.
• Puts steps in place to address / resolve identified issues that may threaten current and future plans.

Commitment to the Team:

• Shares / offers resources to help own team and cross-functional teams function effectively.
• Seeks input and advice from trusted colleagues to increase product demand, make and form business plans.
• Acts to promote a friendly climate, open communication, good morale and co-operation.
• Publicly credits others who have performed well; speaks positively about colleagues’ ability.
• Respects and accepts what the organisation sees as important; takes decision as a team member, rather than a representative of own function.
• Accommodates and supports cross-functional teams by delivering systems and/or training and information

Required Education, Experience and Skills

• Medicines Australia CEP completed.
• Tertiary Qualification in Science, Pharmacy, Nursing, Marketing or Business Management.
• 2-3 year's previous success as a Specialist Sales Representative within the pharmaceutical industry.
• Previous experience in business planning - budgeting sales and costs.
• Ability to plan and organise effective meetings and symposia.
• Evidence of on-going professional development.
• Strong computer literacy.
• Proficiency in MS Office applications including Word, Excel, PowerPoint and Outlook (including the use of e-mail).
• Strong presentation skills.
• Exceptional account management skills
• Medicines Australia Code of Conduct.
• Sound understanding of selling in complex account environments.
• Strongly action oriented.
• Exceptional customer focus.
• Active listening skills.
• Ability to build strong peer relationships.
• Perseverance and resilience.
• Commitment to ongoing self-knowledge.
• Strong time management skills.

Secondary Job Description

Who We Are:

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.

Search Firm Representatives Please Read Carefully
Organon LLC, 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.

Annualized Salary Range

Annualized Salary Range (Global)

Annualized Salary Range (Canada)

Please Note: Pay ranges are specific to local market and therefore vary from country to country.

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements: Organon employees must be able to satisfy all applicable travel and credentialing requirements, including associated vaccination prerequisites

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Number of Openings:

Requisition ID:R535303