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Key Account Manager Estonia

eePosted 13 Sept 2026

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About this role

As a Key Account Manager , you will establish, foster and enhance customer relationships at both regional and national level. You will drive company awareness, value, effectiveness and profitability through the successful implementation of sales promotion activities. You will also gather customer feedback, translate it into relevant market insights, and share these insights with the wider team and management to support informed business decisions.

What you will do: Engage frequently with customers through product detailing and educational activities, ensuring compliance with approved indications, Codes of Conduct and Santen policies. Organize and facilitate regional educational events, represent Santen at international congresses, and manage key account relationships within the designated area. Continuously collect customer feedback and market insights, monitor market trends, regional performance and the competitive landscape, and share relevant findings with stakeholders and management.

Use Santen’s CRM, dashboards, reporting and incentive systems to manage customer segmentation and targeting, evaluate regional performance, monitor sales targets and KPIs, and identify potential performance gaps and corrective actions in collaboration with the Baltic Sales Manager and Head of Baltics. Drive sales growth and regional productivity while supporting cluster, country and EMEA projects and action plans. Maintain strong medical and commercial knowledge and proactively keep up to date with relevant policies, guidelines and SOPs.

Ensure full compliance with country-specific legislation, Codes of Conduct, Santen policies, SOPs and internal guidelines, while completing all required administrative responsibilities on time. Collect and report safety information, including adverse events, to the Santen Oy Pharmacovigilance Unit and quality-related information, including quality complaints, to the Santen Oy Quality Assurance department in line with current requirements.

What you will bring to the role Experience in pharmaceutical sales, particularly prescription-driven promotion, with a proven understanding of pharmaceutical Sales & Marketing activities. Strong customer-service orientation and excellent interpersonal and communication skills, with the ability to build successful relationships with customers and internal and external stakeholders. Ability to turn customer feedback, competitive intelligence and market research into commercially relevant insights to support decision-making.

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Self-driven team player with the ability to work independently and a strong commitment to market performance. Good analytical skills and experience evaluating regional performance and market trends using different data sources, CRM systems, dashboards and IT applications such as MS Excel. Polytechnic, Bachelor’s degree or comparable qualification in Medical or Commercial education. Fluency in English, both written and spoken.

This is a field-based position with significant domestic and international travel, including occasional work outside regular office hours for CME and Congress activities. Ready to make a difference? Apply today and help us shape the future of eye health. Additional Information What we offer: Competitive Salary: A market‑aligned base salary starting from €36 000 - €49 500, depending on experience and location. Grow your career at Santen A career at Santen is an opportunity to make a difference.

Through our long-term vision outlined in Santen 2030, we are committed to be a Social Innovator - addressing the social and economic needs of people with visual impairments. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.

The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know. Santen is a specialized life sciences company with a proud over 130-year heritage focused exclusively on ophthalmology. As a Japan-originated, global company with a footprint in over 60 countries, we are dedicated to delivering innovative treatments and digital solutions for eye health and addressing vision-related social issues for people around the world.

Source listing: smartrecruiters_santen

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