Market Access Manager
The Market Access Manager (MAM) is primarily responsible to partner with his/her customer(s) to develop business solutions through access strategies that will drive Profitable Growth for Organon through “best in class” Customer Satisfaction leveraging our entire portfolio of products, services and solutions.
The MAM will be implementing strategic, long-term business plans for the Key Strategic Accounts building sustainable relationships and integrating customer insights. They lead Value Creation through the accomplishment of the established key Customer/Organon strategic objectives and addressing previously unmet and/or evolving needs.
The MAM is the primary point of contact for key Customer including some institutions.
The MAM understands the customers and stakeholders, who determine whether a brand is listed or purchased, the purchasing process within the account, and the Brand Priorities so that they can support brand Profitable Access in these accounts. The MAM must lead and partner with interdisciplinary teams to implement and to maximize the strategic agreement with the account, ensuring one Organon voice to the Customer.
Identifying emerging or accelerating market Trends, population profile according to our Company's priorities, access and reimbursement facts and relevant Insights to drive growth opportunities with Key stakeholders.
Understanding the mission and vision of the Customer; its key interests, strengths, weaknesses, opportunities, and threats; and creating value propositions accordingly.
Developing an in-depth understanding of the Key Account’s unmet and evolving needs and deducting Implications integrating our Company's full portfolio in coordination with the Key Account Management (KAM).
Completing a competitor analysis for the Customer based on access drivers.
Understanding the decision-making, patient journey, healthcare indicators, related to Contracting processes within the Account.
Developing thorough knowledge and use of Customer “strategic landscape."
Maintain up-to-date knowledge in coverage, reimbursement, quality indicators, sustainability, pricing, value-based healthcare, health technology assessment and innovative access and negotiation models in Colombia and develop strategies to train the team on these topics to make the difference in field and add value to the stakeholders. Being proactive in the screening of the healthcare policies, identifying risks, threats and opportunities; estimate the impact to the access strategies and business developing, and cocreate action plans according to the outcome desired.
Identifying Key Account Stakeholders and understanding their perspectives on our Company, our competitors and the healthcare environment as well as their needs related to improving patient outcomes to create a competitive advantage.
Capturing short and long-term business opportunities based on in depth Market and Customer understanding. Identify the opportunities and threats for access to our Company's pipeline in the healthcare system, propose strategies to improve the tackle them, coordinate with the KAMs, promotion & marketing, business units and others that correspond, the action plan and its implementation.
Defining, presenting, and validating Account objectives and KPIs with relevant business stakeholders.
Developing and executing a value and access strategy according to the healthcare system requirements, recognizing the patient journey and the ways to improve it, and the goals and priorities to the Company.
Build and maintain a transparent, solid and evidence-based stakeholder´s network with decision makers, cohort managers, pharmacist, health managers, pharma directors, value leads, etc., including Territorial Entities and their trade associations, complying high compliance standards and local legislations.
Defining and executing a tailored Organon value proposition linked to Customer needs using a cross-team approach based on the evidence and cocreate innovative access models to expand access to our portfolio in a sustainable, transparent, and according to the best clinical evidence way.
Creating, developing and/or adapting communication strategies, platforms, tools, and value proposals and messages tailored to the different stakeholders in the healthcare ecosystem and work with the internal teams to appropriate and share them as foundational of our value proposition.
Developing long-term customer-centric strategies that will grow access to pertinent populations, revenue, market share and portfolio penetration while also building our reputation through professional engagement and partnerships with key decision-makers based on expand value in healthcare. Defining collaborative opportunities to address unmet and/or evolving needs.
Determining how to develop and implement comprehensive strategic offerings by leveraging cross-functional internal resources.
Obtaining a thorough a deeply understanding of the healthcare system, needs and expectations of the key stakeholders (patients, insurers, providers, HMOs) and ORGANON’s negotiation position, evidence and support information for business case and value argument development in a teamwork with other areas.
Developing and implementing effective, purposeful, and concise communications linked to our Company's value proposition for the Key Account based on healthcare priorities and shared interests to drive Customers’ engagement integrating value-based access models for the whole Organon portfolio.
Working in coordination with the KAM on developing and maintaining long-term relationships with customers/stakeholders within the Key Accounts that are responsible for the “access, value recognition, value in health, pharmacotherapeutic committee, health economics departments, etc.” side of the account (e.g., Directors of Pharmacy, Scientific Director, Value Director, Cohort lead, Senior Procurement Managers, and Hospital "C-Suite" customers (CEO, CFO and COOs)).
Serving as primary Organon interface for the value and access strategy for our Company's Portfolio – coordinating the efforts of all other functions/divisions towards the account.
Lead the process of identify opportunities and cocreate personalize value proposition´s and value-based negotiations according to our Company's priorities, aiming at developing a strategic collaboration. Identifies personalized value proposition to each account and specific therapeutic area as differentiators linked to our Company's products and services.
Coordinating resources across our Company's team to support collaboration goals.
In coordination with KAMs, monitoring metrics and KPIs according to the tracking plan and re-shaping account strategy and operational activities based on learnings.
Gaining local leadership team sponsorship to ensure disproportionate local focus and investment for the Key Account.
Determining account team membership, roles and responsibilities based on Customer(s)’ needs, objectives and plans as well as based on our Company's business objectives and value strategy.
Setting a vision and strategy for the Customer Team and committing the Team to compelling objectives.
Holding regular account planning and review meetings in coordination with the KAMs which act as a forum for information sharing, providing status updates and initiating course corrections related to the Key Account.
Ensuring excellence in execution related to entire Customer Team.
Required Education, Experience and Skills
Deep understanding the healthcare system, access to medicines, risk management, Pharmacoeconomics and health technology assessment. Knowledge in epidemiology is desirable.
Knowledge and experience “hands on” in developing and implementing innovative access and reimbursement models (risk sharing, pay per performance, capping, etc.) and centralize purchasing, among others.
5+ years of solid experience in positions with responsibility for the design and implementation of value and access to medicines strategy in the healthcare market. Desirable specific experience in therapeutical areas such as self-immune diseases (biosimilars), sexual & reproductive healthcare, and oncology.
3+ years of experience working in a customer-facing role.
Demonstrate a high level of engagement and networking with key stakeholders in the healthcare ecosystem, end to end.
Knowledge in agile methodologies is desirable.
Strong knowledge of customer/business strategy.
Advanced English level (must).
Who We Are:
Organon delivers ingenious health solutions that enable people to live their best lives. We are a $6.5 billion global healthcare company focused on making a world of difference for women, their families and the communities they care for. We have an important portfolio and are growing it by investing in the unmet needs of Women’s Health, expanding access to leading biosimilars and touching lives with a diverse and trusted portfolio of health solutions. Our Vision is clear: A better and healthier every day for every woman.
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Applicable to United States Positions Only: Under various U.S. state laws, Organon is required to provide a reasonable estimate of the salary range for this job. Final salary determinations take a number of factors into account including, but not limited to, primary work location, relevant skills, education level, and/or prior work experience. The applicable salary range for this position in the U.S. is stated below. Benefits offered in the U.S. include a retirement savings plan, paid vacation and holiday time, paid caregiver/parental and medical leave, and health benefits including medical, prescription drug, dental, and vision coverage in accordance with the terms and conditions of the applicable plans.
Annualized Salary Range (US)$0.00 - $0.00
Travel Requirements: Organon employees must be able to satisfy all applicable travel and credentialing requirements, including associated vaccination prerequisites.10%
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