Company Description
Santen is a specialized company with a proud 130-year heritage focused exclusively on eye health. As a Japan-originated, global company with our footprint in over 60 countries and regions, our mission is to provide essential and significant value to patients and society through our products and services created from our expertise in ophthalmology and from the patient’s perspective.
As the Key Account Manager for Santen Italy, you will be responsible for executing a channel strategy for Santen products in Italy. This includes working closely with the Italian Marketing department to identify key opportunities and negotiating deals with pharmacy chains and e-retailers. You will play a key role in driving sales, maintaining strong customer relationships, and ensuring the alignment of pricing strategies. Develop and implement a channel strategy for Santen Italy products, in collaboration with the Marketing department.
Scan the Italian market to identify potential key accounts and opportunities for each of the relevant Santen products.
Build relationships with pharmacy chains, e-retailers, and wholesalers, ensuring the alignment of offerings with the established Italian pricing strategy.
Negotiate deals with key accounts, aiming to secure agreements that support both sales growth and profitability.
Manage assigned accounts, including pharmacy chains, e-retailers, and wholesalers, and execute tailored account plans with each.
Deliver specific channel sales targets, focusing on maximizing sales and profitability.
Collaborate with marketing and other departments to ensure a cohesive and synergistic approach to selling Santen products through these channels.
Regularly track and report on progress with accounts and KPIs to line management.




Continuously evolve the channel strategy to build capabilities and ensure growth year on year in this important market segment.
At least 3 years of experience in Sales or Key Account Management, ideally in the pharmaceutical industry.
Experience in selling to pharmacy chains, e-retailers, and/or national accounts such as wholesalers.
Strong negotiation skills with experience in securing deals and maximizing business growth.
Advanced experience in managing both online and offline assortment, pricing, campaign development, implementation, and tracking.
Strong understanding of brand positioning, visual identity, and supply chain processes.
Ability to build and maintain customer relationships, with a focus on driving online and offline sales.
Existing relationships with key pharmacy chains across Italy (preferred).
A business qualification (preferred) and fluency in Italian; intermediate level of English.
Thesalary rangefor the Key Account Manager position is EUR45,173– EUR 67,760 gross/year, depending on experience.
Through our long-term vision outlined in Santen 2030, we are committed to be a Social Innovator - addressing the social and economic needs of people with visual impairments. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.
We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.
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📌 ITALIAN SPEAKING SALES ACCOUNT MANAGER (Milano)
🏢 Santen
📍 Milano