Strategic Account Manager

UNAVAILABLE; Lisboa; On-site; EUR 60,000 - 120,000; Full time

Job summary

Hovione in Lisbon is seeking a senior Account Manager to nurture strategic customer relationships, drive revenue growth, and close complex long-term contracts. You will coordinate with global teams across regulatory, production, and R&D to align offerings with customer needs.

The ideal candidate holds a Master’s in Chemistry or related field, brings about 10 years in pharma business development, fluent English, and strong skills in negotiation, budgeting, and cross‑functional leadership.

Qualifications

• Master’s degree in Chemistry, Chemical Engineering, or related field.
• About 10 years of relevant pharma BD or commercial experience.
• Fluent in English with strong communication and negotiation skills.
• Proven ability to manage budgets and forecast revenue.

Responsibilities

• Builds and maintains long-term relationships with senior decision makers at key accounts.
• Identifies and closes new sales opportunities, creating demand for products and services.
• Negotiates complex long-term contracts and collaborates with global teams.
• Coordinates with regulatory, production, and R&D groups to ensure superior customer service.
• Leads cross-country teams to implement account growth plans and monitor performance.

Skills

Master’s degree in Chemistry orrelated

10+ years of pharma BD experience

Fluent English

Negotiation and contract management

Budget planning and forecasting

Account management and sales

Education

Master’s degree in Chemistry or related field

Job description

Join a Market Leader

About Hovione

At Hovione, we help partners turn scientific innovation into medicines that reach patients around the world. For more than 65 years, we have connected science, technology, and manufacturing to scale complex ideas into high-quality and innovative solutions that truly make a difference.

As an international Contract Development and Manufacturing Organization (CDMO), we support the development and manufacture of drug substances, intermediates, and drug products across the full life cycle. We are globally recognized for our leadership in specialized technologies such as Spray Drying and Continuous Tableting. But what truly sets us apart is not just what we do — it is how we do it: with purpose, care, collaboration, and a deep commitment to doing the right things right.

Our people are the reason for our success. We are a global and diverse team of more than 2,600 team members across Europe, the USA, and Asia, bringing together different experiences and perspectives to help our partners to overcome complex challenges. We believe that an inclusive environment — where everyone, regardless of background, identity or ability, is respected, heard and empowered to contribute — is essential to drive innovation, ensure quality, and secure long‑term sustainable success.

And as we grow, so do the opportunities for our people to develop, broaden their perspectives, and build meaningful careers. Because at Hovione, better starts with those who choose to make a difference every day. Will you be one of them?

You will be responsible to:

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus. Identifies, develops and typically closes new sales opportunities. Creates demand for the organization’s products and services by raising their profile with customers. Achieves revenue targets by increasing revenue spend per account. Negotiates, with autonomy, highly complex and long term contracts. May conduct regular status and strategy meetings with the customer’s senior management to understand their needs and link them to the organization's product/ service strategies.

• Achieve the sales targets and ensure project deliver for the portfolio of strategic accounts under responsibility
• Manage the client interface of assigned strategic accounts and provide outstanding commercial service through fast, trustworthy and knowledgeable responses to customer demands, and/or coordinating others in responding to customers
• Lead relationships with colleagues in different countries and job functions to ensure customer needs are met
• Create, execute and coordinate account management and development plans for the strategic accounts under responsibility
• Participate in negotiations of CDAs, Master Service Agreements and Commercial Supply Agreements for allocated strategic accounts in close collaboration with the Senior Director of the area
• Coordinate with the global regulatory, production, and R&D groups to provide a superior level of customer service and technical support.
• Develop and accumulate strong and extensive Hovione product and service expertise, sharing knowledge of offerings and cross‑selling as appropriate
• Develop and accumulate strong knowledge about the business needs and strategic orientation of the accounts under responsibility.
• Analyze data, including demand forecasting, within Hovione´s Customer Relationship Management system for Europe to ensure accurate forecasting and reporting
• Assist in the negotiation of complex long‑term contracts including (but not limited to) sales contracts, quality agreements and development agreements
• Identify complex market trends and demands and proposing ideas for new products and services
• Identify new critical opportunities for the existing product and / or services portfolio and linking with the Business Development team as appropriate
• Monitor customer account and market activity and provide concise and insightful analysis on customer dynamics, market developments and competitor activity
• Optimize the relationship with established clients through both strategic and tactical means including (but not limited to) Key Account Plans, Account Growth Plans, Periodic Business Reviews, client visits and Satisfaction Survey Action Plans
• Develop, issue and monitor account growth plans for allocated strategic accounts
• Coordinate and/or prepare reports and data analytics
• Attend and represent Hovione at key Trade Shows
• Coordinate the TMs assigned to his/her area of responsibility, namely in terms of recruitment, integration, training needs and performance management in accordance with the company's HR policies, in order to ensure all TMs are aligned and motivated towards achieving Hovione's goals, values and culture by promoting their personal and professional development whilst maximizing productivity
• Develop and propose for superior approval the activity plan and related budget for the Area under responsibility in line with the unit's strategy, in order to align activities with Sales strategic objectives
• Monitor own´s budget, by controlling budget evolution, identifying any deviations between the real and the foreseen and taking corrective measures
• Ensure compliance with GMP and HSE guidelines, internal and external requirements as well as promote the implementation and maintenance of Hovione´s policies, systems and procedures (COPs, HBR, SOPs and others) within his/ her TMs
• Carry out assigned tasks and duties in a safe manner, in accordance with instructions, and to comply with environmental, health & safety rules/procedures, regulations and codes of practice

We are looking to recruit a Candidate:

• Master´s degree in Chemistry, Chemical Engineering, or related field
• Technical background preferred
• Typically requires 10 years of relevant experience in business development or related commercial area in the pharmaceutical sector
• Proven experience in leading others in project context
• Effective time management skills and the ability to multitask.
• Track record of overachieving targets
• Experience in budget planning and forecasting
• Experience in secondary pharmaceutical activities (desired)
• Experience in pharmaceutical product development and manufacturing (desired)
• Possess extensive knowledge of account management, marketing, sales and business development principles and practices and is able to effectively share them with others
• Possess extensive knowledge of pharmaceutical supply chain and market
• Possess extensive knowledge of pharmaceutical product development
• Possess extensive knowledge of pharmaceutical cGMP and regulatory requirements
• Good communication skills (verbal and written)
• Skilled at managing complex processes and tools
• Fluency in English is a requirement
• Must have the Knowledge, Experience and Skills to conduct their tasks in accordance with the rules and procedures set down

Hovione is a proud Equal Opportunity Employer

Inclusion and diversity are key to us. We are committed to creating an inclusive recruitment experience and welcome applications from all qualified candidates. If you require any reasonable accommodation or support during the application or interview process, please contact us, and we will be happy to assist.

Notice to Agencies and Search Firms Representatives

Hovione does not accept unsolicited resumes from agencies or search firms for this job posting. Any resumes submitted to Hovione by a third-party agency or search firm without a valid written and signed search agreement will become the sole property of Hovione. No fees will be paid if a candidate is hired for this position as a result of an unsolicited referral.