Key Account Manager, Scotland and North of England

Critical Needs. Immediate Action.

SERB is a fast-growing global specialty pharma company designed to address rare and urgent conditions by delivering life-saving medicines when time and complexity leave no room for failure.

We operate end-to-end across 100+ countries, ensuring 70+ essential medicines for rare diseases, emergency care, and medical countermeasures reach patients and clinicians with urgency – wherever and whenever they are needed. Shaped over the past 25 years by an entrepreneurial, disruptive spirit, SERB combines the focus and agility of a biotech with the scale, reach, and reliability of a global pharmaceutical company — always grounded in medical purpose, not corporate convention.

Our 600+ employees are driven by three core values:  

• Patients first, always
  Patients are not a concept — they are why we act, especially when time matters most.
  
• Impact focused
  We are agile, entrepreneurial, and disciplined - working smart and learning continuously to deliver results that matter, with the consistency, quality, and trust that critical care demands.
  
• Team powered 
  We go the extra mile - together - because our shared commitment drives extraordinary outcomes.

Guided by a clear ambition and a relentless focus on patients, SERB continues to expand through selective, innovative acquisitions, launching new treatments and entering new geographies.  Across every step — from integration to delivery — our people act with passion, ownership, and determination to ensure life-saving medicines become available to patients who need them, worldwide.

Broad Overview

To achieve sales budget and business objectives by implementing strategies and tactics with specialist customers in line with commercial plans to contribute to the overall UK budget.

To promote the Group’s diverse product portfolio to deliver the Key Strategic Objectives, maintain key accounts and develop partnerships with Integrated Care Boards, Medicines optimisation Teams, critical NHS Trusts, Health Boards and Healthcare Professionals (HCPs) and payors.

To identify and establish strong, sustainable relationships with key stakeholders across Primary and Secondary Care (clinical and non-clinical) and leverage customer insights to create strategies that will ensure the maintenance and growth of the Group’s portfolio in the UK and to ensure commercial objectives are met as per plan.

Drive the development of commercially positive formulary, guideline and protocol inclusions for promoted brands in target accounts across both primary and secondary care incorporating trust and APC formularies where appropriate. This includes securing of reimbursement (where appropriate), permission to prescribe, as well as the subsequent implementation and business pull-through. Deliver other business-critical market access projects e.g., service redesign/shared care guidelines.

Generate clinical demand for products and promote and sell product(s) (prescribing, non-prescribing and commercial).

Accountable for achievement of the territory sales target. The Regional and National Sales Plan is delivered via organic growth and increase through new channels/customer accounts.

Ensure adherence and compliance to all relevant Corporate, MHRA and ABPI guidelines.

The individual will be required to travel extensively within the regions 4-5 days a week and stay away from home when required. There is a minimum expectation that 90% of time is spent in field seeing customers. There may be some overseas travel required.

As a Key Account Manager your responsibilities will include:

Day to Day Activities

• Ensure regular and frequent customer contact through one to one, group meetings, speaker meetings and symposia.
• Identify and develop Key Opinion Leader’s to drive strategy e.g.: formulary approval, protocol change, product uptake.
• Ensure tenders for the Group’s portfolio are completed and submitted at Hospital and Regional level, once authorised by the Line Manager.
• Ensure that tenders that are up for renewal are carefully evaluated for any adverse financial impact on current terms with a proposal for mitigating actions.
• To achieve commercially positive formulary listings, guidelines and protocol changes within targeted key accounts.
• Work collaboratively with the wider Market Access and Marketing teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Complete Company administrative requirements with agreed timelines.

Territory Planning & Analysis

• Ensure all identified key accounts have a named contact for each product purchased (Clinical and non-clinical).
• Assess and develop pricing requests for increased supply and revenue whilst protecting gross margins.
• Understand the priorities and needs for each account.
• Identify prescribers, influencers and payors relative to the Group’s portfolio.
• Understand and articulate the decision-making process to allow HCPs to access the Group’s product portfolio.
• Identify and follow up on collaborative commercial partnership opportunities with the NHS.
• Plan efficient territory coverage utilising continually updated sales and customer data to achieve or exceed sales targets.

