The Key Account Manager is responsible for driving commercial growth and strengthening strategic partnerships with key institutional customers across Australia. The role develops and executes account strategies, manages tender and contracting opportunities, and works closely with healthcare stakeholders to maximize patient access and business performance.

As a field-based hybrid role, the Key Account Manager collaborates cross-functionally with Sales, Medical Affairs, Marketing, Market Access, and Supply Chain to deliver integrated customer solutions, identify new growth opportunities, and achieve sustainable commercial success.

Key Roles & Responsibilities

Strategic Account Management

- Build and maintain strong relationships with key healthcare stakeholders, including State Government purchasing organisations, hospitals, hospital pharmacies, clinics, distributors, wholesalers, and compounding providers.
- Develop and execute strategic account plans to drive sales growth, market share, and long-term business partnerships.
- Identify new business opportunities and expand existing accounts through a customer-focused, value-driven approach.
- Understand customer purchasing pathways and decision-making processes to maximize product access and utilization.
- Manage State Government and institutional tender opportunities, supporting the preparation, submission, implementation, and ongoing management of contracts.
- Monitor contract performance and identify opportunities to optimize commercial outcomes and strengthen customer partnerships.




- Maintain a strong understanding of Australia's healthcare procurement environment, including government tenders and hospital purchasing processes.

Business Planning & Market Insights

- Develop customer- and channel-specific strategies across hospitals, government, and distribution networks.
- Analyze market trends, competitive activity, and customer insights to identify growth opportunities and support business planning.
- Prepare sales forecasts, account reviews, and business reports while monitoring performance against targets.

Cross-Functional Collaboration

- Partner closely with Sales, Marketing, Medical Affairs, Market Access, Supply Chain, and Finance to deliver integrated customer solutions.
- Share market intelligence and customer insights to support commercial decision-making and successful product launches.
- Contribute to cross-functional initiatives that improve customer engagement and business performance.

Territory Management

- Effectively manage territory priorities, budgets, and resources to achieve commercial objectives.
- Monitor account performance, identify risks and opportunities, and implement action plans to deliver sustainable growth.

Qualifications & Experience





- Bachelor's degree in Pharmacy, Life Sciences, Nursing, Medical Science, Biotechnology, Business, Healthcare Management, or a related discipline.
- Advanced qualification (e.g., PharmD, Master's degree, MBA) is advantageous.
- Minimum 7 years' experience in the pharmaceutical, biotechnology, or healthcare industry.
- Experience in Immunology, Gastroenterology, Rheumatology, Dermatology, or other specialty therapeutic areas is advantageous.
- Proven experience in Key Account Management, Hospital Sales, Institutional Sales, National Accounts, or a similar commercial role.
- Experience managing public and/or private healthcare tenders, contracts, and institutional accounts is highly desirable.
- Strong understanding of the Australian healthcare system, hospital environment, pharmaceutical industry, and procurement processes.
- Experience working cross-functionally with Medical Affairs, Marketing, Market Access, Supply Chain, and other commercial teams.

Key Competencies

- Strong relationship-building, stakeholder engagement, and negotiation skills.
- Strategic account management and business planning capability.
- Commercial mindset with the ability to identify and develop growth opportunities.
- Robust analytical skills with experience interpreting sales data, market trends, and business insights.
- Excellent communication, collaboration, and presentation skills.
- Self-motivated, results-driven, and able to manage multiple priorities in a dynamic environment.

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📌 Key Account Manager (City of Sydney)
🏢 Celltrion Healthcare Australia
📍 City of Sydney