Key Account Specialist - HIG

The Company

iNova is a different kind of health company. We are leading the way to better health by delivering innovative, patient-centric products that improve the lives of people around the world. Our diverse portfolio of iconic, market-leading consumer health brands and prescription medicines are backed by science and distributed in over 75 markets across Asia, Australia, New Zealand, Middle East & Africa and Europe. Experience the iNova difference today.

The Opportunity

The HIG Specialist is responsible for driving inclusion, awareness, and endorsement of iNova brands across private hospitals, government institutions, and industrial accounts. The role ensures strong stakeholder engagement to secure formulary listings, institutional adoption, and sustained business growth.

Key Responsibilities (By Account Type)

Private & Government Hospitals

• Drive formulary inclusion and listing of iNova brands in both private and public hospitals
• Engage key stakeholders:
  • Healthcare practitioners (end users)
  • Pharmacy departments and therapeutic committees (influencers)
  • Procurement teams, hospital administrators, and DOH/government officers (decision makers)
• Build awareness and clinical confidence through scientific discussions and product presentations
• Secure endorsement from key opinion leaders (KOLs) to support inclusion and utilization
• Support and manage tenders, bidding processes, and accreditation requirements
• Ensure consistent product availability and usage post-inclusion

Industrial Accounts (Corporate / Occupational Health)

• Drive adoption of iNova brands in company clinics and occupational health programs
• Establish partnerships with:
  • Company physicians and nurses (end users)
  • HR / Occupational Health leaders (decision makers)
• Conduct health programs, educational sessions, and product awareness activities
• Identify opportunities for bulk purchasing, supply agreements, and long-term contracts
• Ensure continuous utilization and program integration of iNova brands

Government Accounts

• Manage partnership with government agencies, public hospitals, and health programs
• Ensure compliance and success in procurement, tenders, and regulatory requirements
• Drive endorsement and advocacy from key government stakeholders
• Support inclusion of iNova brands in public health programs and national/local formularies

Core Responsibilities (Cross-Functional)

Stakeholder Engagement & Influence

• Build strong engagement across End users, Influencers, Decision makers
• Convert awareness → endorsement → inclusion → usage
• Maintain long-term strategic partnerships

Awareness & Activity Execution

• Plan and execute:
  • Scientific meetings and product presentations
  • Institutional engagement programs
  • Corporate and government health initiatives
• Ensure all activities drive measurable outcomes (endorsement and inclusion)

Account Development & Growth

• Create and execute account-specific business plans
• Identify opportunities for expansion, contracts, and partnerships
• Grow both new and existing institutional accounts

Performance Monitoring

• Track inclusion status, engagement effectiveness, and account performance
• Provide insights on market dynamics and opportunities

About You

To be successful in this role, you will possess the following qualifications and attributes:

• Minimum 3 to 5 years of experience in pharmaceutical sales, institutional/key account management, hospital accounts, government accounts, or a related healthcare commercial role, with exposure to private hospitals, public institutions, or industrial/corporate accounts preferred.
• Strong understanding of hospital and institutional account processes, including formulary inclusion, accreditation, procurement, tenders, bidding, and product utilization.
• Proven ability to develop and grow institutional accounts, from identifying opportunities and building awareness through to endorsement, inclusion, and sustained product usage.
• Skilled in engaging and influencing a diverse range of stakeholders, including healthcare practitioners, pharmacy departments, procurement teams, hospital administrators, and government stakeholders.
• Strong relationship-building and negotiation skills, with the ability to establish long-term strategic partnerships and secure stakeholder endorsement for brands and programs.
• Capable of delivering discussions, product presentations, institutional engagement programs, and health-related initiatives that contribute to measurable commercial outcomes.
  
• Commercially driven and results-oriented, with the ability to develop account-specific business plans, identify growth opportunities, and increase account penetration and retention.
• Analytical and data-driven, with the ability to monitor account performance, stakeholder engagement, inclusion status, sales and volume growth, and translate insights into clear action plans.
• Highly organized, proactive, and accountable, with strong ownership of assigned accounts, stakeholder commitments, activities, and business deliverables.
• Effective communicator and collaborator, comfortable working cross-functionally and providing clear account updates, business insights, recommendations, and performance reports.
• Demonstrates a high level of professionalism, integrity, and compliance, particularly when engaging with government institutions, procurement processes, and healthcare stakeholders.
• Willing and able to conduct regular field and account visits across assigned hospital, industrial, and government accounts.
• Adheres to company values, policies, and compliance standards at all times.