Key Account Manager

**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.
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