Key Account Manager

Lock Search Group; Mississauga; On-site; CAD 115,000 - 140,000; Full time

Job summary

Pharmacosmos Canada is expanding its footprint in Canada and seeks a dynamic Key Account Manager to lead strategic accounts across hospitals, infusion clinics, and health systems. The role focuses on building trusted relationships with decision-makers and delivering value-based solutions that align with national priorities.

The successful candidate will manage key accounts with autonomy, drive formulary access, and collaborate with Medical Affairs, Market Access, and Commercial teams to optimize

Qualifications

• 5+ years of progressive pharmaceutical or biotech sales experience.
• Experience in hospital key account management settings, including P&T submissions preferred.
• Experience with iron infusions, anaemia, haematology, Women’s Health, Gastroenterology, and/or Nephrology an asset.
• Familiarity with Canadian healthcare landscape, reimbursement pathways, and compliance standards.
• Strong strategic account planning and execution capability.

Responsibilities

• Achieves or exceeds territory sales objectives.
• Develops and executes strategic account plans aligned with national strategy and regional priorities.
• Navigates hospital systems and reimbursement pathways to optimize access.
• Builds relationships with physicians, pharmacists, nurses, administrators, and hospital formulary decision-makers.
• Delivers compliant customer interactions aligned with brand strategy and messaging.
• Provides market insights, competitive intelligence, and trends to regional/national planning.

Skills

Pharmaceutical sales

Hospital account management

Relationship building

Negotiation & influencing

Strategic account planning

Education

Bachelor's degree in life sciences or related field

Advanced degree (asset)

Job description

(The preferred candidate for this role will be based in East GTA and will be responsible for covering the GTA East (Scarborough-Oshawa/North York and possibly Barrie)

Pharmacosmos Canada has appointed Michelle Belzile and Michael Villeneuve of Lock Search Group to support its expansion into the Canadian market. Pharmacosmos is a global pioneer in carbohydrate chemistry and a recognized leader in the development of innovative treatments for patients with iron deficiency and iron deficiency anaemia. As the organization continues to grow its presence in Canada, we are seeking a dynamic professional to join the team and play a key role in this exciting phase of expansion

Pharmacosmos is a global, family-owned pharmaceutical company with deep expertise in carbohydrate chemistry and cell cycle biology. The organization develops innovative therapies addressing unmet patient needs, with a particular focus on iron metabolism and blood-related disorders.

Pharmacosmos has established its new Canadian affiliate in Mississauga, Ontario, marking a significant milestone in the organization’s growth and its commitment to serving patients in Canada. As part of this foundational team, the successful candidate will play a key role in building the local presence, shaping the affiliate’s culture, and supporting its long-term success.

Pharmacosmos is guided by a set of core values that define who they are:

• People-Driven– As a family-held company, Pharmacosmos is built on passionate and knowledgeable people. Integrity, open-mindedness, and respect guide all endeavours. Each individual involved in the journey — employees, partners, and end-users alike — is valued, with trust forming the foundation of all collaborations.
• Committed to Quality– Quality serves as both an inspiration and a driver of results. It reflects a commitment to excellence and continuous improvement, ensuring that quality is tangible across products, processes, and people. Quality is a promise upheld every day.
• Innovating for Better Lives – Innovation is central to improving the lives of humans and animals. Pharmacosmos addresses unmet needs through its expertise in iron and carbohydrate-based pharmaceuticals, taking a holistic and collaborative approach to research and innovation alongside scientific and medical communities to help set new standards.

JOB PURPOSE

The Key Account Manager (KAM) is responsible for developing and executing strategic account plans that drive sustainable growth, formulary access, and appropriate utilization within targeted health systems, hospitals, infusion clinics, and other key accounts.

Acting as the primary commercial lead for assigned accounts, the KAM builds and maintains trusted relationships with decision-makers and influencers across clinical, pharmacy, administrative, and account related payer stakeholders.

The KAM proactively identifies opportunities to secure, maintain, and expand formulary access by understanding customer priorities, navigating account-specific decision-making processes, and delivering value-based solutions aligned with organizational goals and patient needs. Through rigorous account planning, stakeholder engagement, and cross-functional collaboration, the KAM develops and executes customized strategies that advance account objectives while supporting national business priorities.

Operating with a high degree of autonomy, the KAM assumes end-to-end accountability for account performance, including access milestones, customer engagement, business growth, and strategic initiative execution. The role requires a deep understanding of the healthcare ecosystem, customer dynamics, treatment pathways, and market access considerations to effectively influence adoption and utilization in a compliant and ethical manner.

As a strategic partner to both customers and internal stakeholders, the KAM collaborates closely with Medical Affairs, Market Access and Commercial teams to coordinate resources, address barriers to access, and optimize the customer experience. The KAM also serves as the voice of the customer by providing actionable market intelligence, competitive insights, account-specific opportunities, and emerging trends that inform regional and national business planning.

