KEY ACCOUNT MANAGER (KAM) UMBRIA - TOSCANA (FIRENZE)

Pharma Point Srl; Umbria; In loco; EUR 72.000 - 96.000; Tempo pieno

Vantaggi offerti da questo lavoro

Equity

Company benefits

Descrizione del lavoro

Pharma Point Srl, on behalf of Cytokinetics, seeks a Field-based Key Account Manager for Umbria and Toscana (Firenze) to drive aficamten adoption with cardiology teams and hospital formulary access. You will create sales plans, manage stakeholder relationships and ensure alignment with country strategies.

The role requires 5+ years in biotech/pharma sales, experience launching products in specialty care, and deep knowledge of the Italian healthcare system, including hospital and procurement

Competenze

• Science-related degree in Healthcare/Life Sciences as required by Italian law.

Mansioni

• Create customer targets, sales plans and action plans in line with country strategy.
• Manage customer contacts through one-to-one meetings, virtual calls, group meetings, congresses and other relevant interactions with treating physicians.
• Drive brand awareness and product adoption for aficamten through key product messages and clinical data discussions.
• Achieve agreed sales and volume targets for aficamten.
• Utilize the CRM system to support the sales process and maintain data.
• Implement Cytokinetics commercial strategy within the budget.
• Conduct territory analyses to understand customers, competitors and market trends.
• Develop and maintain a detailed territory map to guide resource allocation and call planning.
• Understand the oHCM patient journey to identify barriers to care.
• Manage hospital access with Pharmacy/ Therapeutics Committees and procurement offices.
• Monitor regional funding and access barriers, addressing them with tailored plans.
• Prepare business reviews, usually quarterly, for the territory.
• Develop and implement structured account plans with cross-functional teams.
• Ensure compliance with local regulations and Cytokinetics SOPs.
• Liaise with Medical Affairs, Marketing and Market Access to share insights.
• Carry out tasks with national/international implications for Cytokinetics.

Conoscenze

Sales experience

Account management

Cardiology familiarity

Stakeholder engagement

Presentation skills

CRM proficiency

Analytical mindset

Autonomy

Formazione

Science-related degree (Healthcare/Life Sciences)

Italian healthcare market knowledge

Strumenti

CRM systems

Microsoft Office

Descrizione del lavoro

Pharma Point, on behalf of Cytokinetics, is looking for a Key Account Manager (KAM) Umbria - Toscana (Firenze) to join the Commercial team in Italy.

Company Overview

Cytokinetics is a late-stage biopharmaceutical company pioneering muscle biology to develop therapies for cardiovascular and neuromuscular diseases.

As the company prepares for the Italian launch of aficamten for obstructive hypertrophic cardiomyopathy (oHCM), Cytokinetics is seeking a Key Account Manager (KAM).

Roles and Responsibilities

• Create customer targets, sales plans and action plans in line with country strategy and in agreement with the line manager.
• Manage customer contacts through one-to-one meetings, virtual calls, group meetings, congresses and other relevant interactions with treating physicians, particularly cardiologists, and their wider multidisciplinary teams, including hospital pharmacists and administrators.
• Drive brand awareness and product adoption for aficamten through the delivery of key product messages, compelling clinical data discussions, effective handling of competitor messages and relationship building with agreed target groups.
• Achieve agreed sales and volume targets for aficamten.
• Utilize the CRM system to support the sales process and maintain data in a timely manner, as required.
• Implement the Cytokinetics commercial strategy within the agreed promotional and cost budget.
• Conduct regular territory analyses to develop an in-depth understanding of customers, competitor landscape and activities, as well as trends in sales and market share.
• Develop and maintain a detailed mapping of the territory, including treating physicians, multidisciplinary teams, hospital and administrative stakeholders and key accounts, to guide resource allocation, call planning and account prioritization.
• Develop an in-depth understanding of the oHCM patient journey, from symptom onset and diagnosis through referral, treatment initiation and follow-up, in order to identify barriers and opportunities to support timely and appropriate patient care.
• Manage hospital access locally, liaising directly with Pharmacy and Therapeutics Committees, hospital and regional procurement offices and Local Health Units to obtain and maintain timely inclusion of aficamten in local formularies.
• Monitor regional funding mechanisms, procurement processes and access barriers, developing tailored action plans to address them.
• Prepare and present business reviews on a regular basis, usually quarterly, for the assigned territory in line with the account plan agreed with the company.
• Develop, coordinate and implement a structured account plan for each key account, aligning cross-functional stakeholders including Medical Affairs, Market Access and Marketing around shared objectives, and regularly tracking progress against agreed milestones.
• Ensure compliance with all company and local regulations and alignment with the local Code of Conduct.
• Ensure compliance with applicable local legal, regulatory, professional and ethical requirements and/or Cytokinetics Standard Operating Procedures, applying whichever standard is the most stringent.
• Liaise and collaborate with relevant internal stakeholders, including Medical Affairs, Marketing and Market Access, sharing knowledge, experience and insights as required, particularly to ensure timely reporting of Adverse Events and Product Complaints.
• Carry out other related tasks and special projects with national and/or international implications for Cytokinetics.

Requirements

Educational Requirements and Professional Work Experience

• Science-related degree in Healthcare/Life Sciences, or equivalent, as required by Italian law.
• Ability to achieve and maintain the industry educational and qualification requirements defined within the country of employment in order to perform the role.
• 5+ years of experience in biotech/pharma sales.
• At least one previous experience in a product launch within specialty care, including regional and/or hospital market access.
• In-depth understanding of local market access and procurement processes.
• Proven track record of success in sales, ideally within specialty pharma and/or rare diseases, preferably with experience in secondary care environments, product launches and effective account management.
• In-depth knowledge of the Italian healthcare system, including hospital and office-based physician settings.

Personal Experience and Skills

• Passion for helping patients with oHCM.
• Entrepreneurial spirit.
• Experience in cardiology, rare diseases or specialty products.
• Strong moral compass and clear alignment with Cytokinetics Core Values.
• Analytical mindset, solid judgment and strong business acumen.
• Autonomy, self-motivation and efficiency, with an appropriate sense of urgency in a fast-paced, dynamic and entrepreneurial environment, including the ability to work effectively in situations of ambiguity.
• Strong project management skills, with the ability to prioritize and manage multiple time-sensitive projects simultaneously.
• Strong interpersonal skills, including diplomacy and flexibility, together with the ability to engage and influence key stakeholders effectively through strong presentation and communication skills.
• High proficiency in Microsoft Office, including Word, Excel, PowerPoint and Outlook, as well as CRM systems.
• Fluency in the local language.

Travel

This is a field-based position, based at the location indicated in the Employment Contract.

Willingness and ability to travel throughout the country and, when required, internationally.

Compensation

Salary range: €72,000 – €96,000 gross annual salary, plus equity and company benefits.