Key Account Manager

Sobi

About The Position

The Key Account Manager will develop and build Sobi’s business in Poland by implementing local product strategies in line with local needs. This highly field-based role is ideally based in Krakow (Małopolska voivodeship) or Katowice (Śląsk voivodeship), with approximately 70% of time spent in the field. The role focuses on customer engagement, territory management, cross-functional alignment, sales performance, and compliant execution of local marketing activities. The customer specialties include Rheumatology, Immunology, and Gastrology. The Key Account Manager owns the assigned product portfolio, revenue targets, and sales objectives; develops account plans; and monitors product availability and demand. The role adapts global and regional brand strategies to local market needs and coordinates omnichannel marketing activities. It also involves gathering market insights, working with regional and international teams, managing budgets and resources, maintaining accurate CRM records, and ensuring compliance with company policies and applicable regulations, including GxP requirements (GCP, GVP, HCC).

Requirements

University degree.
At least five years of experience in a sales and/or marketing role within an original pharmaceutical company.
Strong background in strategic account management, stakeholder engagement, and customer relationship building.
Excellent negotiation, communication, and analytical skills.
Ability to manage multiple projects and stakeholders, identify business opportunities, and work in a dynamic environment.
Fluency in English and Polish.
Proficiency in Microsoft Office.
Valid driving licence.

Nice To Haves

Approximately two years of experience as a Key Account Manager.
Marketing skills or experience from previous work.
Knowledge of the Polish healthcare system and its decision-making processes.

Responsibilities

Build, develop, and maintain relationships with key customers, treatment centers, healthcare professionals, and other relevant stakeholders.
Spend approximately 70% of working time in the field engaging with customers and supporting business activities.
Represent the company at local and international congresses, conferences, and scientific events.
Understand customer and market needs and reflect them in business activities.
Gather and communicate market insights, customer feedback, and competitor intelligence.
Take accountability for the assigned product portfolio, revenue targets, and sales objectives.
Develop and execute key account plans to maximize business opportunities.
Monitor product availability, stock levels, and future demand to support uninterrupted supply.
Manage assigned resources efficiently to deliver business results.
Adapt global and regional brand strategies to local market needs, healthcare systems, and customer practices.
Translate business priorities into local initiatives and action plans.
Plan, coordinate, and execute omnichannel marketing activities, including customer visits, conferences, seminars, webinars, digital campaigns, and promotional initiatives.
Support the development, approval, distribution, and training of marketing materials in compliance with Medical, Legal and Regulatory requirements.
Monitor campaign effectiveness, KPIs, and return on investment, and optimize activities.
Collaborate with regional and international teams on global and local business objectives.
Participate in cross-functional project groups, brand planning, and strategic initiatives.
Work with Medical, Commercial, and Leadership teams to align business priorities.
Provide local market insights and recommendations for regional business planning and decision-making.
Conduct activities in accordance with company policies, industry regulations, and quality standards, including GxP requirements (GCP, GVP, HCC).
Maintain accurate and timely records of customer interactions and field activities in CRM and other business systems.
Apply key account management principles and maintain high-quality reporting and data management.
Complete required training and keep knowledge of regulations, policies, and compliance standards up to date.
Participate in regular meetings, teleconferences, and reporting activities.
Support product budget planning and management, ensuring effective resource allocation and utilization.
Track performance metrics, monitor budgets, and optimize investments based on ROI and business priorities.