About this role
Role Purpose The Commercial Account Manager is responsible for driving the performance and strategic positioning of GSK’s biopharmaceutical portfolio, including vaccines, across key accounts in Kuwait. This role partners with cross-functional stakeholders to deliver sustainable growth, strengthen customer partnerships, focus on alliance excellence, and ensure execution of integrated account strategies. Key Responsibilities Account Management & Customer Engagement Drive account engagement across key customers in Kuwait, identifying and segmenting accounts and engaging key decision-makers to understand their objectives, drivers, and barriers to prescribing or purchasing GSK products.
Develop and execute account-specific joint business plans with external stakeholders (e.g. hospitals, pharmacies, insurance organizations, central tendering authorities). Customize value propositions and negotiate mutually beneficial agreements. Provide market intelligence to shape brand, portfolio, and business plans.
Product Availability & Demand Management Monitor product demand from ordering to consumption, maintaining healthy stock levels and managing expiries to ensure consistent availability across key accounts. Trading & Commercial Activities Collect purchase orders and ensure correct invoicing at distributor level. Calculate and negotiate rebate schemes and own tender access opportunities for relevant portfolios.
Alliance & Distributor Management Lead the end-to-end relationship with the distributor as the primary focal point, ensuring trust, reputation, and alignment between GSK and the distributor. Maintain regular communication with distributor teams to stay aware of decisions, risks, and executional gaps. Drive the core commercial cycle (forecasting, ordering and supply governance), including monthly order-book reviews and monitoring stock levels, stock-at-risk, and secondary sales to minimize stock-outs or overstocking and ensure smooth financial flows.
Run structured monthly performance reviews and quarterly strategic reviews to evaluate progress versus plan, course-correct, and drive accountability, using standard inputs such as sales, stock data, incentives and order book. Compliance, Governance & Cross-Functional Collaboration Collaborate with cross-functional teams to ensure access, availability, and strong account engagement. Execute activities in full compliance with internal and external governance and maintain required product/disease knowledge, including completion of mandatory certifications.
Ensure all plans, activities, and documentation are updated, stored appropriately, and fully compliant with GSK governance and DCF requirements. Engage internal stakeholders (e.g. Finance, CS&L, Representatives Office Leads) for issue resolution and alignment on business controls.
Strategic Leadership & Business Planning Lead the development and execution of Joint Business Plans (JBPs) with key accounts in Kuwait. Drive strategic prioritization and performance of the biopharmaceutical portfolio, including vaccines, aligned with regional and global objectives. Identify growth opportunities through deep understanding of healthcare systems, payer dynamics, and customer needs.
Own forecasting, performance tracking, and delivery of financial and strategic KPIs, ensuring effective resource allocation and execution excellence. Monitor market trends, competitive landscape, and policy changes to adapt strategies proactively. Work closely with regional and global teams to align on strategy, share insights, and implement best practices.
Qualifications & Experience Bachelor’s degree in Life Sciences, Pharmacy, Business, or related field (MBA preferred). Significant experience in the pharmaceutical/biopharmaceutical industry; exposure to vaccines preferred. Proven track record in strategic account management, key account leadership, or commercial leadership roles.
Demonstrated experience leading and developing high-performing teams across multiple markets. Strong understanding of Kuwait healthcare systems and market access environments. GSK is an Equal Opportunity Employer.
This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law. Skills Account Management, Data to Insights, Digital Fluency, Negotiation, Omnichannel, Scientific Literacy Why GSK? Uniting science, technology and talent to get ahead of disease together.
GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines.
We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale. People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.
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