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 capability
• Solid 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