Head Key Account Management Specialty

Job Purpose:

Accountable for leading, empowering, mentoring, coaching and supporting a team of Specialty Key Account Managers (KAM) to support the delivery of the Netherlands commercial strategies. This role is collaborating closely with the cross-functional brand teams. You are also responsible for strategic account management, performance management and segmentation and targeting. You will report directly into the Business Unit Head Specialty.

This role serves as the primary interface for all Nucala and other incoming new specialty products and creates demand by raising their profile with customers. Identifies, develops and closes new sales opportunities.

Key responsibilities:

Strategic Leadership

• Lead, empower, mentor and inspire the KAM sales team, setting clear expectations of success across the respiratory portfolio, achieving the agreed strategy and all performance metrics with responsibility for effective budget management.
• Maintain a high working knowledge of the industry, healthcare trends and the local marketplace and customer insights including, but not limited to, integrated healthcare delivery systems, physician organizations and pharmacy networks
• Ensure marketing strategies are included in the business/account plans and lead the execution of tho        se strategies
  • Assess the business environment for opportunities for profitable volume growth and the achievement of business objectives across customer segments

• Have strong understanding of the market dynamics and drivers impacting the performance of the business at a local, regional and national level and across respiratory portfolio. Work with the cross functional team to adapt the approach as needed to ensure competitiveness and success. This will include evaluation of multifaceted data sources including market research, analytical data, environmental information and customer insight.
• Present business performance regularly to BUH and participate in above country performance reviews, demonstrating knowledge, performance mindset and executive presence.
• Be accountable for the development of the skills, capabilities and mindset of the KAM team so that they can succeed personally and professionally, being seen as a partner with our customers because of the credible value they provide.

Performance & Team Management

• Lead, mentor, and develop a team of Key Account Managers (KAMs), fostering collaboration, sharing best practices, and driving high performance.
• Monitor account and team performance, analyse gaps, and implement corrective actions to achieve business goals.
• Report on key metrics, market insights, and strategic initiatives to management.
• Ensure a positive growth mindset culture and can-do mentality in the team.
• Provide coaching, feedback, and support to ensure the team meets sales targets and builds strong customer relationships
• Be accountable for the development of the skills, capabilities and mindset of the KAM team so that they can succeed personally and professionally, being seen as a partner with our customers because of the credible value they provide.

Why You?

Basic Qualifications:

• Bachelor’s degree (at least HBO)
• Account management experience
• Sales Leadership experience
• Experience in multinational companies
• Experience in sales, commercial, trade-marketing, or marketing

• Demonstrated ability to analyse and assimilate data
• Demonstrated commercial foresight, resourcing, planning and decision-making skills, as well as account management experience and skills, or equivalent
• Possess current ABPI certification or ability to attain certification within 1 year in role
• Project management skills
• Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
• Budget and financial management planning

Preferred Qualifications:

• Specialty (in hospital medicine) and respiratory experience
• Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
• Strategic thinking and leadership
• Excellent analytical and presentation skills
• Experience leading cross-functional large teams with excellent interpersonal skills and social capacity, prioritisation and problem-solving skills with high sense of responsibility and accountability
• Can-do mentality

• Ability to work in a complex environment across multiple brands

#LI-GSK

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

Should you require any adjustments to our process to assist you in demonstrating your strengths and capabilities contact us at HR.AmericasSC-CS@gsk.com where you can also request a call.

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GSK is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law.

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