Global Key Account Management (KAM) Principal

Location: United Kingdom, London

Department: Commercial Excellence / Global Commercial

Job type: Permanent

Join us and make a difference when it matters most! At Mundipharma, we are proud of the work we do to bring innovative treatments to patients. We challenge ourselves constantly to deliver more for patients, healthcare professionals, our partners, and our employees.

Role Summary

This role sits within the Global Commercial function and is responsible for establishing and leading a world-class Key Account Management (KAM) framework across Mundipharma’s priority customers and healthcare ecosystems. The position drives the strategic design, governance, capability development, and continuous improvement of KAM practices globally, ensuring consistent customer engagement, account planning excellence, and value creation across markets. Working closely with commercial, medical, market access, analytics, IT, and learning teams, the Global KAM Principal will build a scalable and effective operating model that balances global consistency with local market needs.

Job Purpose

The purpose of this role is to define, operationalize, and continuously improve a unified global approach to strategic Key Account Management across Mundipharma’s most important customers and healthcare ecosystems. The role is accountable for developing the global strategy, governance, capabilities, tools, processes, and performance frameworks required to drive customer-centric growth and enhance strategic account engagement worldwide. This position requires a senior leader with strong commercial expertise, cross-functional leadership capability, and a deep understanding of healthcare systems, payer and provider dynamics, and multi-stakeholder engagement.

Responsibilities

• Global KAM Strategy & Operating Model
  • Lead the development and implementation of the Global KAM Strategy aligned to corporate, commercial, and therapeutic area priorities.
  • Define and continuously evolve the Global KAM Operating Model, including roles, competencies, governance structures, decision rights, and ways of working.
  • Develop scalable frameworks that accommodate market-specific needs while ensuring global consistency of core KAM principles.
  • Establish and maintain a global account segmentation methodology based on strategic importance, influence, value creation potential, and customer impact.
  • Own and continuously enhance the Global KAM Playbook, providing clear standards for account planning, customer engagement, execution, and measurement.
  • Monitor external market trends and best practices, incorporating innovative approaches from both pharmaceutical and non-pharmaceutical industries.
• Global Governance of Strategic Accounts
  • Establish and lead governance structures including Global Account Boards, steering committees, and cross-functional account teams.
  • Ensure alignment between global, regional, and local account strategies and plans.
  • Facilitate strategic account reviews, challenging assumptions, identifying risks, and driving corrective actions where necessary.
  • Support regions and local markets in the selection, validation, and prioritization of strategic accounts.
  • Provide recommendations to senior leadership regarding resource allocation, investments, and support for priority accounts.
  • Promote accountability, transparency, and coordinated decision-making across strategic account activities.
• Capability Building & Training
  • Define and maintain the Global KAM Capability Framework, identifying the skills, behaviours, and mindsets required for account management excellence.
  • Design and implement a comprehensive KAM learning curriculum covering foundational, advanced, and expert-level capabilities.
  • Partner closely with HR, Learning & Development, and Commercial Training teams to integrate capability standards into recruitment, onboarding, talent development, and performance management.
  • Build and foster a global KAM community of practice to encourage collaboration, benchmarking, and knowledge sharing.
  • Conduct regular capability assessments across markets and implement targeted development programs to address identified gaps.
  • Champion a culture of continuous learning and professional development throughout the KAM organisation.
• Account Planning Excellence
  • Design, implement, and continuously improve global account planning methodologies, standards, and templates.
  • Support markets in developing high-quality, insight-driven, and customer-centric strategic account plans.
  • Ensure strong cross-functional collaboration throughout account planning and execution processes.
  • Drive consistency, strategic rigor, and planning quality across all markets and regions.
  • Promote best practices for stakeholder mapping, value proposition development, and long-term account growth planning.
• Performance Management & Insights
  • Establish a comprehensive KAM performance management framework incorporating KPIs, leading indicators, customer outcomes, and value creation metrics.
  • Partner with Commercial, Analytics, and IT teams to develop global dashboards and reporting capabilities that provide actionable account insights.
  • Implement globally consistent reporting standards that enable performance tracking, benchmarking, and informed decision-making.
  • Analyse performance data to identify trends, best practices, risks, and improvement opportunities.
  • Drive a culture of accountability, continuous improvement, and evidence-based decision-making across the KAM community.
• Frameworks, Tools & Digital Enablement
  • Lead the evaluation, selection, implementation, and optimization of KAM tools and technologies, including CRM platforms, account planning solutions, and collaboration tools.
  • Ensure digital solutions are user-friendly, globally aligned, and integrated within the broader commercial technology ecosystem.
  • Define global standards for account insights, reporting, documentation, and knowledge management.
  • Collaborate with IT, Analytics, Digital, and AI teams to enhance KAM capabilities through data-driven insights and emerging technologies.
  • Drive adoption of tools and processes across markets through effective change management and stakeholder engagement.

What You'll Bring

• Degree in Business, Life Sciences, Healthcare Management, Pharmaceutical Sciences, or a related discipline.
• Significant experience in Key Account Management, Commercial Excellence, Strategic Account Leadership, or related commercial functions within the pharmaceutical, biotechnology, healthcare, or medical device sectors.
• Strong understanding of healthcare systems, payer and provider environments, and complex stakeholder engagement models.
• Proven experience designing and implementing commercial operating models, governance frameworks, and capability-building initiatives.
• Demonstrated ability to influence senior leaders and lead cross-functional teams without direct authority.
• Strong strategic thinking, business acumen, and customer-centric mindset.
• Experience developing performance frameworks, dashboards, and insight-driven decision-making processes.
• Deep understanding of account planning methodologies and customer engagement excellence.
• Excellent communication, facilitation, stakeholder management, and leadership skills.
• Strong analytical and problem-solving capabilities, with a focus on continuous improvement and measurable outcomes.
• Experience driving digital transformation, CRM adoption, and commercial enablement initiatives is desirable.
• Ability to operate effectively in a complex global matrix organisation.

What We Offer in Return

• Opportunities for learning and development through our varied programme.
• Collaborative and inclusive work environment.
• Exposure to strategic global commercial initiatives and senior leadership.
• Opportunity to shape the future of Key Account Management across multiple markets and healthcare systems.

About Mundipharma

Mundipharma is a global healthcare company focusing on customers across Africa, Asia Pacific, Canada, Europe, Latin America, and the Middle East. Mundipharma is dedicated to bringing innovative treatments to patients in areas such as pain management, infectious disease, and other severe conditions. Their guiding principles—Integrity and Patient-Centricity—are at the heart of everything they do.

For more information, visit www.mundipharma.com.

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