Bristol Myers Squibb National Key Account Manager UPSA in Braine L'Alleud, Belgium

The National Key Account Manager, as member of the Sales team, plays a pivotal role in the Business Unit UPSA by developing the pharmacy chains and groups commercial strategy and partnering with them to implement successfully the commercial policy for Dafalgan© and Dafalgan© Forte.

He/ she will be part of a team of 3 KAMs, working closely together on Commercial plans and projects to drive further BMS/ UPSA leadership in the Consumer Health area in Belgium and Luxembourg.

The position reports directly into the Country Business Lead.

The role is at Managerial level and field based. It includes intensive cross functional collaboration with Marketing, Sales, Market Access, Legal and Customer services. As active member of the Brand team, the function is fully involved in building and implementing the commercial plan.

UPSA description

The UPSA laboratories (Union de Pharmacologie Scientifique Appliquée) are historically specialized in pain management and self-medication. Doctor Camille Bru founded the laboratories in Agen in 1935.

UPSA has been part of the Bristol-Myers Squibb group since 2004. In the last eight decades, UPSA has developed an unparalleled expertise in Europe in relation to pain, flu conditions, energy, digestion and quality of sleep. UPSA symbolizes research, quality of excellence and French production: thanks to its extensive self-medication product range, UPSA develops and introduces new medication to treat every day pains.

Since 1951, UPSA’s manufacturing plant was built in Agen, in the department of Lot-et-Garonne (47), while its distribution sites are located in Agen and in Fontenay-sous-Bois (94), near Paris. UPSA is constantly seeking innovative ways to address health’s permanent evolution. In that regard, UPSA capitalizes on its center for development pharmaceutics to adapt to its patients’ changing needs.


The right candidate will

  • Be in contact with key accounts in the OTC landscape (pharmacy chains and groups, Private pharmacists, etc) to help implementing successfully the commercial policy for Dafalgan© and Dafalgan© Forte, together with other UPSA products

  • Develop the pharmacy chains and groups commercial strategy and plans, convince internal stakeholders through an enthusiastic and pragmatic approach

  • Project management: Lead from A to Z projects related to commercial activities

  • Analyse performance and results for each KA in own target in order to develop further key partnerships.

  • Be responsible for discounting exercise for own KA

  • Develop a strong understanding of the pharmacy landscape and KA dynamics

  • Roll out Marketing plan actions at key account level and leads implementation

  • Manage the promotional budget allocated and defines priorities within the budget

  • Identify new promotional opportunities and partnership programs

  • Active participation to internal KAM and Sales meetings

  • Engage operating partners through continuous feedback and collaborative actions

  • Establish strong working relationships with key internal stakeholders (KAM colleague, Country Business Lead, Market Access, Legal, Marketing, Sales, Finance, GoTC, Medical from BMS and UPSA Global)

  • Drives continuous improvement through projects management linked to the KAM activities

  • Support Multichannel Marketing Manager for messaging and roll-out during Cycle Meetings.

  • Challenge the status quo through new ideas, stakeholder dialogues and pilots

  • Demonstrate good judgment in taking business decisions

  • Fully respect without error all legal and compliance rules relative to Bristol-Myers Squibb and OTC business


  • University degree

  • Solid experience as KAM in Pharma or FMCG environment is required. Managerial experience is an asset.

  • Strong strategic mindset

  • Proven track record of successful results and cross functional collaboration.

  • Successful leadership of projects and proven track record of working in a cross functional environment

  • Excellent communication and presentation skills - assertive

  • Strong analytical and technical skills in MS Office - Skilful in Excel

  • Fluent in French, Dutch and English

  • Negotiator

  • Demonstrates enthusiasm, motivation and confidence

  • Administrative discipline

  • Team player

  • Ability to coach, train and motivates colleagues and external partners

  • Open mind

  • Seeks and welcomes feedback

  • Ambitious to grow

We’re creating innovative medicines for patients fighting serious diseases. We’re also nurturing our own diverse team with inspiring work and challenging career options. No matter the role, each one of us makes a contribution. And that makes all the difference.

Bristol-Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.