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, there is a strong focus on contract improvements and alignments to meet Novartis interests and maximize business options.
Job Description
Location : Schaftenau, Tirol, Austria; OR Munich, Bavaria, Germany
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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 a 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 a client-focused mindset, setting and monitoring 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; a 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 with a winning attitude.
Proven success in managing strategic key account projects, ideally with experience in ESO.
Strong leadership and people development skills, with 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.
For candidates applying in Austria:
In addition to a market-competitive base salary, we offer an attractive incentive program, a modern company pension scheme, childcare facilities, learning and development options, and worldwide career opportunities within the Novartis group. In accordance with Austrian law, the minimum salary for this position is €113,701.28 EUR (full-time). The actual salary will be significantly higher, considering your previous experience, qualifications, and individual competencies.
We support part-time and job-sharing models, as well as flexible and remote working where possible.
Commitment to Diversity & Inclusion:
Novartis is committed to building an inclusive work environment and a diverse team that reflects the patients and communities we serve.
Our recruitment decisions are based on the best fit for the role, regardless of gender, religion, age, race, sexual orientation, nationality, or disability.
Skills Desired
Accountability, Account Management, Commercial Excellence, Competitive Intelligence, Complexity Management, Compliance, CRM, 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
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