Key Account Manager

Bausch + Lomb is a leading global eye health organization dedicated to protecting and enhancing the gift of sight for millions of people worldwide. With a comprehensive portfolio of over 400 products, including contact lenses, lens care products, eye care products, and ophthalmic surgical devices, we have a significant global presence. Founded in 1853, we have over 12,000 employees and operate in nearly 100 countries.

Objectives / Purpose of the Job:

The Key Account Manager – Government Sector is responsible for driving sustainable growth and strengthening Bausch + Lomb's presence across key government healthcare institutions across Saudi Arabia. The role focuses on developing strategic partnerships with government stakeholders, ensuring optimal access to the company's portfolio, and executing tailored account strategies that align with both customer needs and organizational objectives.

The Key Account Manager will play a critical role in expanding access within Ministry of Health institutions, NUPCO procurement channels, military hospitals, university hospitals, and other public healthcare organizations, ensuring that Bausch + Lomb products are positioned to improve patient outcomes while achieving commercial objectives.

Key responsibilities:

Strategic Account Management

• Develop and execute strategic account plans for priority government institutions.
• Identify and map key stakeholders including hospital leadership, pharmacy directors, procurement committees, clinical pharmacists, and tender decision-makers.
• Establish long-term partnerships with key accounts to support sustainable business growth.

Government Market Access & Tender Management

• Lead institutional access activities across government hospitals and procurement bodies.
• Identify and manage opportunities related to NUPCO tenders and institutional purchasing channels.
• Support successful tender participation through coordination with internal stakeholders including market access, regulatory, and supply chain teams.
• Monitor upcoming tenders and procurement cycles to ensure proactive business planning.
• Support preparation of tender submissions including pricing alignment, forecasting, and coordination with internal stakeholders.

Business Growth & Commercial Execution

• Deliver on assigned sales targets and account objectives within the government sector.
• Identify opportunities to expand product utilization within institutional accounts.
• Support successful product launches and lifecycle management strategies across key government accounts.

Cross-Functional Collaboration

• Work closely with Marketing, Medical Affairs, Market Access, Regulatory, Finance, and Supply Chain teams to support account strategies.
• Align field activities with marketing initiatives and medical education programs.
• Provide market insights to support strategic planning and portfolio optimization.

Stakeholder Engagement

• Build strong relationships with Key Opinion Leaders (KOLs) and institutional decision makers.
• Support scientific engagement initiatives in collaboration with Medical Affairs.
• Facilitate disease awareness and educational activities when relevant to account strategy.

Market Intelligence

• Monitor market dynamics, competitor activities, and institutional procurement changes.
• Provide regular insights and strategic recommendations to leadership.

Performance Monitoring & Reporting

• Maintain accurate and timely updates in CRM systems (Salesforce).
• Track account performance against KPIs and proactively implement corrective actions.
• Provide regular business updates and forecasts to management.

Required Education:

• Education: Saudi National with a Bachelor's degree in Pharmacy (advanced medical/scientific credentials are a plus)

Experience:

• 5+ years in pharmaceutical sales in Saudi Arabia
• At least 2 years in institutional or key account management
• Preferably ophthalmology/pharma experience

Required skills

• Proven sales performance (meeting/exceeding targets)
• Strong stakeholder management, negotiation, and networking
• Excellent communication (English & Arabic required)

Key Competencies

• Strategic account management
• Stakeholder engagement and negotiation
• Knowledge of Saudi healthcare system and procurement
• Knowledge of NUPCO tender processes
• Commercial and analytical mindset
• Strong presentation skills
• Fluency in English and Arabic