Senior Key Account Manager - Hospital Business Italy| Regione di Roma (m/f/d)

About PAION Pharma

Key responsibilities

Strategic Key Account Management

• 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 and drive product adoption, utilization and account development.
• Build and maintain trusted, long-term relationships with key stakeholders, including anesthesiologists, intensivists, infectious disease specialists, pharmacists, procurement teams and hospital decisionmakers.
• Navigate complex, multidisciplinary hospital organizations to identify decisionmakers, 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, taking both clinical and commercial aspects into account.
• Represent PAION Pharma at medical congresses, educational meetings and regional events.
  
  

• Lead, coach and develop a local team of two Key Account Managers, fostering accountability, collaboration and a strong performance culture.
• Set clear objectives, conduct regular one-to-ones and performance reviews, and support individual development and capability building.
• Provide hands-on coaching and strategic guidance to strengthen account management effectiveness and commercial execution.
• Balance your own strategic account responsibilities with the leadership and development of the local team.
• Work closely with colleagues across European teams to share insights, align priorities and contribute to a strong, customer-focused organization.
  
  

• Own the local country business plan and sales forecast, ensuring alignment with European commercial priorities and business objectives.
• Serve as the primary point of contact for the Sales Director Europe on all market-related matters, providing clear insights into performance, opportunities, risks and local market dynamics.
• Act as the local face of PAION Pharma, building credibility and maintaining strong relationships with key opinion leaders (KOLs), healthcare institutions and other relevant stakeholders.
• Develop and maintain relationships with relevant government-level stakeholders and public healthcare institutions, building a strong understanding of local healthcare policy, reimbursement frameworks and market access processes.
• Represent PAION Pharma in relevant administrative and non-commercial interactions with external stakeholders, including reimbursement bodies and other healthcare authorities, as appropriate.
• Serve as the local liaison between PAION Pharma and external market stakeholders, ensuring effective communication and coordination.

• 4–5 years of experience in pharmaceutical or medical sales, ideally within the hospital environment.
• Proven experience in building strong customer relationships, identifying opportunities and achieving commercial results.
• Strong communication, presentation, negotiation and closing skills.
• Experience in hospital tender business, procurement processes and multidisciplinary stakeholder management.
• Background in anesthesia, critical care, sepsis management, infectious diseases or anti-infective therapies is an advantage.
• Good understanding of acute care and critical care treatment pathways.
• Initial leadership or coaching experience and the ability to combine personal sales responsibility with team development.
• Good understanding of the local healthcare system, reimbursement processes and public-sector stakeholders.
• Entrepreneurial and team-oriented mindset, strong organizational skills and the ability to work effectively across European teams.
• The ability to work independently, organize and manage your territory effectively, and take ownership of your results.
• Fluent in Italian and English.
• Residence in or near Rome, and willingness to travel as required.