Head of Strategic Key Account Management (m/f/d)

Job title: Head of Strategic Key Account Management (m/f/d)

Company: Novartis


Job description: Job Description Summary To lead and develop the Key Account Management organization, drive strategic growth of globally distributed key accounts, and ensure seamless client experience and strong internal alignment to achieve business objectives (
2 bn USD business)
Furthermore, strong focus on contract improvements and contract alignments to meet Novartis interests and to maximize Novartis business options.Job DescriptionLocation: Schaftenau, Tirol, Austria; #LI-HybridKey Responsibilities:

• Develop and implement overall KAM strategy aligned with corporate objectives.
• Segment accounts and define tailored strategies per segment.
• Drive account planning and growth strategies for top accounts and strengthen and maintain relationships at senior levels in client organizations with strong focus on KAM topics.
• Act as escalation point for major accounts to ensure high satisfaction and resolution of issues
• Align closely with Project Management, Technical, Manufacturing, Quality, and other functions like regulatory teams to deliver on commitments and ensure KAMs act as “client champions” internally.
• Identify upselling and cross-selling opportunities in close alignment with BD Heads to maximize business options and contribute to commercial forecasting and revenue growth plans.
• Lead, coach, and develop the KAM team to build strong commercial capabilities and client-focused mindset and set and monitor clear KPIs and performance objectives.
• Track account performance (financials, satisfaction, growth metrics) and regularly report to the CCO and executive team on account health and strategic initiatives.

Minimum requirements:

• University degree in business, life sciences, or equivalent, strong legal background is a plus.
• Minimum 10 years of experience in the pharmaceutical/biotech/CDMO industry with proven negotiation experience and dispute management skills.
• Strong mindset in a winning attitude.
• Proven success in managing strategic key account projects ideally with a strong experience in ESO.
• Strong leadership and people development skills and strategic thinking and long-term planning ability.
• Excellent communication, negotiation and influencing skills.
• Strong cross-functional collaboration mindset.
• High emotional intelligence and client empathy.
• Data-driven and results-oriented.

For candidates applying in Austria:In addition to a market-competitive base salary, we offer an attractive incentive program, a modern company pension scheme, childcare facilities, learning and development options as well as worldwide career opportunities within the Novartis group. In accordance with Austrian law, we are obliged to disclose the minimum salary as stated in the collective bargaining agreement. For this position the minimum salary is € 113,701.28 EUR (on a full-time basis). The actual salary will be significantly higher, as we strive to maintain a competitive position in the market and consider your previous experience, qualifications and individual competencies.We are open for part-time and job-sharing models and support flexible and remote working where possible.Commitment to Diversity & Inclusion:Novartis is committed to building an outstanding, inclusive work environment and diverse team’s representative of the patients and communities we serve.Our recruitment decisions are based on selecting the best person for the job, regardless of gender, religion, age, colour, race, sexual orientation, nationality or disability.Skills Desired Accountability, Account Management, Commercial Excellence, Competitive Intelligence, Complexity Management, Compliance, Crm (Customer Relationship Management), Customer Engagement, Enterprise Sales, Ethics, Healthcare Sector, Integrated Marketing, Market Development, matrixed collaboration, Problem Solving Skills, Revenue Growth, Sales Strategy, Selling Skills, Strategic Leadership, Value Propositions

Expected salary: €113701.28 per year

Location: Österreich

Job date: Wed, 30 Jul 2025 01:05:10 GMT

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