Commercial Manager – Wholesalers & Pharmacy Chains Czech & Slovakia

Job Description

The Position

• The Commercial Manager lays the foundation for a long-term collaboration and in a short-term perspective an innovative activity contracting and execution with commercial key accounts (distributors, pharmacy chains, other commercial stakeholders).

• The Commercial Manager is an entrepreneur who builds partnerships with key decision makers and maintains productive relationships with key administrative and key decisional stakeholders at the account level (distributors & pharmacy chains)

• The Commercial Manager covers the full Organon portfolio in a selected number of key accounts and is responsible for the business result of the assigned accounts in his/her sales & geographical area.

• The Commercial Manager ensures value proposition of Organon products and negotiates activity plans with the customers. The Commercial Managers gives inputs to the commercial offers and execute the correct utilization of the offered conditions.

• The Commercial Manager is responsible for segmentation and prioritization of sales efforts across the area to maximize all market opportunities and to effectively utilize the resources.

• The Commercial Manager builds internal relationships with entire cross-functional team (Customer Service, Marketing, Business Units, Digital, Demand Planning, Market Access & Pricing). Participates actively in cross-functional teams within Organon to develop projects that respond to customers’ and business needs.

Responsibilities:

Strategy & execution

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

• Actively participates in account “diagnosis” and segmentation

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

• Defines and reaches measurable goals and KPIs for the key accounts in wholesaler’s and/or pharmacy chains channels

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 to the key accounts

• Collaborates with Customer Service, Sales Representatives, 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

• Drive Innovative customer-centric solutions

• Support Commercial Director in decision making process for business initiatives by ensuring correct data analysis and assessment, backgrounders development, risk identification and mitigation

• Ensure full compliance with all Company policies as well as applicable government regulations

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Networking relationship building

• Maps, in collaboration with sales representatives, customer managers and other colleagues working with the account, influencing patterns within the key accounts and targets

• The Commercial 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 according to quantitative & qualitative targets and KPIs (including price/discounting/marketing activities) on the quarterly or annual basis

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

Required Education, Experience, and Skills 

Experience and Educational Requirements

• min. 5 years in the pharmaceutical industry in the field of distribution and pharmacy chain management

• Master’s degree or equivalence through experience

• Language: language of area is mother tongue

• English proficient (business & medical language will be an asset)

• Experience in a multinational environment

• Academic experience related to disease management/ he