Customer Manager Oncology

Job Description

Job Title: Customer Manager Oncology

Division/ Department: HH

Organizational information:

No direct reports;

Revenue & Promo budget responsibility for country Portfolio

Location/area: Czech Republic

Extent of travel abroad: 5%

Time in the field: 60%

Position Overview

• Customer Manager in Oncology is a highly specialized customer-facing employee, responsible for co-creation and execution of commercial strategy for given product/products in the Czech Republic, aiming to maximize product access level through management of customers, scientific leaders and key accounts.
• Is an expert on the given therapeutic area with the ability to discuss with customers and experts current approaches, guidelines, and ways of working within the given area.
• Critical for success in this role are: understanding of the therapeutic area landscape, mapping of both accounts and customers, and participating in designing tactical plans that assure optimal resource allocation and proper mix of tools and channels.

Key Result Areas & Tasks

Customers, Key Opinion Leaders and Key Stakeholders Management (10% of time)

• Map key opinion leaders, stakeholders, and influencers within the given therapeutic area to understand relationships and dependencies.
• Assess needs and understand priorities of key opinion leaders and stakeholders; prepare and execute stakeholder engagement plans in cooperation with cross-functional teams such as Business Unit Lead, Franchise Manager, Brand & Customer Manager, and Digital Lead.
• Perform high-quality interactions, executing given strategy and messaging, providing meaningful, balanced, and transparent communication about our products and solutions, ensuring compliance with all respective rules and policies.
• Partner with customers in scientific discussions to build a broader perspective on the therapeutic area beyond the promoted brand.
• Design, develop, and roll-out solutions addressing customer and patient needs, leveraging account knowledge and cross-functional team experience; drive innovative approaches and partner with customers to maximize treatment outcomes.
• Provide high-quality and timely information about developments within the therapeutic area by leveraging the internal company network (both local and international).

Networking relationship building / Field Work (60% of time)

• Build relationships with decision-makers and prescribers in major accounts
• Establish a high degree of credibility with external and internal stakeholders.

• Have an excellent overview of the therapeutic area within the Czech Republic; understand the landscape.
• Secure segmentation and targeting of accounts and key accounts; understand the source of business and map the potential within the given therapeutic area or product.
• Understand patient and customer journeys within accounts and identify gaps and opportunities.
• Map relationships and processes within given accounts and navigate between prescribers and hospital management/decision-makers, understanding their priorities and discovering their needs.
• Deliver high-quality account and key account plans covering promotional, marketing, and commercial activities, aiming to maximize the use of given products within accounts.
• Propose custom-made solutions for specific accounts or lead discussions to co-create such solutions with customers.
• Understand decision-making, logistical, tendering, and contracting processes within accounts.
• Represent the company in discussions and negotiations with key stakeholders.

Brand management (15% of time)

• Co-create local translations of global/regional commercial strategies with cross-functional teams.
• Be an expert on scientific information related to the brand and the given therapeutic area; drive scientific discussions with customers to improve brand positioning and ensure proper understanding of targeted patient populations.
• Own the tactical plan; be responsible for managing regional and account activities.
• Collect insights about competitors and customer behavior; explain market trends and changes in customer preferences.
• Understand current and future demand for given products; provide input for demand forecast processes.

Analysis, Collaboration, Compliance (15% of time)

• Understand sources of data and insights in the market; process data and extract information to understand market trends, competitive situations, and anticipate future changes.
• Use these insights for cross-functional collaboration to build tactical engagement with customers and key accounts.
• Ensure timely and complete documentation for all promotional and non-promotional activities and secure compliance with all internal and external rules and regulations.

Qualifications

Required

• Expertise in the given therapeutic area with the ability to discuss current approaches, guidelines, and ways of working.
• Understanding of the therapeutic area landscape, mapping of accounts and customers, and participation in designing tactical plans.
• Ability to perform high-quality interactions and provide meaningful, balanced, and transparent communication about our products and solutions.
• Strong relationship-building skills with decision-makers and prescribers in major accounts.
• Excellent overview of the therapeutic area within the Czech Republic.
• Ability to secure segmentation and targeting of accounts and key accounts.
• Understanding of patient and customer journeys within accounts.
• Ability to deliver high-quality account and key account plans.
• Understanding of decision-making, logistical, tendering, and contracting processes within accounts.
• Ability to represent the company in discussions and negotiations with key stakeholders.
• Expertise in scientific information related to the brand and therapeutic area.
• Ability to collect insights about competitors and customer behavior.
• Ability to process data and extract information to understand market trends and competitive situations.
• Ensure compliance with all internal and external rules and regulations.
• Fluency in written and spoken Czech and English.

Preferred

• Experience in co-creating local translations of global/regional commercial strategies.
• Experience in managing regional and account activities and owning tactical plans.
• Experience in providing input for demand forecast processes based on current and future demand for the product.

Additional location(s) Compensation Information:

Required Skills:

Preferred Skills:

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Current Contingent Workers apply HERE

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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.

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