Key Account Manager, Hematology, Netherlands
BeOne Medicines · Netherlands · €110,400–€138,000 (stated in the posting)
BeOne continues to grow at a rapid pace with challenging and exciting opportunities for experienced professionals. When considering candidates, we look for scientific and business professionals who are highly motivated, collaborative, and most importantly, share our passionate interest in fighting cancer.
The Key Account Manager (KAM) is a field-based, execution-focused commercial role, with clear accountability for regular customer engagement, account activation, omnichannel execution , and measurable delivery against agreed account and sales objectives. The role focuses on institutional partnership, cross‑functional orchestration, and sustainable value creation, with a strong emphasis on proactive field execution, entrepreneurship, accountability, combining scientific credibility with strong commercial execution to translate account insight into measurable business outcomes.
The KAM’s key role is to drive compliant, in-label customer engagement with hematologists, relevant nurses, pharmacists and other key hospital stakeholders, combining scientific credibility with disciplined commercial execution. The role is responsible to achieve the sales targets and both quantitative and qualitative performance parameters, as agreed with the Sales Director.
Success in this role requires the ability to proactively create customer access through multiple compliant channels, including face-to-face, remote, virtual, and approved digital engagement, rather than relying only on traditional access routes. While maintaining a strong field presence and in-person engagement, the KAM combines commercial excellence, digital engagement capability, account insight generation, and ecosystem leadership to influence complex treatment environments and drive measurable account impact.
The role reports to the Sales Director and works in close partnership with Medical Affairs, Marketing, Market Access and other field‑based roles. The role plays a key role in establishing a strong performance culture based on Sales Force Excellence, accountability, and compliant in-field execution through both personal and non-personal engagement channels.
Essential Functions of the job
1. Account Ownership & Institutional Partnership
Own end-to-end relationships with a defined portfolio of priority hospital accounts, with clear accountability for regular, proactive, documented engagement with senior clinical, scientific, pharmacy, nursing and other relevant hospital stakeholders.
Develop, maintain, and continuously refine comprehensive account profiles and plans covering organizational structure, formulary status, buying group affiliations, key decision-makers, care pathways, competitive positioning, and patient flow dynamics
Identify key unmet needs at account level — clinical, operational, and educational — and translate these into co-created, account-specific initiatives that deliver measurable mutual value beyond product promotion
Map and actively manage the full account stakeholder ecosystem, including hematologists, specialist nurses, hospital pharmacists, etc.
Establish and maintain stakeholder influence maps, identifying decision‑makers vs influencers and tailoring engagement accordingly
Demonstrates the ability to open, maintain and broaden access with priority accounts, including situations where direct HCP access is constrained, by using compliant, creative and value-adding engagement approaches
Position BeOne as a long-term partner through value-based collaboration, insight-driven engagement, and customer-centric problem solving in the hospital
2. Account Insight & Planning Excellence
Build, execute, and continuously update high-quality account plans for all priority accounts, grounded in patient potential, competitive dynamics, formulary status, institutional priorities, stakeholder mapping, omnichannel engagement opportunities and unmet needs
Monitor and interpret prescription trends, treatment sequencing, switching behaviour , formulary developments, translating insights into actionable commercial strategies
Quantify patient potential by line of therapy and relevant clinical sub‑segments to ensure plans are based on realistic patient flow assumptions
Maintain a good understanding of account structures, patient flows, key stakeholders and decision making processes to identify opportunities
