Key Account Manager

• Develop and manage the strategic key account strategy
• Create and implement a specific action plan for each strategic account
• Map decision-making processes and identify key stakeholders
• Analyze the needs, challenges, and opportunities of each account
• Identify potential barriers to market access and propose alternative scenarios
• Contribute to the development of the annual tactical plan and the definition of commercial priorities
• Manage the listing and inclusion of products with public and private healthcare institutions
• Prepare responses to tenders, negotiated contracts, and requests for quotations
• Lead commercial negotiations
• Monitor contract execution, quantities ordered, commercial terms, and customer commitments
• Develop and maintain relationships with decision-makers and key stakeholders within healthcare institutions
• Organize regular account reviews to measure satisfaction and ensure customer retention
• Represent the company at congresses, scientific events, and industry conferences
• Track sales, revenue, and performance indicators
• Analyze results and recommend appropriate corrective actions
• Conduct competitive, institutional, and commercial intelligence
• Provide regular reports to management and record activities in the CRM
• Collaborate in a project-based environment with field, medical, marketing, hospital procurement, customer service, and regulatory affairs teams
• Coordinate activities with healthcare professionals
• Support Customer Service with logistics-related issues
• Share information related to pharmacovigilance, quality complaints, and medical information requests

Requirements

• Advanced degree in a scientific, commercial, or healthcare-related field
• Proven experience managing strategic accounts, ideally in the pharmaceutical industry or a hospital environment
• Strong understanding of hospital decision-making processes
• Strong knowledge of tendering mechanisms and the procurement processes of healthcare institutions
• Comfortable negotiating with multiple stakeholders
• Experience in, or ability to manage, cross-functional projects
• Excellent negotiation skills and strong business acumen
• Strong customer and results orientation
• Ability to build lasting relationships with senior decision-makers
• Analytical mindset and proficiency in managing performance indicators
• Self-motivated, organized, and able to set priorities
• Team-oriented and comfortable working in a project-based environment
• Agile, proactive, and adaptable
• Commitment to procedures, ethics, and pharmaceutical industry compliance requirements
• Medical Sales Representative certification required as part of the application

Core Competencies

Demonstrates expertise in managing strategic accounts within the pharmaceutical industry, with a strong focus on negotiation, stakeholder engagement, and performance analysis. Proficient in developing action plans, monitoring contract execution, and ensuring compliance with industry standards.

Highest-signal resume keywords

• Strategic Account Management
• Negotiation Skills
• Tendering Mechanisms
• Cross-Functional Project Management
• Healthcare Compliance

ATS Optimization Keywords

Hard Skills

• Performance Indicator Management
• Contract Execution Monitoring
• Commercial Intelligence Analysis
• Action Plan Development
• Stakeholder Mapping

Soft Skills

• Customer Orientation
• Relationship Building
• Analytical Mindset
• Self-Motivation
• Team Collaboration

Certifications & Qualifications

• Medical Sales Representative Certification

Industry Keywords

• Pharmaceutical Industry
• Healthcare Institutions
• Procurement Processes
• Market Access
• Commercial Priorities

Tools & Technologies

• CRM Software