Key Account Manager-Branded Portfolio
* Location: Scotland (Field Based)
Role Purpose
As a Key Account Manager, you will play a key role in shaping the regional respiratory environment across ICBs and Health Boards. You will work collaboratively across the NHS to support formulary success, advocacy development, patient centric initiatives and commercial growth, whilst building strategic partnerships with key stakeholders across primary and secondary care. This is a highly visible role requiring strong commercial awareness, cross functional working and the ability to influence across all levels of the NHS.
Responsibilities
Strategic account ownership
* Deliver the strategy and growth of the Cipla branded portfolio within assigned ICBs, PCNs, and relevant commissioning structures across England and the devolved nations.
* Driving formulary success and optimisation across the territory
* Building advocacy across key NHS stakeholders and secondary care accounts
* Developing strategic account plans aligned to NHS priorities and business objectives
* Accountable for sales performance and system level account management within the assigned territory.
* Delivering against agreed commercial KPIs and business objectives
* Lead strategic key account planning using a top-down approach.
Identify decision making pathways, influence networks, and leverage points to drive change at scale.
Knowledge and commercial environment
* Develop expert knowledge of NHS commissioning, reimbursement, ICB governance, and PCN structures.
* Build deep understanding of the Cipla branded portfolio and future pipeline opportunities.
* Lead engagement with medicines management teams to support evidence-based decision making.
* Develop and deliver robust account plans aligned to ICB objectives and Cipla strategy.
* Conduct regular account reviews with the Sales Manager, Marketing Manager, and internal stakeholders.
* Maintain accurate CRM records including stakeholder mapping and gap analysis.
Cross functional collaboration
* Work closely with the Sales Manager, Marketing Manager, Medical, Market Access, and Business Excellence teams.
* Collaborate with finance, supply chain, customer services, regulatory, and retail teams.
* Act as a central coordination point between external stakeholders and internal teams.
Stakeholder engagement
* Develop relationships with medicines management teams, ICB leads, clinical consultants, PCN pharmacists, and prescribing leads.
* Engage decision makers and implementers to ensure uptake.
* Manage stakeholder networks across primary and secondary care
* Building advocacy across key NHS stakeholders and secondary care accounts
* Shaping the local healthcare environment through customer engagement and partnership working
* Supporting implementation of respiratory portfolio initiatives across ICBs and Health Boards
Maintaining compliant and effective customer engagement in line with the ABPI Code
Relevant experience:
Essential
* Excellence in account management and understanding of the NHS environment and priorities
* Consultative solution selling skills
* Proven success with a strong sales track record
* Ability and desire to work across all levels of the NHS
* Advocacy development experience
* Self-starter with a future focused and proactive mindset
* Strong commercial awareness and strategic thinking capability
* Ability to work effectively within a collaborative environment
Desirable
* Respiratory disease experience
* Customer engagement and stakeholder management experience
* Experience working with ICBs and Health Boards
Package & Benefits
* Competitive salary
* Performance based incentive
* Car allowance
* Pension contribution
* Professional development opportunities