Pharmacy Account Specialist

IT39 (FCRS = IT039) Sandoz S.p.A.; Italia; On-site; EUR 402,000 - 848,000; Full time

Job summary

IT39 (FCRS = IT039) Sandoz S.p.A. is seeking a Territory Manager in Italy to drive sales with pharmacies, groups and chains across the assigned territory. You will identify targets, set objectives, and build lasting customer partnerships.

Fluency in Italian and English, strong negotiation and analytical skills, and a customer‑driven mindset are essential. The position offers a monthly salary range of €36,000–€76,000, with pay tied to location, experience, and performance.

Qualifications

• Previous experience in Sales Representative or similar commercial roles within the generic pharmaceutical industry.
• Strong knowledge of the company portfolio and generic pharmaceutical market.
• Proven customer relationship and stakeholder management capabilities.
• Strong analytical skills combined with a sales-oriented mindset.
• Results-driven approach with the ability to achieve and exceed objectives.
• Strong business acumen and understanding of market dynamics and competitive environments.
• Excellent listening, communication, and negotiation skills.
• Fluent in Italian and English.

Responsibilities

• Identify and prioritize target pharmacies, groups, and chains.
• Define and achieve sales, efficiency, and performance objectives.
• Manage customer initiatives within budget to support objectives.
• Develop and execute negotiation strategies.
• Design and implement customer engagement plans via campaigns and trainings.
• Build and maintain strong customer relationships.
• Optimize coverage, contact frequency, and channels.
• Collect, analyze, and report market intelligence and competition.
• Achieve sales objectives across the territory.

Skills

Sales experience

Pharma market knowledge

Customer relationship

Analytical mindset

Negotiation skills

Communication skills

Bilingual: Italian/English

Regulatory/compliance awareness

Job description

Job Description Summary

PAS is responsible for the structured collection of information on current and future market dynamics and competitors’ strategies within the assigned territory. This is achieved by collaborating with the line manager and other corporate functions to generate ideas, initiatives, impact analyses, and proposals aimed at continuous improvement and greater effectiveness in managing the territory.

Your Key Responsibilities

• Act as a territory manager within the assigned geographical area, identifying and prioritizing target pharmacies, groups, and chains according to company segmentation.
• Define and achieve sales, efficiency, and performance objectives for assigned customers.
• Manage customer initiatives and activities within the allocated budget to support business objectives.
• Develop and execute negotiation strategies to maximize commercial and financial results.
• Design and implement customer engagement plans through marketing campaigns, commercial presentations, and training activities.
• Build and maintain strong customer relationships to ensure satisfaction and long-term partnership.
• Optimize customer coverage, contact frequency, and use of communication channels to maximize territory effectiveness.
• Collect, analyze, and report market intelligence, competitor information, and business insights to support decision-making.
• Achieve agreed sales and performance objectives across the assigned territory.

Essential Requirements

• Previous experience in Sales Representative or similar commercial roles within the generic pharmaceutical industry.
• Strong knowledge of the company portfolio and generic pharmaceutical market.
• Proven customer relationship and stakeholder management capabilities.
• Strong analytical skills combined with a sales-oriented mindset.
• Results-driven approach with the ability to achieve and exceed objectives.
• Strong business acumen and understanding of market dynamics and competitive environments.
• Excellent listening, communication, and negotiation skills.
• Strong problem-solving capabilities while operating within compliance, regulatory requirements, and company SOPs.
• Fluent in Italian and English.

Compensation Structure & Criteria

Sandoz compensation is determined by job level, qualifications, niche skills, experience, and location within company salary ranges. Fully proficient and highly effective employees can expect a starting salary around market median, with those new to the level or with less functional depth at the lower end of the range and those with sustained superior or niche skills towards the higher end of the range. Internal equity and external market data inform our range placement. Annual salary reviews consider performance outcomes, market alignment, and business needs.

Job location: Field Force – The territory will be allocated according to the selected candidate’s place of residence to ensure optimal territorial coverage and efficient travel management.

Pay range: €36,000 - €76,000

Pay frequency: Monthly

Expected weekly working hours: 40 hours

Contract type: full time

Why Sandoz?

Sandoz is the global leader in Biosimilar and Generic medicines, a segment of the healthcare industry that delivers 80% of the world’s medicines at 30% of the cost, touching the lives of more than 1 billion people across 100+ countries! While we are proud of our achievements, we have an ambition to do more so that everyone can achieve the basic human right of good health. With investments in new development capabilities, production sites, new acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help even more people gain access to low-cost, high-quality medicines, sustainably.

Our momentum is powered by an open, collaborative culture driven by our talented and ambitious colleagues, who, in return for applying their skills, experience an agile and collegiate environment with impactful careers, where diversity of thought is welcomed and where personal growth is supported! Join us, help us make healthcare fairer and faster.

#Sandoz

Skills Desired

Our Purpose here at Sandoz is pioneering access for patients. As the global leader in 'off-patent' high quality medicines, we are able to make medicine more affordable and accessible. Our broad global portfolio comprises of approximately 1,300 quality biosimilar and generic medicines, enabling us to provide more than 900 million patient treatments across 100+ countries per year, and while we are proud of this achievement, we have an ambition to do more! Powered by our talented and ambitious colleagues, who, in return for dedication and skills, experience a flexible, collaborative & inclusive culture where diversity of thought is welcomed and where personal growth is nurtured!