Sales Manager

PATH4 Group; Philippines; On-site; PHP 2,000,000 - 3,200,000; Full time

Job summary

HIPRA Philippines is looking for a National Key Account Manager to lead the national KAM strategy and drive sustainable growth with strategic customers.

The role reports to the Business Manager and requires extensive experience in key accounts, contract and tender negotiations, and cross-functional collaboration with Marketing, Supply Chain and Finance. Fluency in English and a background in animal health or healthcare are preferred.

Qualifications

• At least 10 years work experience, with 5+ in Key Accounts.
• Proven contract and tender negotiation experience.
• Experience in animal health/biologics or healthcare and institutional accounts.
• Strong stakeholder management, leadership, strategic thinking and business acumen.

Responsibilities

• Develop and implement national strategic account management framework.
• Create multi-year Key Account Strategies and Mutual Business Plans aligned with objectives.
• Translate strategy into priorities, targets, and execution plans for KAM.
• Lead, coach and develop the KAM team and Area Sales Manager.
• Set objectives, KPIs, and monitor performance; address gaps proactively.
• Lead negotiations with top-tier national accounts; manage contracts/tenders.
• Coordinate with Marketing, Technical Services, Supply Chain and Finance.
• Provide market insights to support senior leadership decisions.

Skills

Stakeholder management

Leadership

Strategic thinking

Business acumen

Negotiation

Project management

Tender negotiation

Key account management

Sales strategy

Education

DVM

Bachelor's in Business

Vet/Animal Science

Pharma

Related field

Job description

HIPRA is a pharmaceutical and biotechnological company focused on prevention and diagnosis for animal and human health, with a broad range of highly innovative vaccines and an advanced diagnostic service.

HIPRA has a solid international presence in more than 40 countries, with its own subsidiaries, 11 diagnostic centres and 6 production plants strategically located in Europe (Spain) and America (Brazil).

Research and Development constitute the core of its knowledge. HIPRA dedicates 15% of its annual turnover to R&D activities that concentrate on the creation and application of the latest scientific advances to the development of the highest quality innovative vaccines. To give added value to its vaccination experience, the company also develops medical devices and traceability services.

We are looking for a National Key Account Manager for our subsidiary, Hipra Philippines.
Reporting to the Business Manager, her/his main purpose will be to define, lead, and execute thenational Key Account strategy, ensuring sustainable growth, share of wallet increase, and long‑term partnerships with strategic customers. The role provides strategic leadership to the KAM organization, aligning key account plans with national commercial priorities and HIPRA’s overall business strategy.

Requirements:
Studies: DVM/Bachelor’s (Business, Vet/Animal Science, Pharma or related)
Languages: Good command of English will be highly valued.Work experience: At least 10yearswork experience; 5+ in Key Accounts; proven contract/tender negotiation; exposure to animal health/biologics or healthcare; handling integrators/institutional accounts; experience in business case writing and project management. Abilities: Should possess competencies such as stakeholder management, leadership, strategic thinking, and strong business acumen

Main Duties:

StrategicLeadership&Governance

Definetogether with the Subsidiary Business Managerand lead thenational strategic account management framework, ensuring consistency, prioritization, and excellence across all key accounts.

Develop and overseemulti‑year Key Account Strategies and Mutual Business Plansaligned with national and globalobjectives.

Translate corporate and national strategy into clear priorities, targets, and execution plans for the KAM organization.

Lead, coach, and develop the Key Account Managersand the Area Sales Manager, ensuring high performance, accountability, and professional growth.

Set clearobjectives, KPIs, and development plans for each KAM,monitoringperformance and acting proactively on gaps.

Identifytalent needs, support recruitment, onboarding, and succession planning for the KAM structure.

Key Account Management & Commercial Impact

Personally oversee and, whenrequired, lead negotiations withtop-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 byoptimizingportfolio positioning, pricing, and value propositions across strategic customers.

Ensure rigorous forecasting accuracy and pipeline management within key accounts.

Cross‑FunctionalCoordination

Act as the key interface between Key Accounts and internal functions (Marketing, Technical Services, Supply Chain, Finance).

Supportimplementation of marketing campaigns, product launches, and promotional activities nationwide.

Provide clear market insights and strategic feedback to support decision‑making at leadership level.

Ensure full compliance with company policies, pricing guidelines, and contractual obligations.

Monitor credit risk, collections, and financial exposure of strategic accounts in coordination with Finance.

Be accountable for the national KAM contribution to the commercial P&L.

HIPRA offers equal opportunity to all of its employees.
All qualified applicants will be considered for the position to be filled, without regard to gender, race, nationality, disability or age.All hiring decisions are made on the basis of merit, competence and the needs of the company