Key Account Manager
Overview
We are seeking a driven and commercially focused Key Account Manager to develop strategic partnerships with key healthcare accounts and drive sustainable revenue growth. This role will focus on building long-term relationships with healthcare professionals, hospital stakeholders, and decision-makers to ensure successful adoption and utilization of the company’s portfolio.
The Key Account Manager will be responsible for managing priority accounts, identifying growth opportunities, and delivering value-based solutions aligned with customer needs and healthcare system priorities.
Key Responsibilities
Account Management
- Develop and execute strategic account plans for key healthcare institutions and clinical networks.
- Build strong relationships with key stakeholders including clinicians, department leads, procurement teams, and hospital management.
- Identify opportunities to expand product adoption within existing accounts and across new target accounts.
- Deliver consistent account performance aligned with sales and market share objectives.
Commercial Strategy
- Analyse account performance, market dynamics, and competitive activity to identify growth opportunities.
- Collaborate with cross-functional teams to deliver tailored solutions for customers.
- Drive product adoption through targeted engagement, education, and value-based discussions.
- Support product launches and market access initiatives within assigned accounts.
Stakeholder Engagement
- Engage with clinical leaders and key opinion leaders to support best practice and product utilization.
- Maintain a deep understanding of customer needs, treatment pathways, and procurement processes.
- Organise and support educational meetings, training sessions, and clinical discussions.
Collaboration
- Work closely with marketing, medical affairs, and supply chain teams to ensure effective execution of commercial strategies.
- Provide insights from the field to support business planning and market strategy.
- Ensure all activities are conducted in line with regulatory and compliance requirements.
Requirements
- Bachelor’s degree in life sciences, business, or a related field.
- Proven experience in pharmaceutical, medical device, or healthcare sales.
- Demonstrated success in key account management within hospital or specialist care settings.
- Strong understanding of healthcare systems, procurement processes, and clinical stakeholder engagement.
- Excellent relationship-building, negotiation, and communication skills.
- Ability to analyse data and develop strategic account plans.
- Self-motivated with the ability to work independently while collaborating across teams.
- Willingness to travel within the assigned territory.
Preferred Experience
- Experience working with hospital specialists such as ophthalmologists, orthopaedic surgeons, dermatologists, or similar clinical stakeholders.
- Experience managing complex healthcare accounts or regional hospital networks.
- Knowledge of product adoption pathways and healthcare market access.
Key Competencies
- Strategic account management
- Stakeholder engagement
- Commercial acumen
- Relationship building
- Market analysis
- Negotiation and influencing
- Cross-functional collaboration
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