Head of Key Account Management (KAM)

Head of Key Account Management (KAM)   Role Purpose As Head of Key Account Management (KAM), you will lead the KAM function in Egypt to optimize patient access and business performance across priority hospitals, institutions and payers. You will own KAM strategy, governance and capability, ensuring integrated, compliant engagement that links account-level execution with access and policy objectives.   Key Responsibilities KAM Strategy and Governance • Lead national KAM strategy, including account segmentation, prioritization, role design and ways of working. • Define objectives, KPIs and governance covering access, reimbursement, funding, tenders, brand performance and strategic partnerships. • Maintain standards, processes and tools for KAM, including account plans, review routines and performance dashboards.   Account Planning and Execution • Oversee insight-driven account plans that integrate access, CGA, medical and commercial objectives. • Ensure compliant, coordinated KAM execution in close collaboration with Market Access, CGA, Medical and Sales teams. • Monitor account performance and implement timely corrective actions to achieve objectives.   Market Access and CGA Interface • Align account strategies with national access and policy agendas. • Feed account-level barriers, opportunities and stakeholder insights into access strategies, pricing, tenders and CGA initiatives. • Support access and CGA negotiations at account level where appropriate, ensuring consistent positioning and messaging.   Stakeholder Engagement and Relationships • Guide KAMs in mapping and engaging clinical, pharmacy, administration, finance, procurement and payer stakeholders. • Promote long-term, trust-based partnerships that support sustainable patient access and outcomes. • Ensure all external interactions are compliant, including non-promotional engagements where required.   Leadership, Capability and People • Lead, coach and develop the KAM team in account management, access, negotiation and stakeholder engagement. • Foster a high-performance, inclusive culture consistent with company values and a strong “speak up” environment. • Adopt and embed global/regional KAM and Market Access best practices, tools and frameworks.   Performance Management and Reporting • Track key indicators such as access status, tender win rates, brand performance in priority accounts, relationship quality and project delivery. • Review performance regularly with KAMs and cross-functional stakeholders, following up on agreed actions and improvement plans. • Report account insights and KAM impact to Market Access/CGA and Commercial leadership to inform strategic decisions.   Required Qualifications and Experience • University degree in business, pharmacy, medicine, economics or a related field; a postgraduate qualification is preferred. • At least 7 years of pharmaceutical commercial experience, including KAM, sales management, access or related functions. • Proven leadership experience in KAM or institutional business in Egypt or similar markets. • Strong understanding of healthcare systems, institutional decision-making, reimbursement mechanisms and tenders. • Demonstrated team leadership and experience working in cross-functional, matrix environments.   Key Capabilities and Skills • Strategic and analytical thinking, with the ability to translate insights into clear KAM strategies and plans. • Excellent stakeholder management and negotiation skills at senior institutional level. • Strong leadership, coaching and people development capability. • High ethical standards and a strong compliance mindset. • Clear written and verbal communication, particularly on access and policy topics. • Ability to manage multiple accounts and projects un