Warsaw, PL
Senior Key Account Manager
Alfasigma is a privately held global healthcare company founded over 75 years ago in Italy, where it remains headquartered today in Bologna and Milan. The Group operates in over 100 markets spanning Europe, North and South America, Asia, and Africa.
Over three years ago, we embarked on a transformative journey to become a truly global innovative healthcare company with a leading focus on Gastrointestinal (GI) health. We have experienced remarkable growth, nearly doubled our revenues, expanding geographically, and integrating several key acquisitions. We have also evolved our portfolio, expanded into rare and specialty segments, and strengthened our pipeline and people's capabilities.
But our journey is far from complete! In fact, this is just the beginning of a bold new chapter in Alfasigma's history. We are committed to advancing innovation and leveraging our deep expertise to provide better health and a better quality of life for patients and consumers worldwide and expand our reach across diverse markets.
Strategic management of a portfolio of nationwide pharmacy chains in order to deliver the company’s sales and business objectives. The role is responsible for negotiating annual commercial terms, managing key customers’ P&L, building long-term relationships with pharmacy chain decision-makers, and initiating cross-functional activities supporting the growth of Alfasigma’s market share within the pharmacy channel.
Territory 1: zachodniopomorskie, pomorskie,warmińsko-mazurskie, podlaskie, mazowieckie, łódzkie, wielkopolskie, lubuskie, kujawsko-pomorskie.
Territory 2: dolnośląskie, opolskie, świętokrzyskie, śląskie, małopolskie, podkarpackie, lubuskie, mazowieckie.
Key Responsibilities:
- Managing a portfolio of key clients – nationwide pharmacy chains – with responsibility for delivering Alfasigma’s sales targets and business KPIs within the pharmacy channel;
- Negotiating annual commercial terms with pharmacy chains, including rebates, trade marketing budgets, marketing fees, and commercial KPIs, as well as monitoring their execution throughout the year;
- Managing customer P&L and delivering the sales budget, while controlling margin performance and the effectiveness of commercial investments within the assigned client portfolio;
- Leveraging market data (PEX, IQVIA) in negotiation processes, sales planning, category potential assessment, and commercial discussions with clients;
- Building and maintaining long-term business relationships with key decision-makers within pharmacy chains, including board members and commercial directors;
- Initiating and coordinating cross-functional activities with Marketing, Trade Marketing, Supply Chain, and Finance teams to execute customer strategy and ensure alignment across functions;
- Identifying and managing business risks, making commercial decisions under pressure, and responding to market changes in order to protect the financial performance of the client portfolio;
Professional Experience:
- Minimum 5 years of experience in a Key Account Manager role within the pharmaceutical industry;
- Proven experience in cooperation with nationwide pharmacy chains – mandatory requirement;
- Experience in leading and negotiating contracts with nationwide pharmacy chains.;
- Established business relationships with key decision-makers within pharmacy chains – mandatory requirement;
- Proven track record in managing customer P&L and delivering sales budget targets;
- Experience in negotiating annual commercial terms, including rebates, trade marketing budgets, and marketing fees;
- Very good knowledge of market data sources (PEX, IQVIA) and the ability to leverage them in negotiations and sales planning;
Education:
- University degree required;
- Degree in Economics, Marketing, Management, Pharmacy, or a related field will be considered an advantage;
- Additional qualifications such as certificates in sales, negotiation, or trade marketing will be an asset.
Key Skills:
- Ability to build long-term business relationships at executive and commercial director level;
- Ability to initiate and lead cross-functional activities with Marketing, Trade Marketing, Supply Chain, and Finance teams in order to execute customer strategy;
- High resilience to pressure and ability to manage business risks effectively;
- Advanced negotiation, analytical, and presentation skills.
- Very good knowledge of MS Office tools (especially Excel) as well as market tools and databases (PEX, IQVIA);
- Polish – fluent; English - communicative level;
- Valid category B driving license;
Why Join Alfasigma:
At Alfasigma, we foster a culture where the courage to innovate is key to our success.
We offer a competitive salary, comprehensive benefits, and extensive opportunities for professional growth and development.
Our commitment to people and patients is at the heart of everything we do. We value diversity and welcome individuals with unique perspectives and experiences. We believe that open-mindedness, collaboration, and a shared passion for innovation are essential to achieving meaningful progress.
Join Alfasigma and become part of a forward-thinking team dedicated to shaping the future of the pharmaceutical industry.