Global Key Account Management (KAM) Principal

Overview

In this Global KAM Principal role, you will shape Mundipharma’s global Key Account Management framework to drive customer-centric growth across priority customers and healthcare ecosystems. You’ll design and evolve the KAM operating model, governance, and tools while balancing global consistency with local market needs. Working with cross-functional teams, you’ll enable scalable engagement, account planning excellence, and measurable value creation. This is a strategic, senior leadership position with impact across markets and therapeutic areas.

Pay / Benefits

• learning and development opportunities
• collaborative and inclusive work environment
• exposure to strategic global commercial initiatives
• interaction with senior leadership
• opportunity to shape KAM across markets

Responsibilities

• Lead the development and deployment of the Global KAM Strategy aligned to corporate priorities
• Define and evolve the Global KAM Operating Model (roles, governance, decision rights)
• Create scalable frameworks combining global consistency with market-specific needs
• Establish global account segmentation based on strategic importance and value potential
• Own and enhance the Global KAM Playbook for planning, engagement, execution, and measurement
• Monitor external market trends and integrate best practices from pharma and other industries
• Establish and lead governance structures (Global Account Boards, steering committees, cross-functional teams)
• Support regions in selecting, validating, and prioritizing strategic accounts
• Provide leadership recommendations on resource allocation and investments for priority accounts
• Promote accountability and coordinated decision-making across KAM activities
• Define and maintain the Global KAM Capability Framework and learning curriculum
• Collaborate with HR, L&D, and Commercial Training to embed capabilities into recruitment and development
• Build a global KAM community of practice and conduct capability assessments
• Champion continuous learning and professional development within KAM
• Design and improve global account planning methodologies, standards, and templates
• Support markets in delivering high-quality, insight-driven account plans
• Ensure cross-functional collaboration in planning and execution
• Drive consistency and strategic rigor across markets
• Promote stakeholder mapping, value proposition development, and long-term growth planning
• Establish a comprehensive KAM performance management framework with KPIs and insights
• Partner with Commercial, Analytics, and IT to create global dashboards and reporting
• Implement globally consistent reporting standards for benchmarking and decisions
• Analyse performance data to identify trends, risks, and opportunities
• Foster a culture of accountability and evidence-based decision-making
• Lead evaluation and deployment of KAM tools and technologies (CRM, planning solutions, collaboration tools)
• Ensure digital solutions are globally aligned and integrated in the commercial tech ecosystem
• Set global standards for insights, reporting, and knowledge management
• Collaborate with IT, Analytics, Digital, and AI teams to leverage data-driven insights
• Drive tool adoption across markets through change management and stakeholder engagement

Key requirements

• Significant experience in Key Account Management, Commercial Excellence, Strategic Account Leadership, or related roles in pharmaceutical/biotech/healthcare/medical devices
• Strong understanding of healthcare systems, payer and provider environments, and multi-stakeholder engagement
• Proven experience designing and implementing operating models, governance, and capability-building initiatives
• 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
• 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 focus on continuous improvement
• Experience driving digital transformation, CRM adoption, and commercial enablement (desirable)
• Ability to operate in a complex global matrix organisation

• Strategic thinking
• Stakeholder management
• Cross-functional collaboration
• CRM platforms
• Account planning solutions
• Data-driven insights

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