Regional Account Director

About the Role

The Regional Account Director, UK and Europe is a Director level commercial leader accountable for the performance and growth of EPG's established brands portfolio across the UK and key European markets (Nordics, France, Germany, Spain and Italy). Reporting to the Head of Strategic Partnerships & Market Development, the role sets and delivers the regional commercial and key account strategy, works actively with the Executive Management Team to agree strategic goals and targets, and drives results that extend beyond the region into the wider group of companies.
The role owns the relationships with major wholesalers, pre wholesalers, distributors and institutional customers, and leads the shift to a simplified, lower cost to serve route to market. It combines strategic leadership with hands on market execution, leads through influence with Customer Service and other internal teams, and plays a central role in integrating newly acquired products into the UK and European business.

What Will You Bring

Qualifications

• Bachelor's degree in life sciences, business or a related field
• Postgraduate qualification such as an MBA is desirable

Experience

• Significant, progressive experience in senior key account management, trade, distributor management or international business growth roles within the pharmaceutical or healthcare sector, including leading cross functional or matrix teams
• Proven experience leading relationships with wholesalers, distributors, pre wholesalers and supply chain partners across the UK and European markets
• Strong track record of leading complex contract negotiations and delivering revenue and margin growth through third party distribution
• Experience shaping forecasting and demand planning through strong market and customer insight
• Experience of NHS and European hospital tender processes, and of established medicines pricing and reimbursement environments
• Experience in generic or established medicines preferred; branded or promoted medicines experience is an advantage
• Experience of designing or executing a reduced wholesale model or partner consolidation is preferred
• Experience of product integration following acquisition, including Marketing Authorisation transfer, is desirable
• Solid understanding of pharmaceutical regulatory, pricing, market access and procurement frameworks across European markets
• Credibility operating with senior partner executives and internal leadership teams, including the Executive Management Team
• Fluency in English required; another European language is a strong advantage
• Willingness and ability to travel independently across the region when the business requires

Competencies

• Strategic and commercial leader who translates Group objectives into clear regional plans and delivers them with pace
• Agile thinker who adapts quickly to high speed change and leads others through ambiguity
• Challenges the status quo constructively to improve commercial performance for EPG while protecting long term partner relationships
• Makes sound, timely decisions within delegated authority and is accountable for outcomes across the region
• Resolves complex, cross border issues where precedent may not exist, providing clear recommendations to the Executive Management Team
• Leads and influences with and without formal authority, internally and within partner organisations, applying emotional intelligence
• Develops capability in others, coaching and mentoring through matrix and indirect relationships and promoting consistent cross functional teamwork
• Demonstrates integrity and high ethical standards, and visibly champions EPG values: Responsible, Dynamic, Trustworthy and Collaborative
• Growth mindset, with a commitment to continuous learning for self and team

Job responsibilities

📈Strategy and Commercial Performance

• Lead the development and delivery of the UK and Europe commercial strategy, translating Group objectives into annual regional plans, targets and priorities agreed with the Head of Strategic Partnerships & Market Development and the Executive Management Team
• Take full accountability for regional revenue, margin and forecast delivery, owning demand planning inputs, performance reporting and corrective action plans in partnership with Finance, Commercial Operations and Supply Chain
• Identify, evaluate and pursue margin improvement and growth opportunities, including licensing, partnership consolidation and product launches, presenting business cases to the Executive Management Team
• Contribute to the annual budget and long range plan for the region, including pricing governance, payment terms and customer credit risk

 
🤝Customer and Partner Management

• Own the strategic relationships with major wholesalers, pre wholesalers, distributors, pharmacy and hospital customers, acting as EPG's senior commercial point of contact in each market
• Lead commercial negotiations and contract renewals with wholesalers and distributors within delegated authority, securing terms that protect margin and reduce cost to serve
• Shape and implement the reduced wholesale and partner consolidation strategy, including oversight of the 3PL and pre wholesale relationships with downstream customers
• Establish partner governance for key wholesalers and distributors, including joint business plans, agreed KPIs and scorecards, and regular business reviews
• Represent EPG at senior level with customers and partners, including key trade events across European territories

💊Market Access, Supply and Portfolio

• Direct pricing, reimbursement, tender and market access approaches across national systems, working closely with Commercial Operations, the Tender team and Supply Chain
• Partner with Supply Chain through the Sales and Operations Planning process to secure continuity of supply, manage stock levels and shortages, and mitigate parallel trade and dual pack (UK and EU) risks
• Lead the commercial integration of newly acquired products, including Marketing Authorisation transfers, ensuring continuity of supply and customer relationships
• Lead cross functional alignment with Legal, Regulatory, Medical, Supply Chain and Finance to deliver coordinated launches and lifecycle management across the region

🌟Leadership and Collaboration

• Lead through influence across Customer Service, Commercial Operations and partner organisations, setting clear service and performance expectations and building commercial capability without direct line authority
• Deputise for the Head of Strategic Partnerships & Market Development on UK and European matters as required

✅Compliance and Quality

• Assure full compliance with ABPI, EFPIA and local codes of practice, Good Distribution Practice, Falsified Medicines Directive requirements, anti bribery legislation and EPG policies across all regional activity, ensuring partners meet their quality and pharmacovigilance obligations
• To maintain GxP compliance regulations to ensure that the applicable standards and regulations are adhered at all times. This includes following of standard operating procedures and approved written documentation.  

What we offer

• Competitive salary
• Discretionary annual performance bonus
• We understand that productivity requires balance, so we offer office-based contracts and allow flexibility on locations of work when required and appropriate. This can be different for each department so please have that conversation at interview
• Healthcare
• Pension – you contribute 5% and we offer 5%
• Life Insurance – lump sum (tax free) death benefit of 4 x basic salary
• Enhanced family leave
• Enhanced sick pay
• 25 days annual leave