Key Account Manager

Job Description For more than 130 years, our company has brought hope to humanity through the development of important medicines and vaccines and today, we are at the forefront of research to deliver innovative health solutions that advance the prevention and treatment of diseases in people and animals. In Indonesia, our company has been established since 2005 and focuses on oncology and vaccines.

Job Summary Main role to manage key strategic account (foundational) in supporting to the business for full our company’s portfolio in the private hospital sector. This position is the primary point of contact for the top account / stakeholders.

Roles & Responsibilities

Responsible for promoting our company brands within given accounts, understands customers’ needs has strong business acumen and its equipped with excellent medical knowledge where they can transfer key medical data into customer/patient benefits to create/co-create business solutions.

Partner with interdisciplinary teams to implement and to maximize the business agreement with the account, ensuring our One Team’s voice to the Customer.

Summary of Job Scope Account Understanding and Analysis (25%)

Understanding decision-making processes within the account, patient flow, tender process & timeline

Build our Company engagement with relevant customers

Drive our Company product scientific knowledge at given centers

Understanding the mission and vision of the Customer; its key interests, strengths, weaknesses, opportunities and challenges; and creating value propositions unmet and evolving needs and appropriately deducting Implications integrating full our company’s product portfolio

Identifying Account Stakeholders and understanding their perspectives on our Company, our competitors

Completing a competitor analysis for the account

Obtaining an in-depth understanding of the account’s unmet and evolving needs

Agile Account Management (40% account plan development & management)

Drive Account Management via agile account management approach

Identifying short and long-term business opportunities, defining objectives for the account

Developing a plan for the Account that contains the account needs, perspectives, and considers competitive and business challenges

Leverage cross-functional internal resources to maximize potential by defining collaborative opportunities to address unmet and/or evolving business needs.

Determining how to develop and appropriately implement comprehensive strategic offerings by leveraging cross-functional internal resources.

Drive relevant omnichannel communication to increase number of contacts with our customers

Gaining agreement for the split of roles and responsibilities of all relevant our company’s personnel interacting with the account.

Defining account metrics and a tracking plan and regularly update

Account Plan Implementation and Tracking (25%)

Developing and maintaining long-term engagements with customers/stakeholders within the Accounts that are responsible for treatment of the respective patients (all relevant HCPs), and product purchasing (hospital management, pharmacists)

Conducting product and value-based negotiation

Ensuring coordination and excellence in execution related to all interactions with the account.

Holding regular account coordination and review meetings which act as a forum for information sharing, providing status updates, coordination and initiating course corrections related to the Key Account.

Pricing Management (10%)

Understanding the customer’s procurement process, key decision makers and influencers- this includes understanding the full procuring cycle ( annually or across years) including when the formulary listing is being developed, and how and when key inputs (specs, volumes) are determined and reviewed.

Inform to the stakeholders of the procurement about the value proposition, formularies and selection of criteria.

Overview relevant and efficient data integration in the existing pricing management tools (gross to net).

Post the procurement decision ensuring internal stakeholders are aware that our products have been listed and working together with the teams maximizing the procurement once it has been awarded.

Track competitive information regarding who the competitors are, price, product specifications, service, patient programs, etc. Understand the range of competition from same molecule to Therapeutic Area level competition.

Requirements

Bachelor Degree preferably life science

Minimum 5+ years of experience working in a customer-facing role

Strong knowledge of customer/business strategy & entrepreneurship

Strong analytical skills

Understanding of local healthcare and its systems

Experienced in tender & listing process

Fluent in English

Advance Medical knowledge of Oncology, Vaccines, and Hospital Specialty preferably or demonstrate high learning agility and interest in evidence-based medicine data and ability to transfer them into customer / patients benefits

Strong teamwork & collaboration

Excellence communication & business presentation skills

Strong interpersonal skills

Sounds decision making

Competencies-Required

Negotiating & Contracting Ability to negotiate with outside parties per our company’s approvals, diligence findings and validation drivers and construct contracts/agreements consistent with our company’s guidelines for risk and performance.

Procurement & stakeholder Management Ability to evaluate opportunities, shape the procurement strategy (national, regional or hospital), craft offers, negotiate and strategically decide to bid to win/lose business opportunities.

Access Strategy Ability to understand payer buying processes and market considerations, to develop strategies to best demonstrate the value that our products offer, meet payer needs and maximize profitable access/reimbursement.

Commercial Channel Strategy Ability to translate the commercial strategy into action plans that leverage available channels (field and/or promotional channels), determine and apply an optimal mix of resources and/or investment across these channels to effectively support commercial strategies and objectives.

Experimentation Ability to see possible big potential opportunity & having innovative thinking in creating business value proposition through experimentation strategy framework; including the ability to seize the risk & threat/competition.

Project Management Ability to manage project in medium up to complex business environment & challenge

Required Skills Accountability, Accountability, Account Management, Account Planning, Adaptability, Business Opportunities, Commercial Strategies, Communication, Contract Management, Customer Insights, Customer Relationship Management (CRM), Data Analysis, Evidence-Based Medicine, Financial Acumen, Hospital Management, Identifying Sales Opportunities, Interpersonal Relationships, Leadership, Market Access Strategies, Market Management, Procurement Strategies, Product Knowledge, Project Management, Sales Target Achievement, Stakeholder Engagement {+ 5 more}

Preferred Skills Current Employees apply HERE Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, 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.

Employee Status Regular

Flexible Work Arrangements Not Applicable

Job Posting End Date 03/17/2026

A job posting is effective until 11 59 59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID R380840

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