Key Account Manager, Scotland

Job Description

TheKey Account Manager (KAM)is responsible for achieving territory sales and performance targets for ALK’s allergy portfolio. This role focuses on developing and maintaining strong relationships with key stakeholders across the NHS and private sector, driving product demand, and ensuring patient access through effective collaboration with Market Access, Medical, and Marketing teams.

Key responsibilities

Sales and business objectives

Achieveterritory sales targetsand related performance goals.

Develop and execute astrategic business planfor the territory, including tactical objectives for Integrated Care Systems (ICS) and key hospitals/accounts.

Monitor and analyseterritory performance, reporting progress against objectives.

Identify and engagepotential and current prescribersto drive demand for ALK products.

Securebrand advocacyfrom key prescribers and clinical influencers.

Capitalise onlocal initiativesto increase market opportunities.

Stakeholder engagement and pathway development

Build and maintain strong relationships withpayors, physicians, prescribers, and other key stakeholders within NHS and private accounts.

Influenceprescribing guidelines,formulary inclusion, andtreatment pathwaysto support patient access to ALK products.

Collaborate withMarket AccessandMedicalfunctions to achieve formulary and pathway goals.

Work cross-functionally withMarketingand the broader ALK team to redesign and optimise NHS pathways across Integrated Care Systems.

Governance and compliance

Manage theterritory budgetresponsibly, ensuring adherence to company SOPs and theABPI/PMCPA Code of Practice.

Ensure timely payment and accurate tracking of costs related to promotional meetings, educational events, and customer support programmes.

Maintain accurate, timely, and compliant records in theALK CRM system.

Operate in full compliance with company policies, procedures, and relevant Codes of Practice.

Market insight and intelligence

Maintain a high level ofNHS/HSE and local health economy knowledge, as well as a thorough understanding of ALK products, competitors, and the disease area.

Monitor market developments and competitor activity, sharing relevant intelligence that could impact ALK’s business.

Continuously update knowledge of customers and maintain accurate territory data.

Collaboration and reporting

Actively participate in company meetings, training sessions, and cross-functional initiatives.

Provide regularterritory performance reportsand updates in line with agreed timelines.

Support colleagues as required, including occasional travel outside of the defined territory.

Undertake additional responsibilities or project work as required.

Education, skills and competencies

Experience:Provenpharmaceutical salesexperience, ideally within specialty care or similar therapeutic areas.

Strong knowledge ofNHS structureand local health economies.

Excellentaccount management,negotiation, andrelationship-buildingskills.

Analytical and strategic mindset, with strong business planning abilities.

Demonstrated ability to workcross-functionallyand collaboratively within matrix teams.

High standards ofcompliance,integrity, andprofessional conduct.

At ALK, we are driven by a clear purpose – to improve the lives of people with allergies through science, innovation, and care. As part of a company with over a century of heritage and a strong global presence, you will play a vital role in bringing meaningful solutions to patients and healthcare professionals.

You will join a supportive, collaborative environment where your expertise and initiative are valued. We offer opportunities for professional development, cross-functional learning, and the chance to contribute to projects that make a real difference in allergy management.

Together, we work to make allergy treatment more accessible, effective, and life-changing – for patients everywhere.