Key Account Manager / Director – Pharma (UK)

Overview

In this role you will identify and win sponsorship and exhibition opportunities from major pharma accounts, building long-term revenue partnerships. You will lead meetings, negotiate contracts, and shape account plans to align with client goals. You will network across marketing, medical affairs, and R&D to uncover opportunities and expand account penetration. You will collaborate with content, marketing, and operations to create compelling propositions and maintain a healthy sales pipeline.

Responsibilities

• Identify and target key pharma accounts for sponsorship and exhibition opportunities
• Build and nurture relationships with major pharmaceutical companies
• Achieve and exceed sales targets through renewals, upselling, cross-selling, and multi-event packages
• Lead client meetings, presentations, and contract negotiations
• Create and manage dynamic account plans aligned with client goals
• Proactively network across marketing, medical affairs, R&D, commercial, and external engagement teams to uncover opportunities and budget holders
• Map organizational structures to expand account penetration
• Stay informed on NHS priorities, ICB/ICS structures, ABPI Code, and pharma policy trends
• Attend and support UK healthcare events throughout the year
• Collaborate with content, marketing, and operations teams to shape commercially attractive propositions
• Stay on top of pharma industry trends and competitor activity
• Maintain a robust pipeline via CRM and report sales activity accurately

Key requirements

• 5–7 years’ B2B sales experience selling to pharmaceutical or life sciences clients
• Strong consultative sales skills with proven ability to exceed revenue targets
• Excellent networker who can navigate large, complex organisations
• Outstanding communication, negotiation, and presentation skills
• Highly motivated, target-driven, and results-oriented
• Willingness to travel nationally and internationally

• relationship-building
• communication
• negotiation
• pharma industry knowledge
• n NHS priorities and ABPI awareness
• account planning

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