Key Account Manager, Scotland

The Key Account Manager (KAM) is responsible for achieving territory sales and performance targets for ALK’s allergy portfolio. This role focuses on developing and maintaining strong relationships with key stakeholders across the NHS and private sector, driving product demand, and ensuring patient access through effective collaboration with Market Access, Medical, and Marketing teams.

Key responsibilities

• Sales and business objectives
  • Achieve territory sales targets and related performance goals.
  • Develop and execute a strategic business plan for the territory, including tactical objectives for Integrated Care Systems (ICS) and key hospitals/accounts.
  • Monitor and analyse territory performance, reporting progress against objectives.
  • Identify and engage potential and current prescribers to drive demand for ALK products.
  • Secure brand advocacy from key prescribers and clinical influencers.
  • Capitalize on local initiatives to increase market opportunities.
• Stakeholder engagement and pathway development
  • Build and maintain strong relationships with payors, physicians, prescribers, and other key stakeholders within NHS and private accounts.
  • Influence prescribing guidelines, formulary inclusion, and treatment pathways to support patient access to ALK products.
  • Collaborate with Market Access and Medical functions to achieve formulary and pathway goals.
  • Work cross-functionally with Marketing and the broader ALK team to redesign and optimise NHS pathways across Integrated Care Systems.
• Governance and compliance
  • Manage the territory budget responsibly, ensuring adherence to company SOPs and the ABPI/PMCPA Code of Practice.
  • Ensure timely payment and accurate tracking of costs related to promotional meetings, educational events, and customer support programmes.
  • Maintain accurate, timely, and compliant records in the ALK CRM system.
  • Operate in full compliance with company policies, procedures, and relevant Codes of Practice.
• Market insight and intelligence
  • Maintain a high level of NHS/HSE and local health economy knowledge, as well as a thorough understanding of ALK products, competitors, and the disease area.
  • Monitor market developments and competitor activity, sharing relevant intelligence that could impact ALK’s business.
  • Continuously update knowledge of customers and maintain accurate territory data.
• Collaboration and reporting
  • Actively participate in company meetings, training sessions, and cross-functional initiatives.
  • Provide regular territory performance reports and updates in line with agreed timelines.
  • Support colleagues as required, including occasional travel outside of the defined territory.
  • Undertake additional responsibilities or project work as required.

Education, skills and competencies

• Proven pharmaceutical sales experience, ideally within specialty care or similar therapeutic areas.
• Strong knowledge of NHS structure and local health economies.
• Excellent account management, negotiation, and relationship-building skills.
• Analytical and strategic mindset, with strong business planning abilities.
• Demonstrated ability to work cross-functionally and collaboratively within matrix teams.
• High standards of compliance, integrity, and professional conduct.

At ALK, we are driven by a clear purpose — to improve the lives of people with allergies through science, innovation, and care. As part of a company with over a century of heritage and a strong global presence, you will play a vital role in bringing meaningful solutions to patients and healthcare professionals. You will join a supportive, collaborative environment where your expertise and initiative are valued. We offer opportunities for professional development, cross-functional learning, and the chance to contribute to projects that make a real difference in allergy management. Together, we work to make allergy treatment more accessible, effective, and life-changing — for patients everywhere.