Business (Account) Planning

• Guide the strategic intent for the maintenance of the neurological, emergency and critical care and diagnostic portfolio in the UK, based on local market access conditions, for the products identified for active promotion.
• Provide up to date market intelligence via the CRM system as agreed with the Head of Sales UK/Commercial Director.
• Organise medical/pharmaceutical events (regional seminars, speaker sessions) within agreed budgets.

Implementation of Local Plans

• Develop and submit an annual business plan (products that are identified for active promotion) and account management strategy according to sales targets and within budget.
• Work collaboratively with the wider Market Access, Marketing and Medical teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Flexibility and accountability to amend local plans based on local market dynamics and competitor/access conditions.

Administration

• Prepare and submit all monthly expenses on time.
• Track implementation of business plan and achievement of objectives using company systems and own processes. Use these methods to identify gaps in performance and plan remedial actions.
• Ensure effective coverage and frequency of calls on decision-makers and prescribers within region/territory.
• Record full details of all interactions and discussions with stakeholders on the CRM tool.
• A weekly update of the CRM database on calls/activities.

Compliance

• Maintain an understanding of Group’s working practices, and SOPs.
• Ensure SOP’s for Customer Engagement and Advocacy are followed in line with Medical Strategy and compliance with Corporate, MHRA and ABPI guidelines.
• Ensure compliance with all local laws regulating commercial activities. 
• Ensure that all interactions and engagements are carried out in a professional, efficient, courteous manner and that all work is accomplished with quality and in accordance with Company values.
• Carry out other reasonable tasks as required by the Line Manager.

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements. 

To be successful in this role, you should demonstrate:

• Educated to Degree level in Business, Pharmacy, Pharma related fields.
• ABPI accreditation (certificate must be provided).
• Excellent working knowledge of all Microsoft Office applications- Excel, Outlook, PowerPoint. Teams, Zoom.
• At least three plus years’ relevant pharmaceutical experience in primary and secondary care.
• Excellent written & spoken English. Commercially astute, Well-organized, good team player, problem -solving approach.
• Must hold a Clean Driving license.
• Experience of working in a small to medium sized Pharmaceutical Company.
• Completion of relevant training modules for access to secondary care including operating theatres is desirable.
• Neurology, Endocrinology, ICU, Critical care/ cardiothoracic & orthopaedic specialty experience is desirable.
• Experience/involvement in a successful recent product launch in secondary care. Knowledge of local market access/payor experience is desirable.
• Knowledge and understanding of the working practices of SMC (Scottish Medicine Consortium), National Distribution Centre (NDC), NHS National Services Scotland (NSS). Health Boards, Area Drug and Therapeutic Committees (ADTCs) and Healthcare Improvement Scotland (HIS).
• Self-motivator with strong organisational skills  and with a problem-solving approach Action orientated – pursues everything with energy, drive and a need to finish. Can be counted on to exceed goals successfully, and steadfastly pushes self and others for results
• Commands attention when providing information and engages the audience in various presentation settings and group dynamics
• Builds rapport quickly and develops constructive and effective relationships with a variety of people
• Identifies and creates opportunities to initiate new partnerships that will facilitate the achievement of strategic goals
• Knows how the business works, knows current and future trends, the competition affecting their business, and applies strategies and tactics
• Able to deliver the highest standards of customer service by putting the customer and patient at the heart of everything you do. Takes responsibility for ensuring your own work/life balance

Company Benefits:

• 25 annual leave days plus bank holidays and 3 annual company closure days (to be taken between Christmas and New year)
• Competitive Pension Scheme 
• Private Medical Insurance
• Discretionary Bonus Plan
• Paid Maternity and Paternity Leave
• Academic Study Assistance
• Eyecare vouchers
• Employee Assistance Programme

EEO Disclaimer

SERB is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to any protected characteristic protected by federal, state, or local laws. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment requirements, or otherwise participating in the employee selection process, please direct your inquiries to the HR Department.

Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.