Senior Key Account Manager - Hospital Business | Regione di Roma; m​/f​/d

Position: Senior Key Account Manager - Hospital Business | Regione di Roma (m/f/d)
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
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 decision makers.

Navigate complex, multidisciplinary 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, taking both clinical and commercial aspects into account.

Represent PAION Pharma at medical congresses, educational meetings and regional events.

Local Team Leadership & Performance Management

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

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

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…