Key Account Manager

Job Description

The Key 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

Achieve territory sales targets and related performance goals.

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

Monitor and analyse territory performance, reporting progress against objectives.

Identify and engage potential and current prescribers to drive demand for ALK products.

Secure brand advocacy from key prescribers and clinical influencers.

Capitalise on local initiatives to increase market opportunities.

Stakeholder engagement and pathway development

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

Influence prescribing guidelines, formulary inclusion, and treatment pathways to support patient access to ALK products.

Collaborate with Market Access and Medical functions to achieve formulary and pathway goals.

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

Governance and compliance

Manage the territory budget responsibly, ensuring adherence to company SOPs and the ABPI/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 the ALK CRM system.

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

Market insight and intelligence

Maintain a high level of NHS/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 regular territory performance reports and 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: Proven pharmaceutical sales experience, ideally within specialty care or similar therapeutic areas.

Strong knowledge of NHS structure and local health economies.

Excellent account management, negotiation, and relationship-building skills.

Analytical and strategic mindset, with strong business planning abilities.

Demonstrated ability to work cross-functionally and collaboratively within matrix teams.

High standards of compliance, integrity, and professional conduct.