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 under pressure while consistently delivering objectives.

If you are a strategic leader with deep experience in key account management and access, and you are passionate about improving patient access through strong institutional partnerships, we encourage you to apply.

Application closing date : November 21st, 2026

Skills

Account Management, Data to Insights, Digital Fluency, Negotiation, Omnichannel, Scientific Literacy

Why GSK?
Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

Contact information:
You may apply for this position online by selecting the Apply now button.

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