The Sales Manager translates national brand and access strategies into local action across priority oncology and hematology centers, hospitals and healthcare networks. The role ensures that every customer interaction is science-based, patient-focused, ethical and compliant, while delivering sustainable business results.

1.     Key Responsibilities

2.1 Lead and Develop the Field Team

·   Lead, coach and develop eight Key Account Managers, setting clear expectations for account planning, customer engagement, scientific knowledge, access support and business performance.

·   Conduct regular field coaching and joint customer visits; provide timely feedback and individualized development plans.

·   Build a high-performing, inclusive and accountable team culture on trust, respect, continuous learning and patient focus.

·   Set team and individual objectives; monitor achievement through qualitative and quantitative performance indicators.

·   Identify talent, support career development and succession planning, and address performance challenges promptly and fairly.

2.2 Drive Strategic Account Management

·   Lead the segmentation, prioritization and strategic management of key onco-hematology accounts across Romania, including priority cancer centers, hematology centers, university hospitals and relevant treatment networks.

·   Ensure each Key Account Manager maintains high-quality account plans that identify stakeholder needs, patient-pathway barriers, treatment-capacity challenges and actions to support appropriate access.

·   Use customer insights, territory performance, market data and access intelligence to prioritize and adapt execution plans.

·   Guide the team in building credible, long-term relationships with healthcare professionals and institutional stakeholders, based on clinical value, responsible partnership and a deep understanding of local patient needs.

·   Monitor competitor activity, treatment trends, hospital dynamics and reimbursement developments; convert insights into effective business actions.

2.3 Deliver Cross-Functional Execution

·   Partner with Medical Affairs, Market Access, Marketing, Regulatory, Patient Support, Finance and Compliance to develop and execute integrated account and patient-access plans.

·   Ensure the field team engages the appropriate internal experts for scientific exchange, reimbursement matters, patient support and other non-promotional needs.

·   Contribute field insights to brand planning, forecast cycles, launch preparation and strategic business reviews.

·   Support the development and implementation of omnichannel engagement plans that respond to customers’ preferences and comply with all applicable requirements.

2.4 Ensure Patient Focus, Quality and Compliance

·   Embed the patient's perspective on account strategies and team decisions, with a focus on reducing barriers to diagnosis, treatment initiation, and continuity of care.

·   Ensure all communications about medicines are accurate, balanced, current, evidence-based and consistent with approved product information.

·   Lead strict adherence to company policies, Romanian requirements, the ARPIM Code, EFPIA principles and all applicable rules governing interactions with healthcare professionals, healthcare organizations and patient organizations.

·   Model sound ethical judgment and escalate potential compliance, pharmacovigilance, quality or reputational risks without delay.

·   Maintain high standards in CRM use, documentation, expense management, reporting, and data quality.

Required Qualifications and Experience

·   University degree in life sciences, pharmacy, medicine, business or a related discipline.

·   Extensive commercial experience in the pharmaceutical or biotechnology industry

·   Demonstrated success leading, coaching and developing field-based Key Account Managers or sales representatives.

·   Experience with hospital accounts, tender environments and multidisciplinary healthcare stakeholders in Romania.

·   Strong analytical ability, including interpretation of sales performance, customer insights, market data and forecasts.

·   Excellent communication, coaching, negotiation and stakeholder-management skills.

·   Fluency in Romanian and professional working proficiency in English.

·   Availability for frequent travel throughout Romania.

Preferred Experience

·   Knowledge of oncology, hematology, hospital care pathways and complex treatment environments is highly valued.

·   Experience working closely with Medical Affairs and Market Access teams.

·   Familiarity with CRM systems, omnichannel customer engagement and digital-field effectiveness.

·   Experience leading change, managing market uncertainty or building capability in a newly formed or evolving team.