Key Account Manager

Uniphar UK is a specialist supplier of unlicensed and difficult to source medicines to NHS hospital customers across the UK. This role will focus on supporting NHS hospital pharmacies that rely on Unlicensed Medicines to meet unmet patient need, continuity of care requirements, and clinical demand where licensed alternatives are unavailable. The role will be predominately based in London Region.

We have strong growth ambitions within the NHS Unlicensed Medicines (ULM) space and are seeking an individual who is commercially driven, comfortable operating in a highly regulated environment, and experienced in navigating complex NHS hospital structures. The ideal candidate will have a proven background in hospital sales and strong working relationships within NHS hospital pharmacy and procurement teams, or direct experience working in a hospital pharmacy environment.

This is a senior, strategic sales role focused on driving revenue growth and strengthening key client relationships within the NHS and public sector. The Account Manager will play a crucial role in expanding Durbin’s presence as the supplier of choice for Unlicensed Medicines (ULMs) in the UK market. Working closely with NHS stakeholders, procurement teams, and Key Opinion Leaders (KOLs), the Account Manager will be responsible for exceeding sales targets, optimising account strategies, and ensuring an exceptional customer experience. Through urgency, quality, and reliability, they will deliver tailored solutions to healthcare providers in need of specialist ULM products for their patients. By combining strategic account management, business development, and market expertise, this role will contribute directly to Durbin’s long-term growth, ensuring we remain the go-to partner for ULM supply across the UK.

Key Outcomes

• Deliver annual sales and margin targets in line with Uniphar UK Business Unit objectives within the NHS Unlicensed Medicines portfolio.
• Lead structured account management and NHS business planning, ensuring all commercial activity aligns with Uniphar UK financial, operational, and governance requirements.
• Work closely with Hospital Customer Service, Strategic Procurement, Quality, and Regulatory teams to ensure supply solutions meet NHS clinical, safety, and compliance expectations.
• Grow Uniphar UK’s footprint and reputation as a trusted partner for Unlicensed Medicines within NHS hospital pharmacy.
• Build and maintain long‐term relationships with Chief Pharmacists, Medicines Management teams, procurement pharmacists, and pharmacy technicians across NHS Trusts.
• Maintain deep knowledge of the NHS ULM landscape, including MHRA guidance, Specials and Import regulations, competitor activity, and emerging clinical demand.
• Provide clear monthly feedback and insight on NHS accounts, product demand trends, and commercial performance to the Business Unit Director, Commercial Manager, and Strategic Procurement stakeholders.
• Ensure consistent delivery of high‐quality customer service, remaining responsive to urgent, patient‐critical and time‐sensitive unlicensed medicine requirements.
• Represent Uniphar UK at relevant NHS-focused conferences, regional pharmacy meetings, and industry events.
• Identify and progress new NHS business opportunities that support sustainable growth within Unlicensed Medicines and the wider Uniphar Group.

Key Skills & Experience

• Strong account management and selling capability within complex NHS environments, including key account planning, forecasting, and performance tracking.
• Minimum of 5 years’ experience in pharmaceutical, Specials, Unlicensed Medicines, or hospital-focused sales roles.
• Ideally, prior experience working within an NHS hospital pharmacy or directly supporting Unlicensed Medicines supply.
• Demonstrable record of achieving or exceeding sales targets within regulated healthcare markets.
• Strong understanding of NHS structures, hospital procurement processes, and governance requirements related to Unlicensed Medicines.
• Established relationships with NHS Chief Pharmacists, Medicines Management teams, and Hospital Pharmacy Procurement professionals.
• Competent user of IT systems, including MS Office, CRM platforms, and account reporting tools.

Due to the expected key outcomes associated with this role by its nature it will be a role based in the field visiting key customers. There will be an element of hybrid working available, but this role will involve being in key hospitals and having face to face meeting in our London office. It is important to note that we do not expect this job to be a ‘9 to 5’ type position. In return for your flexibility, you will be joining an environment that understands how inter-twined work and life have become - and both the benefits and challenges that brings - and therefore offers a flexible, progressive way of supporting it.