Job Summary

As the Strategic Accounts Lead, you will drive sustainable patient access, sales and market share growth through the integrated management of priority institutional accounts, access initiatives and commercial partnerships across assigned brands.

Reporting to the Country Head within Commercial, the role translates Philippine business priorities into integrated account and access plans. Local Commercial owns priorities, resource deployment and performance management, with formal input from Regional Market Access on access objectives, technical quality and capability development.

Key Responsibilities

• Integrated Account and Access Planning
  • Develop integrated account and access plans with clear sales targets, access milestones and resource requirements.
  • Prioritize accounts and portfolio opportunities based on patient needs, business potential and access barriers.
  • Incorporate Regional Market Access input into locally approved workplans and align additional regional assignments with the Country Head.
• Strategic Account Management
  • Build long-term relationships with institutional decision-makers, procurement teams and relevant clinical stakeholders.
  • Serve as the primary contact for account-level activities, coordinating engagement and resolving customer issues.
  • Drive sales, market share and appropriate portfolio adoption through account reviews and targeted growth actions.
• Institutional Partnerships
  • Identify access barriers and coordinate account-specific solutions with relevant internal partners.
  • Lead hospital listing, formulary inclusion and approved institutional access initiatives.
  • Develop approved value propositions in partnership with Medical and Regional Market Access, leveraging specialist support for complex reimbursement and evidence requirements.
• Pricing, Contracting and Tenders
  • Develop pricing proposals and business cases that balance patient affordability, growth and profitability.
  • Lead negotiations within approved authority and coordinate contract reviews and approvals.
  • Manage tender opportunities, timely submissions, contract implementation and renewal commitments.
• Launch Readiness and Product Availability
  • Establish account and access readiness milestones for assigned launches and portfolio expansion.
  • Forecast account demand and coordinate product availability and fulfillment with Supply Chain and distributors.
  • Resolve or escalate supply and access barriers affecting launch delivery and treatment continuity.
• Performance, Insights and Governance
  • Track sales, market share where available, access milestones, forecasts and budgets while maintaining accurate account records.
  • Analyze customer needs, market trends and competitor activity to identify growth opportunities and recommend corrective actions.
  • Report progress to local Commercial and provide relevant access updates to Regional Market Access.
• Cross-Functional Partnerships
  • Align Sales, Marketing and Medical teams around account plans, customer engagement and product uptake.
  • Partner with Regional Market Access on access strategy, technical expertise and capability development.
  • Coordinate with Finance, Legal, Compliance, Regulatory and Supply Chain to develop viable proposals and ensure reliable execution.
• Compliance and Governance
  • Ensure ethical stakeholder engagement in line with applicable Philippine requirements, PHAP standards and company policies.
  • Follow OEC requirements, delegated approvals and procedures relating to adverse events, product complaints and information handling.
  • Complete MAP, Concur, LERN and operational reporting requirements accurately and on time.