Provide relevant account insights to support business planning, forecasting discussions, and decision-making when needed
Ensure accurate, timely, and complete CRM documentation of all customer interactions, account insights, next steps, stakeholder preferences, channel use, and agreed follow-up actions, using CRM as a planning, execution, and performance-management tool
Lead regular cross‑functional account reviews, aligning Commercial and Medical priorities into a single, integrated account plan
3. Demand Generation & Patient Profile Activation
Drive sustainable demand through credible, compliant communication of clinical and patient‑relevant value propositions
Support the onboarding of new prescribers, ensuring they have the confidence, practical resources, and scientific understanding to initiate and manage patients appropriately
Actively facilitate evidence‑based patient profiling discussions, supporting appropriate use across relevant hematologic indications
Identify opportunities to support reassessment of treatment approaches aligned with evolving clinical evidence, patient needs, and local account priorities
Execute indication‑specific growth strategies aligned to national priorities and local account realities
Translate national brand strategy into concrete account-level actions, including defined target customers, call priorities, engagement frequency, patient profile activation opportunities and measurable account outcomes
4. Omnichannel and Digital Customer Engagement Execution
Design, execute and continuously optimize omnichannel and digital engagement plans, tailored in stakeholder access preferences, digital maturity, customer journey stage, and role-specific communication needs
Orchestrate face-to-face visits, remote interactions, virtual meetings/symposia, approved email or digital content, CRM-enabled follow-up, and other approved non-personal promotion channels into one coherent customer journey
Treat every channel interaction as part of a single coordinated customer journey, ensuring consistency of message and continuity of relationship
Maintain CRM logging discipline across all engagement channels. Activate recruitment of email-consents in a compliant way
Use approved digital tools and compliant professional platforms, where permitted by company policy and local regulations, to identify engagement opportunities, strengthen customer relationships, and extend the impact of account plans. This may include compliant use of professional platforms such as LinkedIn, where approved and appropriate
Monitor the effectiveness of engagement channels and adapt the customer journey based on customer response, access constraints, CRM insights and account performance
5. Value-Added Services & Project Leadership
Identify, develop, and lead and implement account-level value-added initiatives that address clinical, operational, or educational needs, with clear objectives, stakeholder alignment, measurable outcomes, and documented impact, in line with compliance standards
Apply structured project management discipline to VAS initiatives — defining objectives, timelines, success metrics, stakeholder responsibilities, and review checkpoints from initiation through to completion and impact measurement
Ensure all VAS projects are tracked in CRM and reviewed as part of quarterly account plan cycles
Collaborate closely with Medical Affairs on peer‑to‑peer initiatives and scientific exchange activities, ensuring clear role clarity and compliance
For priority accounts, identify and progress relevant value-added initiatives where there is a clear customer need, mutual value, compliance alignment, agreed milestones and an assigned BeOne owner
6. Cross-Functional Orchestration
Act as the central point of account intelligence for cross‑functional teams
Coordinate with MSLs to deploy scientific expertise at high‑impact moments along the customer journey
Translate new scientific data, guideline updates, and competitive developments into account‑specific actions
Lead structured account discussions with cross-functional colleagues, ensuring clear roles, actions, owners, timelines and follow-up
Bring actionable customer and account insights back to the organization to inform forecasting, campaign planning, access priorities and resource allocation
7. Sales Force Excellence Discipline
Operate in line with Sales Force Excellence (SFE) principles, with clear ownership of in-field HCP visit coverage, frequency, quality, and KPI performance.
