Hospital Key Account Manager

Contract 12 Months 


The Hospital Key Account Manager will be responsible for developing and executing strategic sales plans to increase market penetration of a leading biologic therapy in hospital settings. The role focuses on managing relationships with key stakeholders — including hospital formulary committees, pharmacy departments, and clinical specialists — while driving uptake and ensuring sustainable business growth.

Key Responsibilities

1. Strategic Account Management

• Develop and maintain strong relationships with key hospital stakeholders: pharmacy directors, formulary committees, clinicians, and procurement officers.

• Create and execute comprehensive account plans based on opportunity and potential.

• Lead hospital tender submissions, contract negotiations, and access strategies.

• Monitor competitor activity, pricing trends, and market developments.

2. Sales & Business Development

• Achieve or exceed sales and volume targets in the hospital segment.

• Identify and develop new business opportunities within hospitals and specialty care centres.

• Collaborate cross-functionally with marketing, medical affairs, and access teams to deliver impactful value propositions and promotional initiatives.

• Conduct persuasive presentations, educational meetings, and training for healthcare professionals and decision-makers.

3. Market Access & Health Economics

• Support value-based arguments, budget impact models, and cost-effectiveness analyses for hospital stakeholders.

• Engage with payers and procurement bodies to support reimbursement and inclusion on hospital formularies.

• Implement switching strategies and promote adoption where appropriate.

4. Clinical & Medical Collaboration

• Partner with medical affairs to provide robust clinical data, post-market evidence, and real-world outcomes supporting product use.

• Participate in advisory boards, clinical discussions, and professional conferences as appropriate.

5. Forecasting, Reporting & Territory Management

• Develop accurate forecasts, pipeline updates, and sales reports.

• Track tender cycles, contract renewals, and market share evolution.

• Manage territory budgets and ensure full compliance with internal policies and external regulations.

6. Regulatory & Compliance

• Ensure all promotional activities adhere to relevant codes of practice and company standards.

• Collaborate with compliance, regulatory, and legal teams to ensure ethical and compliant operations.

Qualifications & Experience

• Education: Bachelor’s degree in Life Sciences, Pharmacy, Biomedical Science, Business, or related discipline (advanced degree preferred).

• Experience:

  • 5–7 years in pharmaceutical, biotech, or healthcare sales, ideally in hospital or specialty care settings.

  • Proven success in hospital account management and tender negotiations.

  • Demonstrated ability to influence formulary decisions and secure reimbursement or access.

• Knowledge:

  • Strong understanding of biologics/biosimilars, hospital procurement processes, and healthcare systems.

  • Familiarity with pharmacoeconomics, health technology assessments, and payer environments.

• Skills:

  • Excellent communication, negotiation, and relationship-building skills.

  • Strategic thinker with strong business and analytical acumen.

  • Ability to work autonomously and manage multiple priorities across regions.

  • Willingness to travel extensively.