Key Account Manager Vaccines

Job Description Are you a commercially driven sales professional with strong account management experience and a passion for delivering measurable business growth? We are looking for a Vaccines Key Account Manager (KAM) to lead commercial activity across assigned key accounts in Norway, with a primary focus on pneumococcal vaccines . This is a field-based commercial sales role with clear accountability for revenue growth, account penetration, and portfolio adoption . The successful candidate will own the commercial outcome in each account and will be responsible for identifying, prioritizing, and converting opportunities into measurable sales results. The role leads commercial engagement across public and private healthcare segments outside the National Immunization Programmes (NIPs) , translating market and system knowledge into concrete actions that remove barriers to purchase, accelerate uptake, and grow account value. Cross-functional support will be available as needed, while full commercial ownership remains with the KAM. This position is highly field-oriented, with up to 80% customer-facing time , and requires disciplined prioritization to ensure activity directly contributes to account growth and return on investment. Key Responsibilities: Commercial sales ownership and growth Own full commercial responsibility for assigned key accounts, including sales performance, revenue growth, and portfolio penetration. Identify, prioritize, and convert commercial opportunities across public and private healthcare customers. Act as the primary commercial interface for all vaccines-related business discussions within the account. Drive adoption and utilization of the vaccines portfolio by advancing opportunities from identification through negotiation, closing, and implementation. Market, system and customer understanding Develop a deep understanding of the Norwegian healthcare ecosystem, including decision-making pathways, procurement, tendering, contracting, and funding mechanisms, to proactively remove barriers to purchase. Analyze market dynamics, competitive landscape, and account-specific drivers to identify where and how commercial value can be realized. Map key stakeholders and decision-makers, understand their influence on purchasing decisions, and tailor engagement to progress commercial outcomes. Apply system and policy knowledge to navigate accounts effectively and unlock sales opportunities, without shaping policy. Account planning with prioritization and ROI focus Develop and own robust account plans with clear commercial objectives, prioritized opportunities, and defined success metrics. Allocate time and resources to accounts, segments, and initiatives with the highest commercial potential and return on investment. Define clear account KPIs linked to growth, penetration, and opportunity progression, and track performance rigorously. Continuously reassess priorities based on performance, learnings, and evolving market conditions. Leading commercial discussions, negotiation and closing Lead commercial negotiations with occupational health providers, municipal health services, private vaccination clinics, hospital customers, and GPs, in line with company strategy and policies. Develop and articulate strong value-based propositions that differentiate the vaccines portfolio and support successful deal closure. Own relevant contracting discussions and commercial terms in collaboration with internal stakeholders, maintaining accountability for outcomes. Progress opportunities decisively from dialogue to agreement, ensuring momentum and clarity at each stage. Sales-led cross-functional execution Pull and orchestrate cross-functional support from medical, market access, marketing, and supply teams in service of the sales objective, while retaining overall commercial ownership. Ensure cross-functional activities are clearly linked to advancing deals, strengthening account position, or accelerating growth. Coordinate internal resources efficiently to support priority opportunities without diluting commercial accountability. Field execution linked to outcomes Plan and execute customer interactions with a clear purpose to advance opportunities, progress negotiations, or grow account value. Ensure field activity translates into measurable commercial impact rather than relationship maintenance alone. Monitor agreed metrics and adjust tactics and engagement models to maximize sales effectiveness. Qualifications: Degree in Business (Sales/Marketing) or a relevant discipline, such as life sciences, public health, or medicine. MBA preferred but not required. Minimum five years’ experience in a commercial, customer-facing sales or account management role. Experience in the healthcare, pharmaceutical, or vaccines industry is strongly preferred. Key competencies: Proven ability to drive sales growth and lead negotiations. Strong commercial acumen with demonstrated prioritization and return-on-investment thinking. Solid understanding of Norwegian healthcare structures and procurement processes, applied to commercial execution. Ability to lead cross-functional collaboration while retaining clear ownership and accountability. Fluent in English and Norwegian. What we are looking for: We are looking for someone who combines commercial drive with strategic discipline, can navigate complex healthcare environments, and thrives in a role where success is measured by tangible business outcomes. You should be proactive, analytical, customer-focused, and confident in leading commercial discussions from opportunity identification through to closing. If you are motivated by growth, ownership, and impact, and you want to play a key role in advancing vaccines access and adoption in Norway, we would like to hear from you. Required Skills: Account Management, Account Planning, Account Strategies, Product Sales, Sales Performance, Sales Process Development Preferred Skills: Current Employees apply HERE Current Contingent Workers apply HERE Search Firm Representatives Please Read Carefully 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. <p