Key Account Executive

2 weeks ago

Bangkok, Bangkok, Thailand A. Menarini (Thailand) Ltd. Full time

We are seeking a strategic, results-oriented Key Account Executive to drive significant revenue growth within top-tier private hospital groups. The core objective of this role is to evolve our relationships beyond purely transactional selling and establish Menarini as a valued strategic partner to private hospitals.

To achieve this, you will build deep relationships with key stakeholders, lead complex pricing strategy and negotiations, and execute targeted account strategies to maximize market share across our Respy-Neuro, Cardiovascular, Pain, and GE portfolios.

Key Responsibilities

Strategic Account Management & Revenue Growth

  • Execute strategic account plans to exceed annual revenue targets in assigned private hospital groups.
  • Identify opportunities to grow revenue by increasing product usage and expanding the number of patients treated with our portfolio compared to competitors.
  • Develop and implement tailored loyalty programs (e.g., volume discount initiatives or Improve Medication Adherence for NCDs) in partnership with marketing to secure long-term business.
  • Lead pricing strategy and negotiations to strike a balance between optimal commercial pricing for the company and appropriate pricing for patients, ultimately ensuring successful product listing by the hospital.
  • Market Access: Establish necessary hospital protocols to build sales volume.
  • Barrier Removal: Partner with hospital and external Insurance departments to remove prescribing barriers for our products.

Market Intelligence & Internal Collaboration

  • Monitor the competitive landscape and private hospital expansion plans to identify new business avenues.
  • Analyze sales data and account metrics to track performance against goals and proactively adjust strategies.
  • Serve as the primary Menarini representative for private hospital groups and act as the Subject Matter Expert (SME) for Loyalty programs, educating stakeholders on their benefits.
  • Collaborate seamlessly with cross-functional internal teams (Sales, Marketing, Medical, and Finance) to deliver tailored value propositions to customers.

Qualifications & Requirements

Essential

  • Bachelor's degree in Business, Life Sciences, Pharmacy, or related field.
  • 5-7+ years proven healthcare sales experience.
  • Demonstrated success specifically selling into the private hospital sector, with deep knowledge of private procurement processes and business drivers.
  • Experience leading commercial pricing negotiations at a senior level.

Preferred

  • MBA/advanced degree.
  • Existing network within Bangkok private hospital groups.

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