Your tasks

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About PAION Pharma

We are a specialized pharmaceutical company headquartered in Aachen, Germany and part of the Humanwell Healthcare Group. We focus on innovative solutions in anesthesiology, intensive care, and infectious diseases, with a strong emphasis on hospital-based treatments that support healthcare professionals in delivering high-quality patient care.

We 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 our market presence in a complex hospital environment.

In this player-coach role you will drive sustainable business growth, strengthen our relationships with key healthcare stakeholders and represent PAION Pharma in the local market.

Key responsibilities

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- 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.

Local Team Leadership & Performance Management

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- 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.

Stakeholder Engagement

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- 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.

Your profile

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- 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 syste

📌 Senior Key Account Manager (Italia)
🏢 PAION
📍 Italia