Key Accounts Manager

Job Description

The Key Account Manager (KAM) is responsible for developing and maintaining strong, trusted relationships across a portfolio of major NHS and healthcare accounts, ensuring growth and long-term retention. Acting as an ambassador for the wider Henry Schein Healthcare group, the KAM will identify and convert value-based opportunities by aligning customer needs with compliant, commercially attractive solutions.

This role requires a deep understanding of NHS structures, challenges, and procurement processes, and strong collaboration with internal stakeholders to deliver account plans and drive sustainable business growth.

Job Responsibilities:

· Build in-depth knowledge of key NHS customers, identifying commercial opportunities through data and insight.

· Develop and manage long-term relationships across Trusts, ICBs, and healthcare frameworks.

· Understand NHS/private healthcare market trends, drivers, and emerging needs.

· Create and execute joint plans with wider Henry Schein business teams to maximise account potential.

· Deliver regular reporting, performance reviews, and customer-facing updates.

· Monitor contractual obligations, identifying and mitigating risks and unlocking new value.

· Engage key decision-makers and influencers across accounts to strengthen multi-level relationships.

· Contribute to strategic account planning and delivery of business objectives.

· Maintain accurate CRM records and deliver monthly activity summaries and pipeline forecasts.

· Represent Henry Schein at relevant industry events, exhibitions, and networking opportunities.

Job Skills & Experience Required:

To succeed in this role, you will need the following:

Skill & Experience:

· Proven track record in strategic/key account management within healthcare

· Strong knowledge of NHS structure, procurement and stakeholder engagement

· Ability to uncover opportunities, build long-term relationships, and drive value-based selling

· Excellent planning, reporting, and numerical analysis skills

· Commercial acumen with experience managing budgets and delivering against targets

· Skilled in project management, problem-solving, and risk mitigation

· Confident communicator and collaborator across internal and external teams

· Highly motivated, results-driven, and able to work independently or as part of a team

· Strong negotiation skills, with ability to follow-through on customer contracts

· Ability to multitask and manage more than one customer account

· Proven results of delivering customer solutions and meeting sales goals

Qualifications:

· Degree in Business, Healthcare or related discipline (or equivalent experience)

· Strategic or key account management experience in healthcare sector

· Experience working with NHS and/or private healthcare providers

· Background in sales, operational delivery, or clinical roles within healthcare

· Demonstrated ability to manage stakeholders and complex projects

Additional Requirements

· Travel across UK as required

· Regular visits to Henry Schein business offices (Gillingham or others as required)

· Adherence to company policies, quality standards, and codes of conduct

Person Specification:

We believe the type of person best suited to this role will be:

· Ability to prioritise and work independently

· Being a team player

Our benefits include:

• A competitive salary
• 25 days holiday a year, with ability to buy up to 5 days holiday each year
• Life Insurance
• Cycle to Work scheme
• Subsidised gym membership
• Access to Health & Wellbeing Apps
• Employee discounts
• A hybrid, flexible working culture

About Henry Schein:

At Henry Schein, our mission is to provide innovative, integrated health care products and services; and to be trusted advisors and consultants to our customers - enabling them to deliver the best quality patient care and enhance their practice management efficiency and profitability.

We know that our Team Schein Members (TSMs) are integral to bringing our mission to life and our success has been built on the commitment of Team Schein, a highly motivated and diverse group of professionals who are dedicated to meeting the needs of our customers. Every TSM shares a singular focus, fostering an environment that allows each of us to achieve our goals.

Henry Schein offers a diverse range of career opportunities, and we firmly believe that by fostering an environment built on ethics, open communications, mutual benefits, creativity, and recognition of the contributions of all TSMs—at all levels—we can help ensure that our best years are yet to come. As such, we are proud to be an equal opportunities employer and our integrated approach to diversity and inclusion ensures success by cultivating our Culture, recruiting, and retaining diverse Talent, supporting our Marketplace, and continuing our commitment to Society.

As a business we are committed to fulfilling our responsibilities as a Corporate Citizen, and we’ve been recognised for nine consecutive years by Ethisphere as one of the Worlds Most Ethical Companies.

Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein UK Holdings strives to operate a policy of equal opportunity and not discriminate against any person gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.