Senior Key Account Manager - Hospital Growth Lead (Rome)

PAION AG; Italia; On-site; EUR 90,000 - 120,000; Full time

Job summary

PAION Pharma is seeking a Senior Key Account Manager in Italy to lead a two-person local KAM team, drive strategic hospital account plans and shape market presence in a complex hospital environment.

You will build relationships with anesthesiologists, intensivists, infectious disease specialists and procurement teams, navigate tender processes and collaborate with European teams to align on priorities. Residence in or near Rome and willingness to travel are required.

Qualifications

• 4–5 years in pharmaceutical or medical sales, ideally within the hospital environment.
• Proven ability to build strong customer relationships and achieve commercial results.
• Experience in hospital tender business and procurement processes.
• Leadership or coaching experience and the ability to develop a local team.
• Fluent in Italian and English.
• Residence in or near Rome; willingness to travel.

Responsibilities

• Develop and execute strategic account plans for target hospitals and healthcare networks, translating business priorities into actionable plans and sustainable sales growth.
• Identify new business opportunities; drive product adoption, utilization and account development.
• Build and maintain long-term relationships with anesthesiologists, intensivists, infectious disease specialists, pharmacists, procurement teams and hospital decision-makers.
• Navigate complex hospital organizations to identify decision-makers, understand customer needs and influence treatment and purchasing pathways.
• Lead and support tender processes, contract negotiations and product implementation activities.
• Provide proactive, product- and application-specific knowledge transfer, considering clinical and commercial aspects.
• Represent PAION Pharma at medical congresses, educational meetings and regional events.
• Lead, coach and develop a local team of two KAMs; set objectives and conduct performance reviews.
• Collaborate with European teams to align priorities and strengthen customer-focused execution.
• Own the local country business plan and sales forecast; report to Sales Director Europe on market dynamics.

Skills

Communication

Presentation

Negotiation

Closing

Relationship building

Business development

Team leadership

Territory management

Fluent Italian

Job description

PAION Pharma is seeking a Senior Key Account Manager in Italy to lead a two-person local KAM team, drive strategic hospital account plans and shape market presence in a complex hospital environment.

You will build relationships with anesthesiologists, intensivists, infectious disease specialists and procurement teams, navigate tender processes and collaborate with European teams to align on priorities. Residence in or near Rome and willingness to travel are required.