Strategic Account Manager – Value Added Medicines & Specialty Medicines in Guildford

Position Purpose

As Strategic Account Manager – Value Added Medicines & Specialty Medicines, you will drive sales growth, increase market share and accelerate product adoption across Zentiva’s Value Added Medicines (VAM) and Specialty Medicines portfolio. Through strategic account management, you will identify and convert growth opportunities, secure and maintain market access, influence treatment pathways and develop strong partnerships across NHS Trusts, Integrated Care Boards (ICBs), Health Boards, private healthcare providers and specialist services. Your success will be measured through achieving sales objectives, expanding product utilisation and delivering sustainable commercial value for both Zentiva and healthcare customers.

Key Responsibilities and Duties

Commercial Performance

• Deliver sales, market share and growth objectives across your accounts.
• Develop and implement strategic account plans.
• Accelerate product uptake following formulary approval.
• Identify and develop growth opportunities within existing and new accounts.
• Drive prescribing, utilisation and uptake across priority products.
• Maintain accurate forecasting and territory business plans.
• Prioritise accounts and resources effectively to maximise return on investment and business growth.

Market Access & Formulary Adoption

• Secure and maintain formulary inclusion across target accounts.
• Build effective relationships with medicines optimisation teams, formulary pharmacists and other key decision-makers.
• Support the integration of products into local treatment pathways and clinical guidelines.
• Identify and help remove barriers to patient access.

NHS Partnership Development

• Develop strong, trusted relationships with ICB Medicines Optimisation Leads, Chief and Formulary Pharmacists, Consultants, Specialist Nurses, Service Managers, Clinical Network Leads and Homecare Providers.
• Build and maintain relationships with relevant private healthcare organisations.
• Work with healthcare customers to identify opportunities that can improve patient access and create sustainable value.

Value Communication

• Communicate compelling clinical, economic and operational value propositions.
• Support the development of business cases and pathway reviews.
• Demonstrate the potential impact of solutions on patient outcomes and healthcare efficiency.

Market Insight & Business Planning

• Monitor NHS priorities, market trends and competitor activity.
• Gather customer and market insights to identify growth opportunities.
• Translate insights into recommendations that support commercial and business strategy.

Cross-Functional Collaboration

• Work closely with Medical, Marketing and Commercial colleagues.
• Collaborate with Medical Science Liaison, Commercial Excellence, Supply Chain, Regulatory, Medical and Pharmacovigilance teams where relevant.
• Support launch planning, stakeholder engagement and evidence generation.

Compliance & Patient Focus

• Operate in accordance with the ABPI Code of Practice and relevant internal requirements.
• Ensure activities are ethical, compliant and patient-focused.
• Follow Zentiva requirements relating to Quality, Pharmacovigilance, Ethics, Health & Safety, Cybersecurity and Sustainability.

Qualifications & Required Skills

• Proven experience in pharmaceutical sales, strategic/key account management, hospital medicines, specialty care or healthcare partnership roles.
• A strong understanding of NHS structures, ICBs, formularies and medicines optimisation processes.
• Experience working with NHS stakeholders across pharmacy, medicines optimisation, procurement, commissioning and clinical decision-making.
• Proven ability to influence senior clinical, pharmacy and commissioning stakeholders.
• A track record of delivering commercial growth and formulary success.
• Strong strategic account planning and stakeholder engagement skills.
• Strong business planning, forecasting and negotiation capabilities.
• An analytical mindset with strong digital and CRM capabilities.
• Excellent communication skills and fluency in English.
• A collaborative approach and the ability to work effectively across Medical, Marketing and Commercial functions.

Desirable Experience

• Experience in cardiovascular, neurology, oncology, immunology, rare disease or hospital medicines.
• Knowledge of health economics and NHS commissioning.
• Experience launching specialty medicines.
• Knowledge of high-cost medicines and homecare pathways.
• ABPI qualification, or willingness to achieve the qualification within agreed company timelines.

Diversity and Inclusion

Diversity is a fact. Inclusion is an act @Zentiva

Seeking a balanced team across the company, we welcome applications from all qualified candidates with different educational and industry experiences, cultural or ethnic backgrounds, life experiences and abilities, regardless of religious or philosophical beliefs or whom they choose to love.