The Key Account Manager (KAM) plays a critical role within Almirall's Dermatology Business Unit, accountable for the sales performance and strategic account management of a defined territory. This role is ideal for a highly driven, proactive, and solutions-focused professional who thrives in a high-performance team and consistently endeavours to exceed expectations.
You will develop and execute account plans that reflect a deep understanding of the local health economy and the needs of both clinical and payer customers. Your mission is to engage stakeholders with compelling brand value propositions to optimise access and uptake of Almirall's biologic medicines.
At Almirall, we put patients and customers at the heart of everything we do. As such, we expect 180 days per year of your working time to be spent customer-facing.
CORE RESPONSIBILITIES
* Successfully and effectively sell Almirall biologic brands to key clinicians and payers by leading and developing strong key account plans for your territory.
* Build and manage strong relationships with key customers in priority accounts.
* Strategically manage your time to deliver brand objectives and account plans within business cycles.
* Achieve and exceed sales targets, tracking execution and impact of activities in each account.
* Map and understand key stakeholders and their influence on brand access and decision-making.
* Respond proactively to customer and service needs and share insights across the organisation.
* Secure preferential positioning of Almirall brands on local formularies and prescribing guidelines.
* Collaborate with the Marketing team to identify and develop national speaker advocates.
* Work with value and access colleagues to optimise access and uptake and manage pathway challenges and opportunities.
* Deliver Advanced Budget Notifications for new assets.
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ACCOUNT PLANNING & PRIORITISATION
* Develop and manage best-in-class account plans in collaboration with cross-functional teams.
* Review and update account plans monthly, providing insights to the Associate Director of Sales (ADS).
* Use customer insights and sales analysis to refine plans and drive focused activity.
* Share best practices and learnings with team colleagues.
RESOURCE MANAGEMENT
* Deliver agreed activity metrics aligned with territory and national business plans.
* Track KPIs using cockpit reports and update account plans accordingly.
* Manage territory budget responsibly, flagging over/underspend to the ADS in a timely manner.
IN-CALL EFFECTIVENESS
* Plan weekly with SMART pre-call objectives and clear time allocation.
* Demonstrate advanced clinical knowledge of dermatology and biologics.
* Engage all key members of the account's multidisciplinary team (MDT).
* Execute high-level sales calls with clear objectives, follow-up actions, and measurable outcomes.
* Utilise the CLM, VAEs and promotional materials to meet customer needs and deliver an excellent customer experience
* Demonstrate how each interaction moves the business forward.
TEAMWORK & COMMUNICATION
* Be a strong team player with the ability to work independently and collaboratively.
* Work cross functionally with marketing, medical, value and access to lead, develop and deliver best in class account plans
* Proactively communicate with your manager regarding any issues or concerns.
* Foster a high-performance team culture through feedback, collaboration, and shared ambition.
REQUIRED EDUCATION & EXPERIENCE
* Proven success in clinician-facing roles within pharma or healthcare.
* Skilled in multi-channel engagement (web platforms, email campaigns, webinars, opt-ins).
* Experience in dermatology, high-cost medicines, biologics or working with Payors is highly desirable but not essential
* Proven ability to develop and mobilise advocates to influence decisions and drive business.
* Deep understanding of NHS priorities, ICS structures, and policy drivers.
* Advanced in-call effectiveness across diverse NHS customer types.
* Knowledge of ABPI/IPHA Codes and GDPR regulations.
* Proficient in Microsoft Office, CRM systems, and digital tools.
* Full UK driving licence required.
PREFERRED SKILLS & COMPETENCIES
* Highly motivated and ambitious, with a passion for exceeding targets and delivering meaningful results.
* A self-starter with a reputation for making things happen, thriving in fast-paced, autonomous environments.
* Resilient and adaptable, with a growth mindset and a proactive approach to personal and professional development.
* Emotionally intelligent communicator, skilled at building trust, influencing stakeholders, and fostering long-term partnerships.
* A collaborative leader and team contributor, who drives a high-performance culture as part of the team and supports shared success.
* Commercially and strategically minded, with a strong focus on insight-driven decision-making and continuous improvement
COMPETENCIES
· Our vision and strategy: As an individual is committed to delivering the vision and goals, as a manager is also passionate about having the right people in the right jobs, empowered and motivated to deliver success.
· Value insight Values and proactively shares and uses insights gained to support own decision making and, where relevant, that across the organisation
· Be best self: Build an environment where self and team can achieve their best. Self-awareness of own strengths and development needs and being proactive in seeking to improve performance through personal learning and support.
· Customer affinity: Understands the needs of and challenges facing customers and looks to provide collaborative solutions that build long term relationships and partnerships.
· Internal stakeholder collaboration: Recognition of the interdependencies among individuals and teams in achieving broader business objectives. Proactively looks to work with colleagues where shared responsibility exists and where collaboration can influence others' success.
· Business acumen: Understands how to obtain and use role relevant data and information, able to monitor and assess own or team performance while having a financial appreciation that is appropriate to span of control.
· Planning and organisation: Understands and prioritises individual and business goals while being familiar with the processes needed to achieve them. Can adapt when an alternative course of action is needed.
· Disease and product: Develop an appreciation of the external environment in which Almirall competes and a deep understanding of one's own area of responsibility. Constantly looks to keep up to date and keep relevant.
· Compliance leadership: Maintains a strong understanding of all aspects of the regulations and SOPs and delivers all activities within this context.
VALUES
· Care: we listen & empathize; we value diverse perspectives & backgrounds, and we help each other succeed.
· Courage: we challenge the status quo; we take full ownership, and we learn from our success & failures.
· Innovation: we put the patient and customer at the center, we create novel solutions, and we empower entrepreneurial mindsets.
· Simplicity: we act decisively and avoid over-analysis; we understand why before we act, and we are agile & keep things simple.
KEY ACCOUNT MANAGER
Why work with Almirall?
We are a people-centric company where employees are at their best, patients and customer are at the heart of every decision, and our focus and agility allow us to deliver greater impact for all.
Additionally, for the 17th year in a row, we have been certified as Top Employer Spain, and also Top Employer Germany for the first time.
This strengthens our commitment to create a unique work environment that helps our employees to develop their skills to fullest and grow both professionally and as individuals.
We are delighted to have a great team that is proactive, innovative, and eager to transform the world of people with skin conditions.
We are proud of each one of our employees, their development, and growth: they are the success of the company.
Our purpose
"Transform the patients' world by helping them realize their hopes & dreams for a healthy life".
Our values
* Care: we listen & empathize, we value diverse perspectives & backgrounds and we help each other succeed.
* Courage: we challenge the status quo, we take full ownership and we learn from our success & failures.
* Innovation: we put the patient and customer at the center, we create novel solutions and we empower entrepreneurial mindsets.
* Simplicity: we act decisively and avoid over-analysis, we understand why before we act and we are agile & keep things simple.
At Almirall, it's all about people
#wearealmirall