Key Account Manager Laboratory Diagnostics - Lazio, Molise, Italy (m/f/d)

Siemens Healthineers AG; Roma; On-site; EUR 52,000 - 69,000; Full time

Benefits offered by this job

Performance Bonus

Company car

Health insurance

Flexible working

Pension scheme

Job summary

Siemens Healthineers AG in Italy is seeking a Senior Key Account Manager for Laboratory Diagnostics to drive sustainable growth by building strategic partnerships and delivering value-based solutions. You will manage a portfolio of public and private customers and, where applicable, resellers.

Reporting to the Territory Manager, you will coordinate with Application and Technical Support, Marketing, and central functions to expand revenue, loyalty, and market share.

Qualifications

• Degree in a scientific discipline or Economics/Management Engineering with strong sector experience.
• Minimum 5–7 years as KAM/Account Manager in IVD or Life Sciences.
• Deep knowledge of laboratory diagnostics market and public procurement.
• Excellent negotiation, communication, and relationship-building skills.
• Proficient in CRM analytics and Microsoft Office.
• Fluent in English and Italian.
• Willingness to travel Lazio/Molise within assigned territory.

Responsibilities

• Manage and develop commercial relationships with key public, private, and reseller customers.
• Drive revenue, loyalty, and identify new business opportunities within assigned accounts.
• Verify alignment between contractual commitments and performance.
• Lead cross-selling and upselling of tests and components.
• Achieve sales, margin, and market-share targets.
• Coordinate tenders and negotiations with support functions for competitive offers.
• Draft and update strategic account plans and track activities in CRM.
• Collaborate with Project Managers, Application/Technical Specialists, and Logistics to ensure satisfaction.

Skills

Account management

Negotiation

Strategic partnerships

CRM systems

Public procurement

Sales targets

English

Italian

Education

Degree in Biotechnology / Biology / Chemistry / Pharmaceutical Chemistry and Technology or Economics/Management Engineering

Tools

CRM software

Office Suite

Job description

Job Requirements

Join us in pioneering breakthroughs in healthcare. For everyone. Everywhere. Sustainably. Our inspiring and caring environment forms a global community that celebrates diversity and individuality. We encourage you to step beyond your comfort zone, offering resources and flexibility to foster your professional and personal growth, all while valuing your unique contributions.

Key Account Manager (KAM) – Laboratory Diagnostics, and you will drive sustainable business growth by developing strategic partnerships and delivering value-based solutions to our customers. You will manage and develop an established portfolio of public customers (Hospital Trusts, local health authorities, regional hubs) and private customers (analysis laboratories, private clinics) and where applicable, resellers.

This role carries full responsibility for maintaining revenue, building customer loyalty and identifying new business opportunities within the assigned accounts.

You will report directly to the relevant Territory Manager and work in close synergy with the Application and Technical Support teams, Marketing and the supporting central functions.

Your role:

• Management of the assigned portfolio: you will maintain, consolidate and develop commercial relationships with key customers (public, private and/or resellers/distributors) in your territory to ensure maximum customer loyalty.
• Customer satisfaction: you will actively engage customers in scientific and educational projects and marketing initiatives, fostering strategic collaboration and a high level of engagement
• Contract compliance: you will verify the constant alignment between contractual commitments and the actual performance of the assigned active customers
• Cross-selling and upselling: you will propose the implementation of new tests and the acquisition of new components or services included in the Portfolio
• Achievement of targets: you will achieve the assigned sales, margin and market share targets
• Management of public and private tenders/negotiations: you will monitor and manage the tender/negotiation response process in collaboration with the support functions, defining the most competitive technical and economic offer strategy
• Account planning: you will draft and update strategic plans for each assigned Account, tracking sales activities and forecasts in the company CRM to increase market coverage; you will identify, qualify and prioritize opportunities in line with the company strategy and market segmentation
• Internal coordination and execution: you will liaise with all company functions (for example: Project Managers, Application and Technical Specialists, Order Entry, Logistics) to contribute to full customer satisfaction (NPS – Net Promoter Score metrics), developing proactive or corrective commercial initiatives

Work Experience

• Education: Degree in a scientific discipline (Biotechnology, Biology, Chemistry, Pharmaceutical Chemistry and Technology), or alternatively a degree in Economics/Management Engineering supported by strong technical experience in the sector
• Experience: At least 5-7 years of experience as a KAM or Account Manager in the in vitro diagnostics (IVD), complex medical devices or Life Sciences sector.
• Industry knowledge: In-depth knowledge of the dynamics of the laboratory diagnostics market (clinical chemistry, immunometry, hemostasis, hematology, etc.) and of Public Administration purchasing mechanisms (Public Procurement Code)
• Negotiation and communication skills: Excellent negotiation and communication skills, results orientation, strategic vision, strong problem-solving aptitude and a team-oriented mindset. Proven ability to build and maintain relationships in complex organizations and with senior-level decision makers
• Digital skills: Excellent knowledge of company CRM systems (e.g. ability to analyze KPIs such as Revenues, Market share, Win rate, P&L, etc.) and of the Office suite
• Languages: Fluent English and Italian.
• Geographic area and mobility: Lazio/Molise willingness to travel frequently within the assigned territory

Benefits

In accordance with our commitment to pay transparency and equal opportunity, we provide a clear breakdown of the financial package for this role:

• The position is regulated by the Chemical-Pharmaceutical National Collective Labor Agreement (CCNL), at white-collar employee level. The base salary for this position typically ranges from € 51,500 to € 68,500 gross per year. The final offer will be tailored based on your individual skills, experience and specific location.
• Performance Bonus: this role is eligible for a variable incentive plan linked to specific achievements.
• Total Rewards: beyond the base pay, we offer a comprehensive benefits package including flexible working, health insurance, a company car and pension scheme. We are deeply committed to your growth, providing continuous learning opportunities with a dedicated budget for both technical advancement and soft skills development.

To find out more about the specific business, have a look at www.siemens-healthineers.com.

Who we are:

We are a team of more than 74,000 highly dedicated Healthineers in more than 70 countries. As a leader in medical technology, we constantly push the boundaries to create better outcomes and experiences for patients, no matter where they live or what health issues they are facing. Our portfolio is crucial for clinical decision-making and treatment pathways.

How we work:

Siemens Healthineers values diversity and ensures equal opportunities for all candidates, regardless of gender, gender identity and expression, sexual orientation, age, ethnic and national origin, religion or belief, disability and health conditions, marital and family status, pregnancy, and maternity/paternity. The selection process is conducted in compliance with the principle of non-discrimination pursuant to Legislative Decree 198/2006 (Equal Opportunities Code), Legislative Decree 216/2003, and applicable European legislation. Applications are evaluated solely based on the skills, experience, and aptitudes required for the position. At no stage of the recruitment process will candidates be required to provide information regarding their current or past remuneration.