Job Description

Reporting to the Public Market Access Lead, the Public Access Key Account Manager (KAM) is the primary point of contact for assigned public sector customers. This role drives profitable growth and “best in class” customer satisfaction by leveraging our full portfolio of products, services and solutions, while building and sustaining long term strategic partnerships.

The KAM represents the company with the Customer, identifying areas of mutual value and ensuring profitable access for our brands. This role requires a strong understanding of stakeholders and decision-makers who influence formulary listing and access, as well as their evaluation processes and priorities. The KAM leads and partners with cross functional teams to execute strategic agreements and present a “One company” voice. A deep end to end understanding of the healthcare ecosystem (payers, hospitals, insurers) and the ability to design and deliver creative, data driven solutions is essential.

This role is based in Santiago.

Key Responsibilities

Market & Customer Insights

• Identify emerging market trends and insights to unlock growth opportunities with key customers.
• Understand the customer’s mission, vision, priorities, strengths, and challenges to craft tailored value propositions.
• Develop an in-depth view of key accounts’ unmet and evolving needs, aligning them with company priorities.
• Analyze competitors and account specific market dynamics.
• Map decision-making, logistical and tender/contracting processes, including key internal and external influencers. Account Planning & Strategy
• Capture short- and long-term opportunities based on robust market and customer insight.
• Define and validate objectives and KPIs with internal stakeholders.
• Build comprehensive Customer Account Plans that integrate customer goals, competitive context and business challenges.
• Articulate the company’s value proposition aligned to customer needs and cross portfolio priorities.
• Design long term, customer centric strategies that create mutual value and strengthen the company’s reputation.
• Identify collaborative initiatives to address unmet and/or evolving access needs.
• Leverage cross functional resources to develop and implement integrated strategic offerings.

Execution & Performance Tracking

• Build and maintain strong relationships with key “business side” stakeholders (e.g., Pharmacy Directors, Procurement, Business Development, Contracting Managers, C Suite).
• Act as the single company interface for all products and services, coordinating internal efforts toward the account.
• Lead value based, portfolio wide negotiations to establish strategic collaborations and highlight the company’s differentiators.
• Align with decision makers on mutually beneficial business opportunities.
• Orchestrate company resources to support collaboration goals.
• Monitor KPIs and metrics, adjusting strategy and tactics based on performance and learnings.

Integrated Account Team Leadership

• Secure local leadership sponsorship to ensure focus and investment on key accounts.
• Define account team composition, roles and responsibilities aligned with customer and company objectives.
• Set a clear vision and strategy for the customer team, with ambitious and aligned goals.
• Lead regular account reviews to share insights, update status, adjust course and ensure strategic alignment.
• Drive excellence in execution across the full customer team. Contract Support
• Support the development and management of contracts and tenders in line with account strategy.

Profile required

• Strong customer centric mindset.
• Solid knowledge of the healthcare system and access pathways.
• Proven experience leading cross functional teams.
• Strategic mindset, with ability to understand the broader business landscape and align account plans with company goals.
• Strong influencing and negotiation skills to secure win win agreements and communicate vaccine value propositions.
• Business and financial acumen to analyze data, identify trends and translate needs into business opportunities.

Background

• 3+ years in roles with direct customer responsibility.
• 3+ years of experience in the healthcare industry (mandatory).
• Strong understanding of public market strategies.
• Recent, hands-on local market and customer knowledge.
• Bachelor’s degree in health sciences, Business, Administration, Marketing or related field.

Skills & Languages

• Self-driven, able to work with a high degree of independence.
• Excellent interpersonal and communication skills; comfortable working with diverse cultures and disciplines.
• Strong peer leadership; able to collaborate and coordinate across different reporting lines.
• Effective team player in a matrix environment.
• Languages: Spanish; Intermediate English.

Travel

• Up to 25% of the time

Required Skills:

Account Management, Account Management, Account Planning, Adaptability, Business Development, Business Opportunities, Contract Management, Customer-Focused, Customer Needs Assessments, Customer Satisfaction, Data Analysis, Emerging Markets, Health Care Systems, Lateral Leadership, Market Analysis, Pharmaceutical Sales, Procurement, Product Knowledge, Product Offerings, Profitable Growth, Project Management, Sales Proficiency, Sales Target Achievement, Strategic Collaborations, Strategic Planning {+ 2 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

06/30/2026

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