About the Role
This position is responsible for managing Commercial Partnerships & Alliances at the local level, typically leading a small team and/or managing specific accounts and strategic relationships. The role involves overseeing business relationships and activities with key accounts to strengthen partnerships, expand collaboration opportunities, and achieve sales targets. The successful candidate will develop and maintain strong relationships with key stakeholders within customer accounts, gaining a deep understanding of their challenges related to patient care and identifying solutions that enhance patient outcomes and improve the overall customer experience.
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Major Accountabilities:
- Drive sales, promotion, and development in the designated accounts to reach commercial goals.
- Develop customer development strategy and dedicated Key Account Management (KAM) action plans for assigned accounts, aligning on account objectives and executing accordingly.
- Lead the preparation of strategies and individual tactical plans while providing strategic input in terms of analysis, future potential, and key programs required for the accounts.
- Prepare and negotiate contracts, guiding initiatives launched to target specific accounts.
- Analyze market situations, including competitive intelligence activities on key accounts and competitors.
- Organize customer events and other programs independently or in collaboration with the marketing/medical department.
- Contribute to the mapping of stakeholders, including segmentation and profiling, while providing accurate and timely data for the CRM system.
- Drive the sales operations plan and achieve agreed sales and broader performance targets within the organization.
- Oversee BD&L-related commercial agreements and governance for assigned accounts, ensuring robust cross-functional alignment, appropriate internal approvals, clear accountability, compliance with contractual terms, and regular monitoring of performance, risks, and business impact.
Requirements
- Bachelor’s degree in business, finance, science, or a related field.
- Additional training in negotiation, strategic account management, or supply chain/commercial operations is beneficial.
- Minimum of 3 years’ experience in commercial partnerships, BD&L, alliances, or business development.
- Strong knowledge of handling quality metrics and issues.
- Marketing or Business Development experience preferred.
- Experience working with local manufacturing operations is advantageous.
- Team management experience is preferred.
- Sales/Key account management experience in multinational companies.
Skills Desired
- Accountability
- Commercial Excellence
- Customer Engagement
- Key Account Management
- Market Development
- Professional Ethics
- Revenue Growth
- Team Collaboration
- Value Propositions