Ensure timely, accurate and complete documentation of customer interactions and activities in CRM
Take accountability for results, proactively identifying performance gaps and implementing corrective actions
Use approved tools and materials consistently and compliantly
Spend the majority of working time in customer-facing and account-facing activities, with an expectation of approximately 70% field and customer engagement time, subject to business needs, travel requirements, and manager guidance
Deliver against agreed activity, quality, coverage, frequency, CRM and account progression KPIs, as defined by the Sales Director and the company’s Sales Force Effectiveness Framework
8. Compliance, Pharmacovigilance & Ethical Conduct
Conduct all activities in full compliance with Dutch and EU regulations, CGR code, and internal company policies
Ensure timely and accurate reporting of adverse events, medical inquiries, and product complaints
Act as a role model for ethical, patient‑centric behaviour within the field team
Qualifications & Experience
Required:
Life sciences degree or equivalent professional experience
Multiple years of qualified field-based commercial experience in specialty care, preferably in hemato-oncology, with a strong track record of frequent face-to-face, remote and digital engagement with key HCPs and hospital stakeholders
Demonstrated experience managing complex hospital accounts in the Netherlands
Proven ability to gain, maintain and expand access to HCPs, and relevant hospital stakeholders in access-restricted environments
Demonstrated ability to design and execute personalized omnichannel engagement plans, including face-to-face, remote, virtual and approved digital channels
Proven ability to manage accounts in a structured, data-driven manner
Demonstrated experience leading account-level projects or initiatives from insight generation through planning, execution, stakeholder follow-up, and impact measurement
Experience using CRM systems and Sales Force Excellence principles to plan, document, track and improve customer engagement and account performance
Entrepreneurial, proactive and performance-driven mindset
Strong interpersonal, communication and collaboration skills
Demonstrated ability to translate account insights into concrete actions, customer engagement plans, and measurable business outcomes
Fluency in Dutch (native or near-native) and professional English
Valid Dutch driver's license
Strongly Preferred:
Direct experience in hematology or oncology
Established network with Dutch hematology stakeholders, hospital pharmacists, or relevant institutional decision makers,
Strong experience in developing and leading field commercial projects and initiatives
Experience working in a cross-functional, global environment
Experience contributing to launch, growth or turnaround situations in specialty care
Competencies:
Key Account Orchestration: Understands the full institutional dynamics of a hospital account and tailors the same evidence to different audiences without contradiction
Needs-Based Value Creation: Listens and probes to understand account needs and translates account needs into VAS initiatives
Diagnostic Commercial Instinct: Understands patient flows, treatment sequencing, prescriber behaviors, and sustained incumbent share, and identifies the precise triggers required to change treatment decisions at account level
Hybrid Customer Engagement Management: Effectively combines face-to-face, remote, virtual and approved digital engagement approaches into a coherent customer journey, adapting channel mix based on stakeholder preferences, access constraints, CRM insights and account ojbectives
Cross-Functional Coordination: Proactively coordinates with MSLs, FCM, and Marketing — sharing intelligence, aligning on account priorities, and ensuring seamless handoffs
Accountability & Execution Discipline: Sets SMART account objectives, documents customer interactions and next steps, follows through on commitments, escalates barriers early, and holds themselves accountable for activity quality, account progression, and business outcomes
Resilience & Adaptability: Operates effectively in a market characterized by constrained HCP access, cost-driven prescribing, strong incumbent competition, and ongoing organizational change. Finds creative routes to impact when conventional access is blocked
Ethics & Compliance Stewardship: Builds trust through integrity, transparency, and respect. Operates strictly within regulatory, CGR, and company standards, and treats patient safety, ethical conduct, and compliance as personal responsibilities
Professional Execution & Capability: Demonstrates strong analytical thinking, structured problem‑solving, and disciplined delivery; Plans and organizes work efficiently, manages projects to completion and consistently delivers high‑quality outcomes; Actively develops technical and professional skills and applies feedback to continuously improve performance
Communication: Listens and gets clarification; Responds well to questions; Fluency in Dutch and English, with the ability to conduct complex scientific, commercial and institutional discussions in both languages
Salary Range Netherlands: 110,400.00 EUR - 138,000.00 EUR
Global Competencies
When we exhibit our values of Patients First, Driving Excellence, Bold Ingenuity, and Collaborative Spirit, through our twelve global competencies below, we help get more affordable medicines to more patients around the world.
- Fosters Teamwork
- Provides and Solicits Honest and Actionable Feedback
- Self-Awareness
- Acts Inclusively
- Demonstrates Initiative
- Entrepreneurial Mindset
- Continuous Learning
- Embraces Change
- Results-Oriented
- Analytical Thinking/Data Analysis
- Financial Excellence
- Communicates with Clarity
We are proud to be an equal opportunity employer. BeOne does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.