Key Account Manager in Stevenage

We are partnering with a science and technology-driven company focused on creating safer environments for human health. Through innovation, education, and integrated solutions, they are addressing the challenges of infection prevention, environmental hygiene, and sustainability in healthcare worldwide.

This is a senior sales role focused on managing and growing relationships across NHS Trusts, Facilities Management providers, Integrated Care Boards (ICBs), and wider Integrated Care Systems (ICSs). The successful candidate will be responsible for developing long-term account strategies, influencing key stakeholders, identifying growth opportunities, and delivering profitable revenue growth across a complex healthcare landscape.

Unlike traditional sales roles, success in this position requires the ability to navigate multiple decision-makers, understand system-level healthcare priorities, and build credibility with both operational and executive stakeholders.

This role provides the opportunity to take ownership of an established portfolio of strategic healthcare accounts while joining a business with ambitious UK and international growth plans.

We are seeking someone who can make an immediate impact but is equally excited by the prospect of growing with the organisation over the longer term. As we continue to expand, the successful candidate will have the opportunity to broaden their remit into areas such as strategic distributor management, export and international markets, key account leadership, and wider commercial development initiatives. We are therefore looking for an adaptable, commercially minded professional who is comfortable operating in a dynamic environment where responsibilities may evolve alongside business growth and individual strengths.

About the role

Strategic Account Management

• Develop and execute comprehensive account plans for key NHS, FM, and healthcare system accounts.
• Build long-term partnerships with senior stakeholders across healthcare organisations, ensuring the company becomes a trusted strategic partner.
• Identify, qualify, and develop opportunities for account growth within existing and prospective strategic accounts.
• Maintain regular engagement with key decision-makers, influencers, and end-users to understand organisational priorities and upcoming opportunities.
• Drive customer retention and account expansion through proactive relationship management.

NHS, ICB & System-Level Engagement

• Develop relationships with stakeholders within Integrated Care Boards (ICBs), Integrated Care Systems (ICSs), NHS Trusts, and regional healthcare organisations.
• Understand healthcare policy, system priorities, funding routes, and procurement frameworks relevant to the territory.
• Position the company’s solutions in a way that aligns with wider NHS objectives including infection prevention, sustainability, operational efficiency, and patient safety.
• Identify opportunities to influence requirements and specifications early in procurement and project development cycles.
• Represent the company at healthcare forums, NHS events, strategic meetings, and industry conferences.

Commercial Growth & Business Development

• Deliver profitable revenue growth across a defined portfolio of strategic accounts.
• Build and maintain a robust pipeline of opportunities across existing and new customers.
• Lead pricing discussions, contract negotiations, and commercial proposals.
• Monitor account profitability and margin performance, identifying opportunities for improvement.
• Collaborate with internal stakeholders to develop customer-specific growth strategies and business cases.
• Identify upcoming tender opportunities and procurement activity across strategic accounts.
• Lead tender engagement from opportunity identification through to contract award.
• Work closely with commercial, technical, and compliance teams to ensure high-quality submissions.
• Ensure tender responses are commercially robust, compliant, and submitted within deadlines.
• Maintain awareness of framework agreements and procurement routes relevant to target accounts.

Relationship Development & Stakeholder Management

• Develop networks across clinical, operational, procurement, estates, sustainability, infection prevention, and executive functions.
• Identify and engage both Key Opinion Leaders (KOLs) and Key Decision Makers (KDMs) within strategic accounts.
• Facilitate cross-functional engagement between customers and internal teams where appropriate.
• Act as the primary escalation point for strategic account issues and opportunities.

Forecasting, Planning & Reporting

• Maintain accurate account plans, opportunity pipelines, and revenue forecasts within the CRM system.
• Provide regular updates on account performance, risks, opportunities, and competitive activity.
• Deliver clear territory and account forecasts to support business planning and budgeting.
• Monitor performance against objectives and implement corrective actions where necessary.
• Gather and share market intelligence relating to customers, competitors, NHS priorities, procurement developments, and emerging trends.
• Provide customer feedback to support product development, marketing initiatives, and commercial strategy.
• Act as a recognised source of insight and expertise within the organisation.
• Manage and grow a defined geographic territory, developing a robust pipeline of new and existing business within NHS and independent healthcare settings.
• Engage a range of stakeholders including domestic managers, infection control managers, health and safety professionals, and procurement leads to position the company’s solutions effectively.
• Navigate NHS tender and procurement processes to secure and maintain product listings.
• Identify market opportunities through analysis of territory data, frameworks, and competitor activity.
• Deliver compelling, evidence-based product presentations and demonstrations tailored to clinical and commercial audiences.
• Conduct outreach via calls, emails, and face-to-face meetings to engage key decision-makers including procurement leads, clinicians, and department heads.

About the person

• Minimum 5 years' experience in healthcare, medical device, life sciences, infection prevention, facilities management, or related B2B account management roles.
• Proven experience managing complex key accounts and delivering commercial growth within large organisations.
• Demonstrable success influencing multiple stakeholders across complex buying environments.
• Strong understanding of consultative and strategic selling methodologies.
• Experience managing large-value opportunities, contracts, and commercial negotiations.
• Excellent relationship-building, communication, and presentation skills.
• Strong commercial awareness with an understanding of revenue, margin, and profitability management.
• Experience developing and maintaining strategic account plans.
• Full UK driving licence.
• Experience working with or selling into NHS Trusts, ICBs, ICSS, or healthcare procurement organisations.
• Knowledge of NHS procurement processes, frameworks, and tendering requirements.
• Experience engaging with Facilities Management providers within healthcare environments.
• Degree-level qualification in Life Sciences, Healthcare, Business, or a related field.
• Experience using CRM systems such as Microsoft Dynamics, Salesforce, or HubSpot.
• Knowledge of infection prevention, hygiene, environmental services, or sustainability initiatives within healthcare.
• 25 days annual leave plus 8 statutory public holidays.
• Ability to buy or sell up to 5 days annual leave.
• Private Healthcare (including cover for pre-existing conditions).
• Company pension contribution.
• Electric car scheme via salary sacrifice.
• Eye test contribution.
• Access to confidential online counselling and wellbeing support.
• Additional employee benefits and reward programmes.