Institutional Key Account Manager

About the role

The Institutional Key Account Manager is responsible for driving sales, promotion and development within designated institutional accounts. This role creates and executes customer development strategies, aligns on account objectives, and ensures commercial targets are met.

Key responsibilities

• Develop and implement dedicated KAM action plans for assigned accounts.
• Lead the preparation of strategic and tactical plans, providing analysis of future potential and key programs.
• Prepare, negotiate and manage contracts, guiding company initiatives for target accounts.
• Conduct market analysis, including competitive intelligence on key accounts and competitors.
• Organize customer events and programs independently or with marketing/medical teams.
• Map stakeholders, segment and profile accounts, and maintain accurate data in the CRM system.
• Drive sales operations plan and achieve agreed sales and performance targets.
• Develop the sales team through training, coaching, and management of commercial programmes.
• Report technical complaints, adverse events, and special case scenarios within 24 hours.
• Distribute marketing samples where applicable.

Required profile

• Proven sales experience in multinational companies.
• Key account management experience, preferably with team management.
• Experience handling quality metrics and issues.
• Knowledge of clinical trial design, data review and reporting is a plus.
• Fluent English language skills.

Required skills

• Computer Programming
• CRM (Customer Relationship Management)