About this role
This role is a great opportunity for someone who wants to gain strong exposure in the animal health industry, work closely with key industry stakeholders, and develop both commercial and technical expertise in a nationwide market setting.
Company Confidential Industry: Animal Health
Overall purpose and responsibilities of the role:
As a National Key Account Manager, you will be responsible for leading the national key account strategy, managing a team of Key Account Managers, and driving growth within existing strategic accounts. You will focus on strengthening long-term partnerships, expanding business within current accounts, and overseeing key negotiations with major customers. The role also involves coordinating cross-functional teams to ensure effective execution of commercial plans and alignment with overall business objectives.
Duties and Responsibilities:
Strategic Leadership & Governance:
Define together with the Subsidiary Business Manager and lead the national strategic account management framework, ensuring consistency, prioritization, and excellence across all key accounts.Develop and oversee multiyear Key Account Strategies and Mutual Business Plans aligned with national and global objectives.Translate corporate and national strategy into clear priorities, targets, and execution plans for the KAM organization.Act as the main internal reference for Strategic Account Management best practices.Strategic planning and execution for key account growth.
Team Leadership & Development:
Lead, coach, and develop the Key Account Managers and the Area Sales Manager, ensuring high performance, accountability, and professional growth.Set clear objectives, KPIs, and development plans for each KAM, monitoring performance and acting proactively on gaps.Identify talent needs, support recruitment, onboarding, and succession planning for the KAM structure.Lead and manage a team of 5 key account managers.
Key Account Management & Commercial Impact:
Personally oversee and, when required, lead negotiations with top-tier national and strategic accounts, including contracts, tenders, and long-term agreements.Ensure effective execution and follow up of key contracts, pricing frameworks, and commercial agreements.Drive profitable growth by optimizing portfolio positioning, pricing, and value propositions across strategic customers.Ensure rigorous forecasting accuracy and pipeline management within key accounts.Manage existing key accounts (integrators and large-scale institutional accounts).Focus on increasing market share with current accounts rather than acquiring new ones.Direct relationship management with key decision makers at major accounts.Requirements
Bachelor’s degree in veterinary medicine, Animal Science, Pharmacy, Business, or a related field; MBA or relevant advanced degree is an advantage.Minimum 10 years of overall professional experience, with at least 5 years in Key Account Management or sales leadership roles.Strong background in the animal health, veterinary pharmaceuticals, biologics, or related healthcare industry preferred.Proven experience managing large-scale institutional clients, integrators, or strategic accounts.Demonstrated track record in contract negotiation, tenders, and long-term commercial agreements.Experience in leading and managing teams, with strong people leadership and coaching capabilitySolid understanding of business case development, sales strategy, and project management execution.Strong business acumen with working knowledge of P&L management and commercial performance drivers.Excellent stakeholder management and relationship-building skills with senior-level decision-makers.Strategic thinker with the ability to translate business goals into actionable account plans.Strong leadership, communication, and cross-functional collaboration skills.Exposure to handling multi-account portfolios within a national or regional scope.
Job type: Permanent
Emp type: Full-time
Schedule: Monday - Friday, · 85%–90% field-based work, with 10%–15% office-based work (primarily administrative tasks). Flexible working hours when performing office-based duties.
Location: Onsite (Field work)
Industry: Animal Health
Expertise: National Key Account Manager and Key Account Manager