Key Account Manager, Critical Care

LEO Pharma•Quebec, QC

32d•Remote

About The Position

At LEO Pharma, we’re united by a simple but powerful mission: advancing patient care. If you’re a relationship‑driven professional who thrives in hospital environments, influences complex decision-making, and loves the challenge of creating meaningful customer value—this is your next big move. Join a collaborative, high-performing team where your expertise directly shapes outcomes for healthcare professionals, patients, and institutions across Canada. As a Key Account Manager, Critical Care, you’ll play a pivotal role in building relationships and driving business across Thrombosis, Hematology, Internal Medicine, and key Hospital and Health Authority networks. You will make a significant contribution to the success of our Patient Solutions Critical Care Division by leveraging LEO resources to maximize sales at target Hospitals, Provincial Authorities, and at the retail level. This role is responsible for developing and leveraging in‑depth relationships with hospital‑based healthcare professionals and key decision‑makers to secure, protect, and expand institutional formulary access. This is a field-based role, covering our Quebec East territory.

Requirements

University Degree with proven ability and motivation to learn AND relay medical and business related information pertaining to CA disease state.
7+ years of experience in pharmaceutical sales working mainly with specialists in a hospital setting – experience with complex injectable products an asset.
Established relationships with hospital decision makers, i.e. Pharmacy Directors, Chief Pharmacist, KEEs, other stakeholders.
French fluency is required, with sufficient English proficiency to effectively collaborate within the Canadian affiliate.
Deep knowledge of formulary processes, and both hospital and retail reimbursement landscapes.
Strong business acumen, analytics capabilities, and MS Office proficiency.
Proven ability to craft and execute strategic plans over multi-year horizons.
Valid driver’s license and willingness to travel frequently.
Comfortable with physical requirements (carrying materials, extended periods standing/sitting).
Strong behavioural competencies in stakeholder focus, negotiation, innovation, communication, and strategic agility.

Nice To Haves

experience with complex injectable products

Responsibilities

Recognized as a trusted advisor by Health Care decision makers within Canadian Healthcare Organizations and will be the lead negotiator in winning Institutional contracts.
Develop cross-functional, customer-focused account plans with internal and external stakeholders.
Promote innohep® to specialists—including Thrombosis experts, Hematologists, Internists, Hospital Pharmacists, and Nurse Practitioners.
Collaborate with BI and Manager to develop specific plan of action against targeted HCPs and other stakeholders.
Use business analytics skills to analyze data and to develop and/or adapt tactics and strategy against top accounts or specific HCPs.
Uncover key value drivers across Canadian Healthcare Organizations.
Record calls against targeted HCPs and other stakeholders in the LEO CRM (SalesForce / Veeva) as per approved plan of action.
Navigate P&T members and stakeholders to influence key decisions.
Maintain, protect and gain innohep® formulary listings while negotiating hospital and GPO buying group contracts as part of the XF team.
Understand competitive dynamics, industry trends, and healthcare system evolution.
Build differentiated offerings that strategically advance patient care and institutional goals.
Leverage internal resources (medical, marketing, market access, BI, finance) and external collaborations.
Pursue mutually beneficial initiatives to gain competitive advantage within the LMWH drug class.
Support territory business planning and execution of CMEs, OLAs, and educational initiatives.
Maintain strong clinical, product, and competitive knowledge while sharing insights with HO and cross-functional teams.
Achieve sales objectives, market share growth, and key performance metrics.
Complete administrative tasks, expense reporting, and CRM documentation accurately and on time.