Key Account Manager, Scotland

The
Key Account Manager (KAM)is responsible for achieving territory sales and performance targets for ALK’s allergy portfolio. This role focuses on developing and maintaining strong relationships with key stakeholders across the NHS and private sector, driving product demand, and ensuring patient access through effective collaboration with Market Access, Medical, and Marketing teams.

Sales and business objectives

Achieve
territory sales targets
and related performance goals.

Develop and execute a
strategic business plan
for the territory, including tactical objectives for Integrated Care Systems (ICS) and key hospitals/accounts.

Monitor and analyse
territory performance
, reporting progress against objectives.

Identify and engage
potential and current prescribers
to drive demand for ALK products.

Secure
brand advocacy
from key prescribers and clinical influencers.

Capitalise on
local initiatives
to increase market opportunities.

Stakeholder engagement and pathway development

Build and maintain strong relationships with
payors, physicians, prescribers
, and other key stakeholders within NHS and private accounts.

Influence
prescribing guidelines
,
formulary inclusion
, and
treatment pathways
to support patient access to ALK products.

Collaborate with
Market Access
and
Medical
functions to achieve formulary and pathway goals.

Work cross-functionally with
Marketing
and the broader ALK team to redesign and optimise NHS pathways across Integrated Care Systems.

Governance and compliance

Manage the
territory budget
responsibly, ensuring adherence to company SOPs and the
ABPI/PMCPA Code of Practice
.

Ensure timely payment and accurate tracking of costs related to promotional meetings, educational events, and customer support programmes.

Maintain accurate, timely, and compliant records in the
ALK CRM system
.

Operate in full compliance with company policies, procedures, and relevant Codes of Practice.

Market insight and intelligence

Maintain a high level of
NHS/HSE and local health economy knowledge
, as well as a thorough understanding of ALK products, competitors, and the disease area.

Monitor market developments and competitor activity, sharing relevant intelligence that could impact ALK’s business.

Continuously update knowledge of customers and maintain accurate territory data.

Collaboration and reporting

Actively participate in company meetings, training sessions, and cross-functional initiatives.

Provide regular
territory performance reports
and updates in line with agreed timelines.

Support colleagues as required, including occasional travel outside of the defined territory.

Undertake additional responsibilities or project work as required.

Experience:Proven
pharmaceutical sales
experience, ideally within specialty care or similar therapeutic areas.

Strong knowledge of
NHS structure
and local health economies.

Excellent
account management
,
negotiation
, and
relationship-building
skills.

Analytical and strategic mindset, with strong business planning abilities.

Demonstrated ability to work
cross-functionally
and collaboratively within matrix teams.

High standards of
compliance
,
integrity
, and
professional conduct
.

At ALK, we are driven by a clear purpose — to improve the lives of people with allergies through science, innovation, and care. As part of a company with over a century of heritage and a strong global presence, you will play a vital role in bringing meaningful solutions to patients and healthcare professionals.

You will join a supportive, collaborative environment where your expertise and initiative are valued. We offer opportunities for professional development, cross-functional learning, and the chance to contribute to projects that make a real difference in allergy management.

Together, we work to make allergy treatment more accessible, effective, and life-changing — for patients everywhere.