Key Account Manager

2 months ago

London, United Kingdom MSL McKesson Strategic Services Limited Full time

ClarusONE Sourcing Services, LLP, provides strategic generic pharmaceutical services for both Walmart Stores, Inc. and McKesson Corporation. Its’ mission is to enable access to affordable medicines, which it has successfully been doing since its inception in 2016.

ClarusONE is a joint venture between Walmart and McKesson, two of the top 10 biggest corporations in the USA, according to the Fortune 500 list. They have more than two decades of history working together to improve the quality and lower the cost of pharmaceutical care to patients. This partnership leverages McKesson’s demonstrated strength and expertise in global pharmaceutical sourcing in conjunction with Walmart’s strength and commitment to delivering leading health and wellness services to their customers.

ClarusONE Sourcing Services is headquartered in London and prides itself on its can-do attitude that has ensured millions of Americans pay less when buying generic pharmaceuticals every day.

Job Title: Key Account Manager, Member Engagement,

Location: London, United Kingdom

Level: P4
Contract: 1 year fixed term contract

Job Purpose:

Supply chains that maximise added value work end to end, not in multiple silos. The Key Account Manager is a crucial role in ClarusONE to ensure that the buy-side and the sell-side are working in alignment. This role will act as the main point of contact for Optum, one of McKesson’s largest customers with an objective of maximising the value ClarusONE can deliver.

The Key Account Manager will manage all Optum matters. They will work to anticipate the customer needs, share all relevant information across ClarusONE, will ensure deadlines for the Optum are met and will facilitate how value is maximised. This role is responsible for developing the relationship between ClarusONE and Optum while serving as the liaison to drive strategic alignment between buy-side and sell side activities for Generic medicines. In addition, the role will be responsible for developing a deep understanding of their strategic needs and work within ClarusONE to put automation and processes in place whilst still ensuring that deadlines are met and value is delivered.

The role will work closely with the sourcing team to ensure sourcing strategies evolve to meet the customer needs as well as identify and support with channel specific initiatives/strategies. The role will report to the Director, Member Engagement and work with senior representatives within sourcing to ensure there is a structure and framework for managing the account planning cycle and activities with the customer. The aim to ensure the customer needs and expectations are met and align to our internal priorities and business goals. They will assume responsibility to lead a quarterly business review with the right stakeholder group and work with the ClarusONE leadership to prepare all necessary material and align with key stakeholders from across the business. The Key Account Manager is a critical role in the Member Engagement function and will continuously look to drive value for Optum and ClarusONE.

The position requires strong client management, commercial acumen, negotiation, strategic thinking, interpersonal and relationship management skills, as well as problem-solving and the ability to identify opportunities with a focus on procurement, services, supply chain, and sales.

Responsibilities:

Developing a solid and trusting relationship between Optum and ClarusONE; Ensuring that Optums day to day operational requirements are met and information is made available to our member to ensure that Optum receives excellent service; Perform ad hoc business analysis to inform strategic and tactical decision making and solve business problems related to potential future or current business opportunities; Establish solid understanding of the customer’s most critical priorities for the medium and long term. This should then provide the basis from which ClarusONE can ensure its’ plans are aligned and meet the requirement of the customer; Participate in routine business meetings with ClarusONE teams, the Member and Optum. Identify critical action points, stakeholders, and ensure follow through and work closely with Member pricing and sell side functions to help track and resolve product implementation and pricing issues; Working in close collaboration with Senior Manager, McKesson to ensure ongoing success of the account, explore opportunities for growth and help address any concerns Establish and operate within the agreed account management framework, oversee QBR’s as well as manage the annual strategic joint planning process to identify strategic initiatives, review ways of working and develop mutual performance and growth objectives; Evaluate the performance of any customer initiatives to ensure that learnings are identified and any corrective actions are proposed for further improvement; Planning and presenting reports on a periodic basis that covers Optums progress, goals, and quarterly initiatives to share with team members and other stakeholders; Maintain high customer satisfaction ratings Establish solid understanding of US generics landscape from a supplier, wholesaler, and retail business perspective

Requirements:

Education/Experience:

Bachelor’s degree preferred within Finance, Economics, Business or similar Minimum of 8 years of experience in account management, sales, sourcing, business development or product management Pharmaceutical experience preferable

Knowledge/Skills:

Key account management, sales or business development experience Strong proficiency in MS Excel and/or Access with a solid background in data extraction and manipulation techniques. Well organized, process and team-oriented with the ability to prioritize quickly. Excellent communication skills and able to work with all levels of management and internal/external customers to get results quickly – able to communicate decisions and recommendations to stakeholders in a high-pressure environment. Highly motivated self-starter: ability to initiate and manage work with sense of urgency. Ability to effectively deliver “bad news” and manage conflict to successful resolution. Ability to perform in a fast-paced, results driven environment that is constantly changing. Ability to build and maintain long term relationships. Willingness and ability to attend regular after-hours events and attend 3 to 5 international industry conferences per year. Formal training in negotiations and/or demonstrated experience

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