Key Account Manager - Public Sector

Job Description

Objectives / Purpose of the Job

The Public Key Account Manager will play a critical role in shaping and delivering our company's strategy across the public accounts in scope. The objective of the role is to strengthen our long-term partnerships with these institutions, accelerate sustainable business growth and expand timely patient access to our innovative medicines and vaccines, while upholding the highest standards of compliance and commercial excellence.

Key Responsibilities

Strategic Account Management

• Own, develop and execute account strategies for priority public-sector accounts in scope, aligned with our company's commercial growth priorities.
• Identify and map key account stakeholders, including hospital leadership, pharmacy directors, planning and procurement committees, and tender decision makers.
• Build trusted, long-term, and value-based partnerships that position our company as a partner of choice.
• Partner with our company's cross-function team to drive institutional access across government hospitals and procurement bodies.

• Identify and manage opportunities related to NUPCO tenders and institutional purchasing channels.
• Lead commercial contracting, budget allocation and G2N optimization to protect profitability while growing the business.
• Coordinate tender participation with internal stakeholders, including Market Access, Regulatory, Finance and Supply Chain.

Business Growth & Commercial Execution

• Deliver against assigned sales targets and account objectives within the public sector.
• Identify and unlock growth opportunities that accelerate account performance and expand patient access.
• Support successful product launches and lifecycle management strategies across key public accounts.

Cross-Functional Collaboration

• Partner with Business Teams, Marketing, Medical Affairs, Market Access, Regulatory, Finance and Supply Chain to drive procurement and commercial execution behind one aligned account strategy.
• Combine customer, market, and competitive insights with company resources to inform and influence account decisions.

Stakeholder Engagement

• Build strong relationships with institutional decision-makers and key account stakeholders.
• Continuously update account profiles to reflect changing account dynamics, stakeholder landscape and emerging opportunities, so that account strategies stay current and actionable.

Market Intelligence

• Monitor market dynamics, competitor activities, and changes in institutional procurement.
• Share regular insights on the competitive landscape, along with strategic recommendations with leadership.

Performance Monitoring & Reporting.

• Track account performance against KPIs and act early to correct any gaps.
• Support forecasting and business planning cycles and provide regular business updates to management.
• Ensure all account management activities follow our company's policies, procedures and local regulations.

Qualifications:

• Candidate would be based in Riyadh
• Saudi National is a priority.
• Bachelor’s degree in pharmacy or medicine. Advanced scientific or business credentials are a plus.

• Minimum 5 years of experience in the pharmaceutical industry in Saudi Arabia.
• Previous experience in a key account management role (highly preferred).
• Strategic account experience (preferred).
• Exposure to commercial contracting, budget allocation and G2N.

• Proven track record of achievements, including meeting or exceeding targets.
• Strong stakeholder management, negotiation, and networking skills.
• Excellent communication skills in Arabic and English.

Key Competencies

• Strategic account management
• Stakeholder engagement and negotiation
• Knowledge of the Saudi healthcare system and public procurement
• Knowledge of NUPCO tender processes
• Commercial and analytical mindset, with strong business and financial acumen
• Strong presentation skills.

Required Skills:

Preferred Skills:

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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. 

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