Strategic Account Lead

Job Description

Position Overview

The Strategic Account Lead is responsible for implementing strategic, short and long-term access, policy and business plans for Key Strategic Accounts across multiple therapeutic areas. The role drives mutual value creation by aligning our company’s priorities and portfolio with account objectives to deliver improved patient access, outcomes and sustainable, profitable growth.

The Strategic Account Lead will act as the primary relationship owner and single point of contact for assigned key accounts, partnering closely with the External Affairs Director and Market Access Lead and with internal cross-functional teams (Marketing, Sales, Medical Affairs, Market Access, Policy) to deliver coordinated and impactful solutions.

Primary activities and Key Responsibilities

Stakeholder Engagement and Field Collaboration 

• Acts as Our Company’s field-level Access contact for hospitals, wellbeing services counties, and key decision-makers 
• Builds and maintains long-term relationships with hospital management, procurement, clinical decision-makers, and experts 
• Map account decision-making processes, funding mechanisms and guidelines; identify barriers to access and co-create solutions to overcome them.
• Supports the roll-out and implementation of the Strategic Account / Access strategy in the field 

Implementation of the Access Strategy 

• Translates national and regional market access strategies into practical field execution  
• Ensures patient access after reimbursement, mini-HTA, FIMEA/PALKO recommendation and/or tender decision  
• Supports products in pre- and post-launch phases from a field-level perspective 
• Identifies regional barriers, risks, and opportunities and escalates them to the Access Lead 

Value Communication and Solution Selling 

• Communicates product value propositions (clinical, economic, and patient pathway) to decision-makers 
• Supports the use of value narratives and materials in customer interactions 
• Contributes to the development of tailored, regional solutions in collaboration with Access, Medical, and Commercial teams 
• Co-create and implement collaborative projects that improve patient pathways, patient access  and health outcomes (e.g., pathway redesign, pilot programs, data-driven value demonstration).

Tender and Procurement Environment Support 

• Supports tender and procurement processes from a field perspective (no pricing responsibility) 
• Collects and shares insights on regional procurement practices and decision-making 
• Collaborates closely with the Tender and market access Managers and policy lead  

Insight and Knowledge Generation 

• Systematically collects field insights (customer needs, decision criteria, signals) 
• Feeds learnings into access strategy, forecasting, and prioritization 
• Supports local RWE and LDG thinking by identifying relevant needs from the field 

Key KPIs:
1. Timely, equitable patient access with minimal regional variation and accelerated HTA and/or innovative solution outcomes.

Launch & lifecycle excellence, with hospitals ready, decision-makers engaged, and clear care pathways Strong tender and procurement performance, with Our Company seen as a reliable, predictable partner High-quality, institutional stakeholder relationships enabling early dialogue and fewer surprises Clear, consistent value understanding (clinical, economic, pathway impact), reducing price-only discussions

Education, Background & Experience

• Master’s degree (preferably in business, health economics, public health or related field) or equivalent experience.
• Several years’ experience in the pharmaceutical/healthcare industry across commercial functions (sales, marketing, market access, policy) with progressive responsibility.
• Demonstrated commercial and product management/project leadership experience.
• Strong knowledge of market access, pricing and reimbursement systems and the national healthcare landscape.
• Proven track record of managing large, complex accounts and negotiating agreements or multi-stakeholder partnerships.
• Deep understanding of patient pathways and experience designing initiatives that demonstrate value to payers and providers.
• Extensive network of healthcare stakeholders and decision-makers (well-being service counti