Success in this role is demonstrated through the ability to build long-term partnerships, execute strategic account plans, secure and grow formulary access, influence healthcare system stakeholders, and consistently deliver business results while maintaining the highest standards of compliance and professionalism.

The preferred candidate for this role will be based in East GTA and will be responsible for covering the GTA East (Scarborough-Oshawa/North York and possibly Barrie) territory.

KEY RESPONSIBILITIES

Territory & Account Management

• Achieves or exceeds all assigned territory sales objectives
• Develops and executes comprehensive account strategies and territory business plans, which are aligned with national strategy and regional priorities
• Identifies, profiles, and prioritizes target hospital accounts
• Develops and implements detailed strategic account plans for high-priority accounts
• Collaborates with Regional Market Access Manager to develop innovative value-based approaches that optimize access in hospitals (e.g. securing ideal hospital formulary listings).
• Navigates hospital systems and reimbursement pathways to optimize access and product utilization
• Identifies opportunities for account growth, cross-functional collaboration, and operational efficiency
• Maintain accurate account records, call documentation, and budget tracking
• Builds and maintains strong relationships with key stakeholders including physicians, pharmacists, nurses, administrators, and hospital formulary decision-makers
• Delivers high-quality, compliant customer interactions aligned with brand strategy and approved messaging
• Demonstrates strong clinical and product knowledge to support scientific and value-based discussions
• Differentiates products effectively in competitive hospital environment
• Executes marketing initiatives, campaigns, and educational programs at the territory level
• Provides timely and actionable field insights on customer trends, competitive intelligence, and market dynamics

Cross-Functional Collaboration

• Partners closely with the Regional Business Manager to align on territory strategy and performance objectives
• Collaborates with Medical Affairs, Patient Access, Marketing and co-promotion partners to support educational initiatives and account needs
• Contributes insights to regional and national planning processes and business reviews
• Participates actively in regional and national sales meetings
• Demonstrate the Pharmacosmos Values and Way of Working and ensures compliance with all company policies, procedures, and codes of conduct, as well as applicable Canadian laws and pharmaceutical industry regulations, including Health Canada guidelines, ethical standards, data privacy legislation, and health and safety requirements
• Maintains the highest standards of integrity, documentation accuracy, and regulatory compliance in all activities
• Ensures compliance with expense policies and monitors regional spend in alignment with approved budgets
• Addresses employee policy or compliance violations promptly and appropriately
• Adheres to all administrative and reporting requirements as directed by the Senior Director, Sales and Commercial Excellence, Regional Business Manager and Pharmacosmos Canada Inc.

QUALIFICATIONS

Education:

• Bachelor's degree in life sciences, business, or related field required
• Advanced degree is an asset.

Experience:

• 5+ years of progressive pharmaceutical or biotech sales experience
• Experience in hospital key account management settings, including P&T submissions preferred
• Experience working with iron infusions, anaemia, haematology, Women’s Health, Gastroenterology, and/or Nephrology an asset
• Demonstrated success in launching specialty care products and driving commercial success in a hospital setting.
• Familiarity with Canadian healthcare landscape, reimbursement pathways, and compliance standards.
• Strong strategic account planning and execution capability
• Excellent relationship-building and stakeholder management skills
• High level of business acumen and analytical thinking
• Strong negotiation and influencing skills
• Ability to work independently in a field-based, entrepreneurial environment
• Excellent communication and presentation skills
• High level of compliance awareness and ethical judgment
• Results-oriented with strong accountability and ownership mindset

OTHER REQUIREMENTS

• Travel required. Specific amount will vary by territory.
• Mandatory to have active driver’s license

The anticipated base salary range for this role is $115,000 to $140,000, plus annual incentive opportunity. Actual compensation offered will be determined based on factors such as relevant experience, skills, qualifications, education, demonstrated competencies, internal equity considerations, and overall alignment with the role's requirements.

This posting is for an existing vacancy. We do not use artificial intelligence (AI) to screen, assess, or select candidates as part of our recruitment process.

All job requirements listed reflect the minimum knowledge, skills, and experience necessary to perform the essential functions of the position. This job description is not intended to be an exhaustive list of all duties and responsibilities. Employees may be assigned additional job-related tasks as required, provided such tasks are reasonable and consistent with the nature of the position. All duties will be carried out in accordance with the employer’s obligations under applicable employment, human-rights, and accessibility legislation, including the duty to accommodate.

Pharmacosmos Canada Inc. is committed to fostering an accessible, inclusive, and equitable workplace. In accordance with the Accessibility for Ontarians with Disabilities Act (AODA), the Ontario Human Rights Code, and all applicable provincial accessibility and human-rights legislation, we will provide accommodations throughout the recruitment, assessment, selection processes, and for the duration of the employment lifecycle. If you need support or accommodation due to a disability or a barrier you may experience, please let the Canadian Human Resources team know at any time. All accommodation requests will be handled confidentially.