Role Description En tant que Key Account Manager Comptes Publics (d/f/m) et rattaché(e) au SubChapter Lead Key Account Manager, vous intégrez une équipe dynamique et êtes Expert(e) des comptes stratégiques. - Vous êtes la voix des clients et représentez Roche auprès de ces derniers. - Compréhension parfaite de la cartographie des interlocuteurs et de la matrice décisionnelle des comptes. - Vue précise du positionnement compétitif de Roche vis-à-vis des enjeux des clients. - Définition et responsabilité de la stratégie commerciale et financière des comptes existants ou futurs. - Définition et mise en œuvre de la stratégie de négociation. Vos principales responsabilités: - Déterminer les plans à déployer pour les grands comptes publics sous votre responsabilité. - Identifier les leviers soutenant le développement de partenariats solides. - Identifier et saisir les différentes opportunités au sein des comptes. - Co-designer et proposer les solutions Roche adaptées aux besoins des clients. - Responsable de l'atteinte des objectifs business, de l'évolution du chiffre d'affaires et de la profitabilité des comptes. - Coordonner l’équipe projet engagée autour de la construction de la réponse aux appels d'offres. - Assurer la bonne contractualisation en adéquation avec les règles du groupe et de la filiale. - Mettre en place et suivre les indicateurs de performance pertinents pour les comptes. - Engager les équipes sur l’amélioration continue des actions. - Garantir la pertinence et l'efficacité du schéma de communication au sein des comptes. - Identifier les compétences requises et constituer une équipe engagée autour des besoins du client. - Assurer la bonne compréhension de l’actualité du compte et de notre position compétitive par les membres de la squad. - Tenir l’équipe informée des KPIs des comptes. - Garantir le respect de la compliance dans les relations avec le client. - Garantir la justesse et l'exhaustivité des informations relatives au client dans le CRM. Qualifications - Maîtrise des Techniques de Négociation Commerciale et de Gestion de Projet. - Une culture scientifique est un grand atout. - Excellente aisance relationnelle. - Excellente capacité d’analyse et de synthèse. - Gestion de données. - Business acumen : capacité à analyser et comprendre les enjeux stratégiques et business de l’industrie du DIV et de la santé. - Consulting Skills : excellente capacité d’écoute, traduire la demande en besoin, aligner les interlocuteurs autour d’une vision commune. - Leadership : capacité à inspirer, engager et influencer. - Votre niveau d'Anglais est professionnel. Benefits - Environnement de travail agréable et inclusif. - Engagement envers la diversité comme source d'innovation.

Role Description As an Enterprise Account Manager at HP, you will play a pivotal role in driving the sales of HP’s Personal Systems products, services, and solutions. You will be tasked with developing robust customer relationships and independently managing a territory of named enterprise accounts. Your primary responsibilities will include: - Expanding HP's footprint in enterprise accounts. - Breaking into new accounts. - Pipeline creation, deal acceleration, and closure of both new and existing accounts. - Addressing various business challenges and suggesting solutions. - Managing diverse and complex problems. - Leading teams, guiding decision-making, and exercising independent judgment. Looking for a candidate that is located in the state of VA, MD, DE or PA to cover a specific list of named accounts. Responsibilities include: - Demonstrating an advanced level of subject matter expertise and employing consultative-selling techniques to identify and advance opportunities. - Coordinating and owning account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings. - Identifying complex customer requirements, mapping them with the organization’s capabilities, and choosing the most suitable direct/indirect supply chain options. - Building strong professional relationships with high-level clients, gaining a deep understanding of their unique business needs, and aligning the organization's solutions accordingly. - Developing and executing sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share. - Analyzing and interpreting key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. - Engaging strategically with partners to improve win rates on selective deals and consistently achieving and managing quarterly, half-yearly, and yearly sales quotas. - Leading contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships. - Managing the sales pipeline, entering, and updating opportunities in the pipeline tool, and implementing pipeline management practices. - Conducting regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement. Qualifications - Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. - Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field. Requirements - Certified Technology Sales Professional (CTSP) (preferred). Benefits - Health insurance - Dental insurance - Vision insurance - Long term/short term disability insurance - Employee assistance program - Flexible spending account - Life insurance - Generous time off policies, including: - 4-12 weeks fully paid parental leave based on tenure - 11 paid holidays

