Key Account Manager

The Key Account Manager is responsible for achieving sales targets and profitable growth of the Aspen portfolio in Belgium and Luxembourg through effective account management, customer engagement, tender management, and commercial execution.

The Key Account Manager is representing Aspen and her portfolio. The role is responsible for achieving sales targets at both regional and national levels by developing and executing commercial plans of action. This includes creating and maintaining optimal patient access in hospitals, pharmacies, and other relevant stakeholders to ensure sustainable and profitable growth. Focus region: Brussels/Wallonia & Luxembourg

This role reports to the Commercial Manager, Belgium.

Job Duties:

Planning & Execution

• Develop and execute territory and account plans that deliver profitable sales growth and support national business objectives.
• Provide proactive in-market insights and contribute to commercial and marketing plans.
• Prioritize key accounts and stakeholders through effective targeting and segmentation.
• Translate customer and market insights into actionable account plans.

Sales & Market growth

• Achieve sales, market share, and revenue targets within the assigned territory and designated national accounts.
• Identify and develop new business opportunities within hospitals, healthcare institutions, and relevant customer groups.
• Promote the clinical, operational, and economic value proposition of Aspen products.

Tender & Contract Management

• Lead and coordinate hospital, regional, and national tender processes.
• Develop tender strategies in collaboration with internal stakeholders.
• Prepare and submit tender documentation in collaboration with Tender Officer, in accordance with company requirements and deadlines.
• Coordinate pre-tender activities and stakeholder engagement where appropriate.
• Analyze tender outcomes and implement actions to improve future success rates.
• Negotiate commercial agreements, hospital contracts, and other customer arrangements.
• Ensure successful implementation and follow-up of awarded contracts. 

Customer & Stakeholder Engagement

• Build and maintain strong relationships with hospital pharmacists, procurement managers, clinicians, wholesalers, purchasing groups, and other key decision-makers.
• Develop long-term partnerships with customers and stakeholders.
• Serve as the primary point of contact for assigned accounts.
• Identify customer needs and deliver appropriate commercial solutions.

Market Intelligence & Business Insights

• Monitor market trends, customer developments, competitor activities, and healthcare policy changes.
• Provide regular feedback and recommendations to management.
• Accurately document customer interactions, opportunities, and market intelligence within company systems.
• Support forecasting and business planning activities.

Cross-Functional Collaboration

• Collaborate effectively with Commercial, Medical, Regulatory, Supply Chain, Pricing, and Finance teams.
• Support product launches, customer projects, and other commercial initiatives.
• Contribute actively to internal projects and continuous improvement initiatives.

Accountability

• Take full accountability for sales performance and business growth within the assigned territory and accounts.
• Deliver a high level of execution and customer focus.
• Actively identify opportunities and implement solutions that support Aspen's commercial objectives.
• Act as a role model for collaboration, compliance, and customer engagement.