Job Requirements

Join us in pioneering breakthroughs in healthcare. For everyone. Everywhere. Sustainably. Our inspiring and caring environment forms a global community that celebrates diversity and individuality. We encourage you to step beyond your comfort zone, offering resources and flexibility to foster your professional and personal growth, all while valuing your unique contributions.

Key Account Manager (KAM) – Laboratory Diagnostics, and you will drive sustainable business growth by developing strategic partnerships and delivering value-based solutions to our customers. You will manage and develop an established portfolio of public customers (Hospital Trusts, local health authorities, regional hubs) and private customers (analysis laboratories, private clinics) and where applicable, resellers.

This role carries full responsibility for maintaining revenue, building customer loyalty and identifying new business opportunities within the assigned accounts.

You will report directly to the relevant Territory Manager and work in close synergy with the Application and Technical Support teams, Marketing and the supporting central functions.

Your role:

- Management of the assigned portfolio: you will maintain, consolidate and develop commercial relationships with key customers (public, private and/or resellers/distributors) in your territory to ensure maximum customer loyalty.
- Customer satisfaction: you will actively engage customers in scientific and educational projects and marketing initiatives, fostering strategic collaboration and a high level of engagement
- Contract compliance: you will verify the constant alignment between contractual commitments and the actual performance of the assigned active customers




- Cross-selling and upselling: you will propose the implementation of new tests and the acquisition of new components or services included in the Portfolio
- Achievement of targets: you will achieve the assigned sales, margin and market share targets
- Management of public and private tenders/negotiations: you will monitor and manage the tender/negotiation response process in collaboration with the support functions, defining the most competitive technical and economic offer strategy
- Account planning: you will draft and update strategic plans for each assigned Account, tracking sales activities and forecasts in the company CRM to increase market coverage; you will identify, qualify and prioritize opportunities in line with the company strategy and market segmentation
- Internal coordination and execution: you will liaise with all company functions (for example: Project Managers, Application and Technical Specialists, Order Entry, Logistics) to contribute to full customer satisfaction (NPS – Net Promoter Score metrics), developing proactive or corrective commercial initiatives

Work Experience

- Education: Degree in a scientific discipline (Biotechnology, Biology, Chemistry, Pharmaceutical Chemistry and Technology),



or alternatively a degree in Economics/Management Engineering supported by strong technical experience in the sector
- Experience: At least 5-7 years of experience as a KAM or Account Manager in the in vitro diagnostics (IVD), complex medical devices or Life Sciences sector.
- Industry knowledge: In-depth knowledge of the dynamics of the laboratory diagnostics market (clinical chemistry, immunometry, hemostasis, hematology, etc.) and of Public Administration purchasing mechanisms (Public Procurement Code)
- Negotiation and communication skills: Excellent negotiation and communication skills, results orientation, strategic vision, strong problem-solving aptitude and a team-oriented mindset. Proven ability to build and maintain relationships in complex organizations and with senior-level decision makers
- Digital skills: Excellent knowledge of company CRM systems (e.g. ability to analyze KPIs such as Revenues, Market share, Win rate, P&L;, etc.) and of the Office suite
- Languages: Fluent English and Italian.
- Geographic area and mobility: Lazio/Molise willingness to travel frequently within the assigned territory

Benefits

In accordance with our commitment to pay transparency and equal opportunity, we provide a clear breakdown of the financial package for this role:

- The position is regulated by the Chemical-Pharmaceutical National Collective Labor Agreement (CCNL), at white-collar employee level. The base salary for this position typically ranges from € 51,500 to € 68,500 gross per year. The final offer will be tailored based on your individual skills, experience and specific location.
- Performance Premio: this role is eligible for a variable incentive plan linked to specific

📌 Key Account Manager Laboratory Diagnostics (Roma)
🏢 Siemens Healthineers
📍 Roma