Sales Manager
HIPRA is a pharmaceutical and biotechnological company focused on prevention and diagnosis for animal and human health, with a broad range of highly innovative vaccines and an advanced diagnostic service.
HIPRA has a solid international presence in more than 40 countries, with its own subsidiaries, 11 diagnostic centres and 6 production plants strategically located in Europe (Spain) and America (Brazil).
Research and Development constitute the core of its knowledge. HIPRA dedicates 15% of its annual turnover to R&D activities that concentrate on the creation and application of the latest scientific advances to the development of the highest quality innovative vaccines. To give added value to its vaccination experience, the company also develops medical devices and traceability services.
We are looking for a National Key Account Manager for our subsidiary, Hipra Philippines.
Reporting to the Business Manager, her/his main purpose will be to define, lead, and execute the national Key Account strategy, ensuring sustainable growth, share of wallet increase, and long‑term partnerships with strategic customers. The role provides strategic leadership to the KAM organization, aligning key account plans with national commercial priorities and HIPRA’s overall business strategy.
Requirements:
Studies: DVM/Bachelor’s (Business, Vet/Animal Science, Pharma or related)
Languages: Good command of English will be highly valued.
Work experience: At least 10 years work experience; 5+ in Key Accounts; proven contract/tender negotiation; exposure to animal health/biologics or healthcare; handling integrators/institutional accounts; experience in business case writing and project management.
Abilities: Should possess competencies such as stakeholder management, leadership, strategic thinking, and strong business acumen
Main Duties:
Strategic Leadership & Governance
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Define together with the Subsidiary Business Manager and lead the national strategic account management framework, ensuring consistency, prioritization, and excellence across all key accounts.
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Develop and oversee multi‑year Key Account Strategies and Mutual Business Plans aligned with national and global objectives.
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Translate corporate and national strategy into clear priorities, targets, and execution plans for the KAM organization.
Team Leadership & Development
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Lead, coach, and develop the Key Account Managers and the Area Sales Manager, ensuring high performance, accountability, and professional growth.
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Set clear objectives, KPIs, and development plans for each KAM, monitoring performance and acting proactively on gaps.
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Identify talent needs, support recruitment, onboarding, and succession planning for the KAM structure.
Key Account Management & Commercial Impact
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Personally oversee and, when required, lead negotiations with top-tier national and strategic accounts, including contracts, tenders, and long‑term agreements.
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Ensure effective execution and follow‑up of key contracts, pricing frameworks, and commercial agreements.
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Drive profitable growth by optimizing portfolio positioning, pricing, and value propositions across strategic customers.
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Ensure rigorous forecasting accuracy and pipeline management within key accounts.
Cross‑Functional Coordination
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Act as the key interface between Key Accounts and internal functions (Marketing, Technical Services, Supply Chain, Finance).
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Support implementation of marketing campaigns, product launches, and promotional activities nationwide.
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Provide clear market insights and strategic feedback to support decision‑making at leadership level.
Governance, Risk & Compliance
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Ensure full compliance with company policies, pricing guidelines, and contractual obligations.
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Monitor credit risk, collections, and financial exposure of strategic accounts in coordination with Finance.
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Be accountable for the national KAM contribution to the commercial P&L.
HIPRA offers equal opportunity to all of its employees.
All qualified applicants will be considered for the position to be filled, without regard to gender, race, nationality, disability or age.
All hiring decisions are made on the basis of merit, competence and the needs of the company
