Senior Key Account Manager

Synmatch AI; Italia; On-site; EUR 78,000 - 95,000; Full time

Benefits offered by this job

Salary: EUR 78,000–95,000 gross per an

Job summary

Synmatch AI is seeking a Senior Key Account Manager to lead strategic plans for major hospitals and healthcare networks in Italy. You will drive tenders, negotiate contracts, and foster relationships with clinicians, procurement teams and KOLs across the hospital landscape.

You will lead a small local team of two KAMs, own the country plan and forecast, and collaborate with regional teams. Based in or near Rome, travel across the territory will be required.

Qualifications

• 4–5 years of experience in pharmaceutical or medical sales, ideally in hospital settings.
• Proven ability to build strong customer relationships and deliver results.
• Excellent communication, presentation, negotiation and closing skills.
• Experience in hospital tender business and procurement processes.
• Knowledge of acute and critical care treatment pathways.
• Initial leadership or coaching experience, with team development skills.
• Strong understanding of the local healthcare system, reimbursement and public-sector stakeholders.
• Entrepreneurial, team-oriented mindset with strong organizational skills.
• Fluent in Italian and English; willing to travel within Italy.

Responsibilities

• Develop and execute strategic account plans for target hospitals and networks.
• Lead tender processes, contract negotiations and product implementation.
• Build and maintain relationships with anesthesiologists, intensivists, infectious disease specialists, pharmacists, procurement and hospital stakeholders.
• Coach and develop two Key Account Managers and drive market presence.
• Own the local country business plan and sales forecast; report to Sales Director Europe.

Skills

Pharma sales

Tenders

Stakeholder mgmt

Leadership

Account planning

Job description

Synmatch AI's client is a specialized pharmaceutical company, part of a larger international healthcare group, focused on innovative solutions in anesthesiology, intensive care, and infectious diseases. With a strong emphasis on hospital-based treatments, they support healthcare professionals in delivering high-quality patient care across Europe.

They are looking for an entrepreneurial and commercially driven Senior Key Account Manager who combines a passion for building trusted customer relationships and identifying new opportunities with the ability to lead a local team and shape market presence in a complex hospital environment. In this player-coach role, you will own strategic account plans for target hospitals and healthcare networks, lead tender processes and contract negotiations, and build relationships with anesthesiologists, intensivists, infectious disease specialists, pharmacists, and procurement teams. You will lead and coach a local team of two Key Account Managers, own the country business plan and sales forecast, and act as the primary point of contact for the Sales Director Europe on all market-related matters.

This is a full-time [permanent/fixed-term] position. Employment will be managed through WorkMotion, acting as Employer of Record to handle your local contract, payroll, and benefits /directly handling your contract and payroll. This role is open to candidates based in or near Rome, Italy, with willingness to travel as required across the territory.

Key responsibilities

• Strategic Account Planning: Develop and execute strategic account plans for target hospitals and healthcare networks, translating business priorities into actionable plans and sustainable sales growth.
• Business Development: Identify new business opportunities and drive product adoption, utilization, and account development.
• Stakeholder Relationship Management: Build and maintain trusted, long-term relationships with key stakeholders, including anesthesiologists, intensivists, infectious disease specialists, pharmacists, procurement teams, and hospital decision-makers.
• Complex Organization Navigation: Navigate multidisciplinary hospital organizations to identify decision-makers, understand customer needs, and influence treatment and purchasing pathways.
• Tender & Contract Leadership: Lead and support tender processes, contract negotiations, and product implementation activities.
• Knowledge Transfer: Provide proactive, product- and application-specific knowledge transfer, considering both clinical and commercial aspects.
• Market Representation: Represent the company at medical congresses, educational meetings, and regional events.
• Team Leadership & Coaching: Lead, coach, and develop a local team of two Key Account Managers, fostering accountability, collaboration, and a strong performance culture.
• Performance Management: Set clear objectives, conduct regular one-to-ones and performance reviews, and support individual development and capability building.
• Hands-on Coaching: Provide hands-on coaching and strategic guidance to strengthen account management effectiveness and commercial execution.
• Role Balance: Balance personal strategic account responsibilities with the leadership and development of the local team.
• Cross-Team Collaboration: Work closely with colleagues across European teams to share insights, align priorities, and contribute to a strong, customer-focused organization.
• Business Plan Ownership: Own the local country business plan and sales forecast, ensuring alignment with European commercial priorities.
• Sales Director Liaison: Serve as the primary point of contact for the Sales Director Europe on performance, opportunities, risks, and local market dynamics.
• KOL & Institutional Relationships: Act as the local face of the company, building credibility and maintaining strong relationships with key opinion leaders (KOLs), healthcare institutions, and other relevant stakeholders.
• Policy & Reimbursement Engagement: Develop and maintain relationships with government-level stakeholders and public healthcare institutions, building understanding of local healthcare policy, reimbursement frameworks, and market access processes.
• Regulatory Representation: Represent the company in administrative and non‑commercial interactions with external stakeholders, including reimbursement bodies and healthcare authorities, as appropriate.
• Market Liaison: Serve as the local liaison between the company and external market stakeholders, ensuring effective communication and coordination.

Candidate requirements

• Experience: 4–5 years of experience in pharmaceutical or medical sales, ideally within the hospital environment.
• Track Record: Proven experience in building strong customer relationships, identifying opportunities, and achieving commercial results.
• Communication Skills: Strong communication, presentation, negotiation, and closing skills.
• Tender Experience: Experience in hospital tender business, procurement processes, and multidisciplinary stakeholder management.
• Treatment Pathway Knowledge: Good understanding of acute care and critical care treatment pathways.
• Leadership Experience: Initial leadership or coaching experience and the ability to combine personal sales responsibility with team development.
• Healthcare System Knowledge: Good understanding of the local healthcare system, reimbursement processes, and public‑sector stakeholders.
• Mindset: Entrepreneurial and team‑oriented mindset, strong organizational skills, and the ability to work effectively across European teams.
• Autonomy: Ability to work independently, organize and manage your territory effectively, and take ownership of results.
• Languages: Fluent in Italian and English.
• Location: Residence in or near Rome preferred, with willingness to travel as required.

Desirable (but not required)

• Therapeutic Background: Background in anesthesia, critical care, sepsis management, infectious diseases, or anti‑infective therapies is an advantage.

Benefits and perks

• Compensation: EUR 78,000–95,000 gross per annum.