Role Description As we expand into new specialties and accelerate growth, we seek a strategic, dynamic and growth-oriented Vice President, Account Management to define and lead our customer engagement strategy and operations. This individual will own and scale new integration, account management, and business growth, ensuring that our customers experience consistent, high-value outcomes, seamless integration, sustained success, and long-term strategic partnership. This role operates as a key member of the leadership team, shaping growth strategy, customer segmentation, and long-term value creation across the Intrafusion portfolio. Key Responsibilities - Customer Onboarding: Set onboarding strategy and governance, ensuring scalable, standardized approaches that drive clinical, operational, and financial performance across all new partnerships. - Account Management: Establish strategic partnerships with key customers, driving long-term strategic alignment, retention, and value realization across a national portfolio. - Growth and Retention: Drive customer revenue growth strategy and expansion pipeline, including identification of new service offerings, cross-sell/upsell opportunities, and long-term account planning tied to enterprise growth targets. - Operational Excellence: Collaborate cross-functionally to refine workflows, improve service efficiency, and address customer pain points with innovative solutions. - Metrics and Reporting: Define success metrics and performance frameworks, ensuring visibility to leadership and embedding data-driven decision making across the organization. - Leadership and Development: Lead a high-performing customer success team, including setting organizational design, talent strategy, succession planning, and performance standards aligned to business growth. - Customer Engagement & Advisory Role: Act as an advisor to key clients and partners, attend QBRs and strategic engagements focused on revenue cycle performance, reimbursement optimization, and evolving market dynamics. - Influence decisions with customers, proactively address financial and operational challenges and align solutions to long-term strategic goals. Qualifications - Degree or equivalent experience. - Typically requires 13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience). Requirements - 13+ years of progressive experience in provider account management and operations, preferably in infusion, specialty pharmacy, or oncology settings. - Demonstrated experience leading large, multi-layered organizations and developing senior leaders. - Proven track record of delivering sustained revenue growth and customer retention at scale. - Exceptional strategic leadership with experience influencing enterprise decisions and cross-functional priorities. - Travel up to 50%. Benefits - Competitive compensation package as part of our Total Rewards. - Pay range: $290,000 - $483,400 (Total Target Cash defined as base pay plus target incentive). - Other compensation, such as an annual bonus or long-term incentive opportunities may be offered.

Role Description This position sits within US Market Access End-to-End Contracting which delivers best-in-class, end-to-end services aimed at providing affordable patient access, insightful customer experiences, and enriching employee experiences. The Integrated Account Management (IAM) Team manages direct account and contract responsibility across the entire US health care system for our company's commercial and government business. The Associate Director, Health Plan (HP) / Pharmacy Benefit Manager (PBM) Customer Manager (CM) acts as a unique and critical connection point in this dynamic environment to bridge field and internal stakeholders for the purpose of reaching mutually beneficial customer contracts. In close partnership with the designated National Account Director (NAD), this role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate. The CM will focus on managing the end-to-end contract lifecycle from development through implementation in coordination with field personnel for our health plan/PBM contracts. Core Responsibilities include but may not be limited to: - Manages end-to-end contract process by drafting, revising, and negotiating utilization-based contracts. - Serves as internal-facing counterpart to NAD to drive activities such as: - Implementation and negotiation of contracting initiatives - Evaluation/review of account performance and segment trends to optimize net sales for company products - Balance improved customer performance with our company's business objectives - Identification and execution of contracting opportunities that meet profitability and access objectives - Engagement with our company's Senior Leadership to conduct business reviews, suggest strategic approaches to navigate customer relationships, and identify opportunities to optimize internal business objectives - Partners with NAD on development and implementation of Customer Account Plans - Establishes and maintains meaningful relationships with contract decision makers inclusive of internal and external stakeholders. - Drives collaboration among company stakeholders (e.g., CCE, Finance, Payer Marketing) to work toward agreements that are mutually beneficial to the Customer and our company. - Proactively identifies opportunities to bring value to the customer(s) and provides recommendations to the NAD. - Interprets legal language and understands its implications to develop Terms & Conditions (T&C), including identifying business-related areas of risk and exposure, in partnership with commercial attorneys or other internal counsel. - Understands rules and contracting processes; uses that knowledge to identify creative solutions to successfully negotiate with internal our company's teams and/or Customers. - Coordinates financial, trend, or data modeling analytic results and implications to support negotiations. - Oversees internal-facing evaluations and analyses of customer contracts. - Has a working knowledge of data analytics techniques to inform inputs/outputs of sophisticated analyses; can draw logically sound, data-driven conclusions about contract scenarios. - Accurately applies appropriate analogy models and customer understanding to best recommend discounting options with customer financial modeling and profitability metrics. - Monitors marketplace trends and regulatory changes that could influence contracts. - Proactively gathers and analyzes product level information from other CMs and collaborates with Payer Marketing to guide payer marketing strategies. - Demonstrates awareness of and sensitivity by creating experiences for all customers and coworkers. - Utilizes strengths and acceptance of in team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance. Qualifications - Minimum Requirements: - Bachelor's degree (BS/BA) or equivalent - Minimum of 5 years’ experience in the pharmaceutical/healthcare industry - Direct account management, customer contracting and financial analysis, customer marketing, and/or pharmaceutical supply chain experience. - Demonstrated ability to negotiate, execute, and implement contracts - Demonstrated ability to deliver on key initiatives and meet deadlines - Demonstrated ability to prioritize and work effectively in a fast-paced, dynamic environment - Demonstrated ability in strategic, relational, business-minded, analytical, and operational capabilities - Preferred: - Account management and/or contracting experience with Health Plans (HPs) and Pharmacy Benefits Managers (PBMs) Requirements - Account Management - Bidding Process - Business Reviews - Business Risk Management - Commercial Contract Management - Contract Management - Cross-Functional Leadership - Customer-Focused - Customer Management - Customer Marketing - Customer Relationship Management (CRM) - Delivering Value - Fast-Paced Environments - Financial Analysis - Market Access - Marketing - Marketing Strategies - Market Research - National Accounts Management - Operational Delivery - Payer Marketing - Pharmaceutical Supply Chain - Relationship Management - Sales Acumen Benefits - Medical, dental, vision healthcare and other insurance benefits (for employee and family) - Retirement benefits, including 401(k) - Paid holidays - Vacation - Compassionate and sick days