Key Account & Access Manager

Key Account & Access Manager

The Key Account & Access Manager is responsible for driving revenue growth, expanding patient access, and strengthening strategic partnerships across Jamaica’s public and private healthcare systems. The role leads key institutional accounts, supports market access and product utilization initiatives, and collaborates with stakeholders to align commercial objectives with healthcare system needs while identifying opportunities for sustainable business growth.

 KEY RESPONSIBILITIES

Strategic Account Leadership

• Lead and manage key institutional accounts including Regional Health Authorities (RHAs), government hospitals and clinics, private hospitals, and other strategic healthcare institutions.
• Develop and execute account strategies focused on revenue growth, patient access, and account performance.
• Strengthen long-term partnerships with institutional stakeholders and position the company as a trusted healthcare partner.

Market Access & Institutional Enablement

• Drive initiatives to improve product access, reimbursement, availability, and utilization across healthcare institutions.
• Support formulary inclusion, protocol adoption, and institutional budget alignment.
• Identify and address barriers impacting patient access, reimbursement, and product uptake.

Product Penetration & Utilization

• Drive product penetration and utilization within assigned accounts.
• Monitor and analyze prescription trends, inventory turnover, and reorder patterns to identify growth opportunities.
• Implement initiatives aimed at improving stock rotation, reducing expiries, and increasing institutional sales performance.

Public Sector & Stakeholder Engagement

• Build and maintain strong relationships with the Ministry of Health & Wellness, RHAs, procurement teams, finance personnel, and other key stakeholders.
• Navigate public healthcare systems and support initiatives aligned with national healthcare priorities and improved patient outcomes.

Commercial & Access Strategy Execution

• Support tender submissions, contract negotiations, and pricing discussions in collaboration with Regulatory and Government Business teams.
• Identify and support growth opportunities across pharmaceuticals, diagnostics, medical nutrition, and medical sundries.
• Ensure alignment between commercial objectives and market access realities.

Collections Alignment & Financial Stewardship

• Support institutional collections and receivables performance
• Collaborate with the Credit Department and Institutional Credit Officer to support collection strategies, account prioritization, and stakeholder escalation where required

Reporting, Analytics & Continuous Improvement

• Monitor account performance, market trends, consumption patterns, and access barriers
• Provide strategic insights and recommendations to support business growth and decision-making
• Identify and drive continuous improvement initiatives across accounts and operational processes

MINIMUM REQUIRED QUALIFICATIONS & EXPERIENCE

• Bachelor’s Degree in Business, Life Sciences, Pharmacy, or a related discipline.
• Minimum of 6–8 years’ experience in pharmaceutical sales, institutional account management, market access, or public sector engagement
• Strong knowledge of the Jamaican public healthcare system and institutional tender processes would be an asset
• Valid driver’s license
• Willingness to travel island-wide

KNOWLEDGE, SKILLS, COMPETENCES

• Strong strategic planning and commercial acumen
• Excellent stakeholder engagement, negotiation, and relationship management skills
• Ability to influence key decision makers, clinical stakeholders, and procurement teams
• Strong analytical, financial, and problem-solving capabilities
• High level of accountability, ownership, and cross-functional collaboration
• Strong organizational and planning skills