Key Account Manager (Biosimilar)

Role Overview

Key Account Manager (Biosimilar) at Abbott, based in Riyadh, responsible for Central & North key accounts within the Established Pharmaceuticals Division.

Company Overview

Abbott's Established Pharmaceuticals Division is committed to bringing trusted medicines to fast-growing countries. The portfolio includes high-quality branded generic medicines across gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory therapeutic areas.

Role Purpose

Assure consistent sales growth and achievement of sales goals and targets in assigned territory across all government sectors by identifying opportunities, gaining new business, and maintaining existing business for Abbott's biologic and biosimilar portfolio.

Key Responsibilities

Sales Performance & Target Achievement

• Drive sales performance and achieve targets for the Abbott portfolio across all assigned accounts and sectors.
• Ensure consistent sales growth and achievement of targets for the Biologic and Biosimilars portfolio across assigned government hospitals.

Strategy & Market Access

• Ensure effective and consistent implementation of company strategies, goals, positioning, and market access approaches.
• Develop and execute account plans focused on increasing biosimilar uptake, switching strategies, and penetration in targeted institutions.
• Support formulary inclusion and listing of biosimilar products in key institutions.

Tender & Account Management

• Lead and secure governmental tenders for Abbott's products across government hospitals, ensuring competitive positioning and compliance.
• Work closely with distributors to ensure efficient tender execution, quotations, product availability, and timely deliveries.
• Build and maintain strong relationships with key accounts and decision-makers, ensuring alignment with customer needs and value demonstration of biosimilars.

Stakeholder Engagement & Adoption

• Conduct strategic engagement with key stakeholders to support biosimilar adoption and address concerns regarding efficacy, safety, and interchangeability.
• Support educational initiatives and awareness programs to increase confidence and knowledge of biosimilars among healthcare professionals.

Business Development

• Identify and drive new business opportunities, including expanding indications, new accounts, and conversion from originator biologics.
• Monitor market trends, competitor biosimilars, pricing dynamics, and tender outcomes in the assigned territory.

Cross-Functional Collaboration

• Collaborate cross-functionally with medical, market access, and regulatory teams to ensure successful product launches and lifecycle management.
• Monitor forecasting, demand planning, orders, and Department of Health interactions to ensure supply continuity and avoid stock gaps.

Compliance & Professional Standards

• Represent Abbott in a professional manner aligned with company values, ensuring compliance with all legal, regulatory, and ethical standards, especially in biosimilar promotion.

Qualifications & Experience

• Bachelor's degree in Pharmacy.
• Saudi Commission for Health Specialist (SCHS) license.
• Minimum of 3–5 years of experience in Key Account Management within multinational pharmaceutical companies.
• Experience in Biological and/or Biosimilar products is highly preferred.
• Strong understanding of Saudi healthcare systems and market dynamics.
• Proven track record in formulary inclusion, stakeholder management, and account leadership.
• Strong scientific understanding and ability to interpret clinical data.

Skills & Competencies

• Strategic thinking and account planning capability.
• Highly independent, self-motivated, and results-driven.
• Ability to thrive in a fast-paced and dynamic environment and manage multiple priorities.
• Ability to work cross-functionally and manage complex stakeholder environments.
• High ownership mindset with strong execution and problem-solving abilities.
• Ability to manage multiple priorities and work effectively under pressure.
• Excellent communication, presentation, and negotiation skills.
• Ability to build strong and long-lasting strategic and trusted relationships with key accounts.
• Ability to negotiate long-term agreements and implement activities with key accounts.
• Ability to reach consensus and resolve conflicts.
• Ability to monitor performance and adapt plans to external and internal changes.
• Knowledge of risk management and mitigation plans.

Additional Information

• Job Family: Sales Force.
• Division: EPD Established Pharma.
• Location: Riyadh, Saudi Arabia (NCCI Tower).
• Work Shift: Standard.
• Travel: Up to 50% of the time.