Global Key Account Manager (GKAM) - Pharma

Corporate description...

Purpose of position

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The Global Key Account Manager (GKAM) is responsible for developing and executing long-term strategic account plans that drive sustainable revenue growth, customer retention, profitability, and competitive positioning.

The role serves as the strategic commercial lead for assigned global pharmaceutical accounts, aligning Envirotainer's capabilities with customers' evolving supply chain strategies, business objectives, and operational requirements.

The GKAM provides cross-functional and cross-regional leadership, leveraging market intelligence, financial analysis, executive relationships, and industry expertise to identify growth opportunities, mitigate commercial risks, and deliver differentiated customer value.

The position has no direct supervisory responsibilities but will act as the driver/owner/ facilitator for global key account management in the organization.

The position reports to Head of GKAM Sales - AMERICAS.

Responsibilities

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Functional responsibilities

Main responsibilities and tasks are to:

Implement and execute key account management for assigned accounts, including but not limited to;

Account management

• Own and lead the development and execution of long-term commercial strategies for assigned global pharmaceutical accounts, ensuring alignment with Envirotainer's strategic priorities and customer business objectives.
• Identify and prioritize opportunities for sustainable revenue growth, customer retention, profitability improvement, and competitive differentiation.
• Demonstrate ownership of assigned account commercial performance, including revenue growth, profitability, customer retention, and strategic opportunity development.
• Proactively identify and address commercial risks while balancing short-term business requirements with long-term account objectives.
• Anticipate market developments, customer supply chain transformations, competitive threats, and emerging industry trends to proactively position Envirotainer for future business opportunities.
• Serve as the strategic commercial lead across regions, coordinating internal stakeholders to ensure consistent account engagement, execution, and alignment with global customer strategies.
• Build executive-level relationships and position Envirotainer as a strategic partner through industry expertise, commercial insight, and value-driven solutions.
• Provide commercial leadership in complex negotiations, strategic agreements, and customer retention initiatives, balancing customer requirements with Envirotainer's long-term business objectives.
• Lead comprehensive account performance and business analysis to evaluate revenue trends, profitability, market share, competitive positioning, customer growth opportunities, and commercial risks. Translate findings into actionable strategies that support long-term account development, revenue retention, and profitable growth.
• Identify and escalate any customer complaints or risks to relevant internal stakeholders for resolution.
• Support account team members in generating budget and prognosis by sharing analysis on external and internal factors impacting the account and future volumes, e.g. patent expiry, upcoming RFQs, NPIs, underlying market growth and incentives in play.
• Support account team members in monthly forecasting by sharing relevant information received from account HQ with impact on the forecast.
• Take ownership in driving the collaboration with GKAM and SAM for the purpose of developing the account and maximizing the business.
• Lead and ensure compliance with processes used by Sales, in particular “Manage Account Lifecycle”, “Manage RFQ/RFP Opportunity” and “Manage NPI Opportunity”.
• Actively participate in account teamwork and execute assigned tasks for all regions in account plans managed by other GKAM, Gateway Managers or SAMs.
• Keep account information in Salesforce correct and current for assigned accounts.
• Lead assigned account growth strategy and obtain yearly revenue goals.
• Perform regular account analysis to identify trends, new leads, opportunities for growth and product diversification, deviations from forecast, and risks to budget.
• Lead and facilitate assigned account QBRs

Create account plans

• Own the development, implementation, and ongoing refinement of comprehensive, multiyear global account strategies aligned with Envirotainer's commercial objectives and the customer's long-term business priorities.
• Establish strategic account objectives, growth and retention initiatives, competitive positioning, stakeholder engagement strategies, and measurable performance targets. Lead cross-functional and cross-regional alignment to ensure consistent execution and accountability.
• Perform continuous external analysis on trends, opportunities and challenges affecting the pharma market in general and the assigned accounts more specifically.
• Develop and maintain strategic relationships with senior customer stakeholders and key decision makers across global supply chain, procurement, quality, logistics, and executive leadership. Position Envirotainer as a trusted strategic partner by understanding customers' long-term priorities and influencing decisions that support mutually beneficial business outcomes.
• Lead and create high-quality key account plans, including products and lane pairing volumes, with involvement from internal and external stakeholders.

Execute on account plans

• Take responsibility for leading communication and collaboration in the account teams.
• Lead the commercial strategy for strategic RFQs, contract negotiations, and customer agreements, ensuring alignment with long-term account objectives, competitive positioning, profitability targets, and customer value creation.
• Strategically and proactively capture agreement opportunities and new product introductions (NPIs) of interest for Envirotainer and aim for mutual commitments.
• Take relevant steps to schedule meetings and prepare presentations/dialogue with involvement of relevant internal stakeholders.
• Take lead on creating impactful and innovative customer solutions with involvement of relevant internal stakeholders.
• Implement pharma value proposition to maximize sales potential.

Lead generation

• Proactively select and participate in relevant industry events, conferences and key customer events.
• Drive Envirotainer events with support from Marketing.
• Generate leads from new or existing accounts via NPIs, new plants, new markets and by scouting news and industry trade newsletters.
• Support account team members in driving their leads and opportunities.

Continuous improvement

• Track and act on stipulated performance metrics that capture both leading and lagging indicators.
• Feedback opportunities and risks regularly to manager.
• Seek feedback from peers to drive improvement of processes used by Sales.

Contact person

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