Senior Account Manager - Member Engagement (Fixed Term Contract) in London

ClarusONE Sourcing Services, LLP, provides strategic generic pharmaceutical services for both Walmart Stores, Inc. and McKesson Corporation. Its mission is to enable access to affordable medicines, which it has successfully been doing since its inception in 2016. ClarusONE is a joint venture between Walmart and McKesson, two of the top 10 biggest corporations in the USA, according to the Fortune 500 list. They have more than two decades of history working together to improve the quality and lower the cost of pharmaceutical care to patients. This partnership leverages McKesson’s demonstrated strength and expertise in global pharmaceutical sourcing in conjunction with Walmart’s strength and commitment to delivering leading health and wellness services to their customers. ClarusONE Sourcing Services is headquartered in London and prides itself on its can-do attitude that has ensured millions of Americans pay less when buying generic pharmaceuticals every day.

Job Purpose:

Supply chains that maximise added value work end to end, not in multiple silos. The Senior Account Manager is a crucial role in ClarusONE to ensure that the buy-side and the sell-side are working in alignment, as the role acts as the main point of contact for the Member and is responsible for managing the interface between the Member and ClarusONE. The Senior Account Manager will manage all Member matters, will anticipate the Member needs, will work across ClarusONE by sharing all relevant information, will ensure deadlines for the Member are met and will facilitate how value is maximised for the Member. This role is responsible for developing the relationship between ClarusONE and the Member while serving as the liaison to drive strategic alignment between buy-side and sell side activities for Generic medicines. In addition, the role will be responsible for developing a deep understanding of the members strategic needs, routinely reviewing market and industry dynamics and working cross functionally within ClarusONE and with the member.

The role will work closely with the sourcing team to ensure sourcing strategies evolve to meet the member and their respective customer needs as well as identify and support with channel specific initiatives/strategies. The role is expected to proactively translate Walmart’s commercial and strategic priorities into actionable sourcing inputs, and to constructively challenge internal sourcing teams where current strategies do not fully reflect Member needs or market dynamics. The role will also engage with a broad stakeholder community within Walmart, including pharmacy operations, Central Fill and the merchant team, and must manage these relationships with appropriate depth and rigour.

The role will work with the Senior Director, Member Engagement to ensure there is a structure and framework for managing the account planning cycle and activities with the Member. The aim to ensure the member needs and expectations are met and align to our internal priorities and business goals. They will assume responsibility to lead a quarterly business review with the right stakeholder group and work with the ClarusONE leadership to prepare all necessary material and align with key stakeholders from across the business. The Senior Account Manager is a critical role in the Member Engagement function and will continuously look to drive operational efficiencies between ClarusONE and its Members.

Responsibilities:

• Lead and develop a solid and trusting relationship between Walmart and ClarusONE;
• Developing a complete understanding of the Member needs for the Walmart pharmacy business, to ensure that the work of ClarusONE will meet the Member’s goals in the short, medium and long term;
• Establish and operate within the agreed account management framework, oversee QBR’s as well as manage the annual Member strategic joint planning process to identify strategic initiatives, review ways of working and develop mutual performance and growth objectives;
• Engage in frequent strategic planning meetings aimed to align buy-side and sell-side strategies to better meet Member’s evolving needs and increase Member profitability;
• Coordinate activities to exceed assigned targets for growth and deliver on the strategic objectives set and facilitate solution development efforts that address Member wants/needs; this will include future growth initiatives and the relevant segmentation of the existing portfolio to ensure alignment on what role each of the key molecules plays in maximising its performance;
• Evaluate the performance of any Member initiatives to ensure that learnings are identified and any corrective actions are proposed for further improvement;
• Ensure the development of internal processes so that ClarusONE is proactively identifying issues on behalf of the Member and addressing them on a timely basis;
• Ensure that relevant Member information is cascaded to all of the relevant internal teams at ClarusONE;
• Planning and presenting reports on a periodic basis that covers Member progress, goals, and quarterly initiatives to share with team members and other stakeholders;
• Continuously seek to drive operational efficiencies between Member and ClarusONE. Support resolution of Member operational issues and develop plans to align sourcing activities within ClarusONE;
• Monitor and report on financial and commercial performance for the Walmart account, including savings delivery, value realisation, and progress against agreed targets, ensuring ClarusONE can demonstrate clear and measurable impact to the Member and to internal leadership;
• Lead and develop the Account Associate, Walmart, setting clear SMART objectives, conducting regular one-to-ones, and actively supporting their professional growth; act as deputy to the Senior Director, Member Engagement where required and contribute positively to the broader team culture within Member Engagement;
• Working with the Account Associate to ensure that there are a set of reports and metrics to be reviewed on a monthly basis to identify whether processes are operating as efficiently as possible and any corrective actions that need to be taken are identified so that costs are minimised or service level improved;
• Drive high Member satisfaction by ensuring ClarusONE consistently meets or exceeds agreed service standards and commitments; define and track meaningful KPIs covering Member engagement, initiative progress, and savings performance, and report these to the Senior Director on a regular basis;
• Develop and maintain a deep understanding of the generic pharmaceutical industry, including market dynamics, competitive landscape, and regulatory developments; take ownership of pipeline visibility and launch readiness activities, including Day 1 and Day 181 launch coordination, and ensure Walmart has timely access to relevant information through the ClarusONE Member Portal.

Requirements:

Education/Experience:

• Bachelor’s degree; preference for Finance, Economics, Business or similar
• Preference for Masters in Business Administration
• Minimum of 8 years of experience in account management, sales, sourcing, business development or product management
• Pharmaceutical experience preferable

Knowledge/Skills:

• Key account management, sales of business development experience
• Strong data literacy, including proficiency in MS Excel and/or Access for data extraction and manipulation; comfort working with dashboards, reporting tools, and large datasets to generate commercial insight; familiarity with digital and analytics platforms is advantageous.
• Well organized, process and team-oriented with the ability to prioritize quickly.
• Excellent communication skills and able to work with all levels of management and internal/external customers to get results quickly – able to communicate decisions and recommendations to stakeholders in a high-pressure environment.
• Highly motivated self-starter: ability to initiate and manage work with sense of urgency.
• Ability to effectively deliver “bad news” and manage conflict to successful resolution.
• Ability to perform in a fast-paced, results driven environment that is constantly changing.
• Ability to build and maintain long term relationships.
• Willingness and ability to travel internationally, including regular travel to the US (including Bentonville, AR) for Member engagement, and attendance at 3 to 5 industry conferences per year; flexibility to accommodate time zone differences and occasional out-of-hours working is required.
• Formal training in negotiations and/or demonstrated experience.