Healthcare Development KAM

Zentiva; Guildford; Hybrid; GBP 60,000 - 95,000; Full time

Job summary

Zentiva is seeking a Healthcare Development Key Account Manager to drive growth across NHS accounts in the UK. The role focuses on strategic account management, improving patient access, and delivering commercial objectives through collaboration with ICBs, NHS Trusts and pharmacists.

The post involves field-based activity across Northern England and Scotland with a mix of virtual and face-to-face engagement. ABPI qualification and English fluency are essential.

Qualifications

• ABPI qualification and fluent English.
• Experience in UK pharmaceutical industry.
• Experience engaging NHS stakeholders across ICBs, Health Boards and NHS organisations.
• Proven track record delivering growth through strategic partnerships and account management.
• Ability to develop and execute strategic account plans that deliver measurable outcomes.

Responsibilities

• Deliver sustainable growth of Zentiva Branded Generics across designated NHS accounts.
• Achieve sales targets and execute strategic account plans aligned with commercial objectives.
• Develop and maintain strong relationships with ICBs, Health Boards, NHS Trusts and pharmacists.
• Identify and develop commercial opportunities to improve patient access and portfolio growth.
• Lead formulary adoption and ensure successful product uptake across customer accounts.
• Conduct account reviews and maintain accurate CRM records; support cross-functional projects.

Skills

Influencing

Negotiation

Relationship management

Data-driven decisions

Strategic account management

Planning & prioritisation

Team collaboration

Commercial acumen

Adaptability

Microsoft Office

NHS market access knowledge

Education

ABPI qualified

Tools

CRM systems

Job description

Position Purpose

The Healthcare Development Key Account Manager (HDKAM) plays a key role in delivering sustainable growth of the Zentiva Branded Generics portfolio by executing the UK commercial strategy in line with UK and Group priorities. Through strategic account management, this role identifies, develops and delivers opportunities that improve patient access, strengthen customer partnerships and maximise commercial performance across designated NHS accounts. The HDKAM works collaboratively across the healthcare system to influence adoption, support implementation and ensure successful delivery of Zentiva’s commercial and customer objectives.

Location: UK, field-based covering Northern England and Scotland, with a combination of virtual and face-to-face customer engagement. Candidates should live within the territory, ideally in Northern England, to enable effective access across the territory. Scotland will be managed with a greater mix of virtual engagement.

Key Responsibilities and Duties

• Deliver sustainable growth of the Zentiva Branded Generics portfolio across designated NHS accounts.
• Achieve sales targets and execute strategic account plans aligned with channel and commercial objectives.
• Develop and maintain strong relationships with Integrated Care Boards (ICBs), Health Boards, NHS Trusts, medicines management teams, prescribing leads, pharmacists and other key healthcare stakeholders.
• Identify and develop commercial opportunities that improve patient access and support portfolio growth.
• Support formulary implementation and ensure successful product adoption across customer accounts.
• Conduct account reviews, gap analyses and customer planning activities while maintaining accurate CRM records.
• Lead and contribute to healthcare commissioning and Category C projects through cross-functional collaboration.
• Analyse market intelligence and available data to identify opportunities and provide evidence-based recommendations.
• Build strong internal partnerships with Commercial, Marketing, Medical, Supply Chain, Finance, Regulatory, Legal, Quality and Business teams to achieve shared objectives.
• Act as a trusted expert within the NHS and healthcare commissioning environment, maintaining up-to-date knowledge of market developments and customer needs.

Qualifications & Required Skills

Essential Qualifications

• ABPI qualified.
• Fluent in English.

Experience

• Demonstrated success within the UK pharmaceutical industry.
• Experience across healthcare commissioning, commercial and clinical environments.
• Strong experience engaging and influencing stakeholders across Primary Care, ICBs, Health Boards and wider NHS organisations.
• Proven track record of delivering commercial growth through strategic partnerships, negotiation and account management.
• Experience developing and executing strategic account plans that deliver measurable business outcomes.
• Project management experience with cross-functional teams.
• Experience in ADHD and/or Pain therapeutic areas is advantageous.

Skills & Competencies

• Excellent influencing, negotiation and relationship management skills.
• Strong analytical mindset with a data-led approach to decision making.
• Ability to identify commercial opportunities and translate insights into action.
• Strong planning, organisation and prioritisation skills.
• Collaborative team player who builds trusted relationships internally and externally.
• Commercially curious, proactive and solution-focused approach.
• Adaptability in a changing healthcare environment.
• Proficiency in Microsoft Office and relevant business systems.
• Strong understanding of NHS healthcare commissioning, market access, reimbursement and branded generics.

Why Join Zentiva?

This role offers the opportunity to make a meaningful impact on patient access while contributing to the growth of a leading branded generics portfolio. You will work with a highly experienced team, collaborate with a broad range of healthcare stakeholders and gain future development opportunities across Sales and Marketing within Zentiva.

Diversity is a Fact. Inclusion is an Act @ Zentiva

At Zentiva, we are a team of unique talents united by our purpose of providing health and wellbeing for all generations. We strive to create a workplace where everyone feels valued, can be their authentic self and contribute their best work every day.

We welcome applications from all qualified candidates with diverse educational and professional backgrounds, experiences, perspectives and abilities.