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Proclinical is seeking a Full Time Key Account Manager - Rare Diseases

Territory: Berlin, Salzwedel, Magdeburg, Leipzig, Dresden, Frankfurt (Oder)

Department: Sales C Marketing

Drive impact where it matters most – connect care networks and champion solutions for rare disease patients.

The Key Account Manager’s main responsibility is to drive patient identification and market development for Rare Diseases by creating territory, account and customer strategies to achieve area sales, market share and profit targets for their territory. The KAM is accountable for the success of rare disease products in the assigned accounts and works in partnership with marketing, logistics support, internal/field market access and medical colleagues to create value for patients and other relevant stakeholders, ensuring long‑term growth in alignment with the code of conduct and the strictest ethical, compliance and legal standards.

Achieving commercial goals:

• Work toward improving the standard of care in centres already seeing patients with rare disease, identifying networks and developing tactics to strengthen the network between centres and satellites.
• Implement regional events to improve time to diagnosis and time to treatment; drive patient flow identification and market development by building and executing a territory strategy and account‑specific plans.
• Continuously appraise sales opportunities within markets and accounts to maintain and grow the business; prioritize time, activities and resources to optimize accounts with the most sales potential.
• Build and maintain important relationships with key decision makers involved in NMD care delivery, educate and promote services, and act as an ambassador for commitment to science, innovation and rare disease.
• Provide training on treatment and/or product‑specific aspects according to SmPC (e.g., lectures, presentations using virtual or face‑to‑face channels).

Business planning and execution:

• Develop and execute a territory business plan that includes prioritized account goals and a quantitative and qualitative approach to negotiations needed to ensure success in Rare Disease sales objectives.
• Provide analysis of business and patient access threats and opportunities at relevant stages of the patient journey within prioritized accounts, based on customer insights, health insurers’ purchasing guidelines and practices, and competitive actions.
• Build and maintain relationships with HCPs by maximizing their time through pre‑call planning, tailoring call plans, and conducting post‑call analysis to continually refine and enhance their approach.
• Co‑create educational formats, peer‑to‑peer meetings, roundtables, etc. with the field medical team.

Leveraging and coordinating resources:

• Build proactive effective working relationships with internal and external stakeholders; drive agreement and decisions from multiple stakeholders and adapt communication styles to meet diverse needs.
• Plan and execute educational programs, network meetings and digital events for the territory.
• Set your own travel schedule and call plan on a daily/weekly basis to ensure adequate coverage for all key accounts.
• Support Sales Lead and colleagues in the analysis and classification of key accounts based on predefined criteria within the assigned territory and in identifying potential key customers.

• You are an experienced professional who has developed and grown successful, long‑lasting relationships with key accounts, working with a positive and can‑do attitude to achieve ambitious commercial goals in a highly scientific and competitive environment.

• Bachelor/Master degree in Science and/or Master’s degree in Economics or Pharmaceutical Representation according to Art. 75 Medicines Act (Arzneimittelgesetz – AMG).
• 4+ years of commercial experience in the hospital/academic medical centre/biotech industry, with experience in rare diseases strongly preferred.
• Experience working in a commercial team that was part of a multifunctional team to address patient/caregiver needs, ideally leading a cross‑functional field team.
• High degree of learning agility to learn and understand Rare Disease administration.
• Ability to deal with ambiguity and handle risk and uncertainty.
• High willingness to travel, including overnight stays.
• Very good command of English (and a willingness to improve English communication skills).

If you are having difficulty in applying or if you have any questions, please contact Niklas Kaminski at n.kaminski@proclinical.com.

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