Business Development Manager

Abbott; Catanzaro; In loco; EUR 40.000 - 80.000; Tempo pieno

Descrizione del lavoro

An established industry player is seeking a dynamic sales professional to manage key accounts and drive growth in the Cardiometabolic sector. This role involves collaborating with local government and decision-makers to enhance patient pathways and funding sources. With a focus on building strong relationships and navigating complex sales cycles, you will play a crucial role in expanding the corporate portfolio and achieving sales targets. If you are passionate about improving patient outcomes and possess a competitive drive, this opportunity is perfect for you.

Competenze

• Minimum 5 years in Point of Care (POC) or medical devices.
• Experience managing multiple stakeholders over long sales cycles.

Mansioni

• Manage key accounts to retain profitable business.
• Identify opportunities and secure new business.
• Lead the tendering process for prioritized accounts.

Conoscenze

Networking

Negotiation

Sales Management

Stakeholder Management

B2B Sales

Market Access Knowledge

Relationship Building

Formazione

Degree in Business

Degree in Biological Science

Descrizione del lavoro

JOB DESCRIPTION:

MAIN PURPOSE OF JOB:

Responsible for managing, developing, and growing regional key distributor and NHS Cardiometabolic accounts as outlined in the country strategic plans. Also tasked with generating new business through local market access initiatives in both the public and private sectors. Collaborating closely with the National Sales Manager, this role involves working with local government, policy, and decision-makers to develop new patient pathways and funding sources, supporting national market access initiatives on a local level. The role also includes identifying new revenue channels via direct sales to the NHS and private sectors, aligning with country strategy, and maintaining all existing high-value accounts through excellent account management and commercial excellence.

RESPONSIBILITIES:

1. Manage key accounts to retain profitable business and meet sales and profitability targets.
2. Identify opportunities and secure new business in high and medium potential areas.
3. Navigate the full sales cycle efficiently, moving customers through the sales funnel.
4. Identify key decision-makers and stakeholders across procurement, patient groups, and corporate channels.
5. Network effectively to build business cases and value propositions, ensuring positive tender outcomes.
6. Develop advocates and key opinion leaders to support business growth locally and nationally.
7. Collaborate with internal teams to enhance offerings and value propositions for competitiveness.
8. Support the implementation and uptake of large projects to ensure effective utilization.
9. Lead the tendering process for prioritized accounts within the territory.
10. Organize and manage time effectively to maximize engagement with priority accounts and meet activity KPIs.
11. Work closely with customer service, technical support, and training teams to improve customer experience.
12. Conduct account reviews and manage administrative tasks accurately, including reporting and forecasting.

MAIN ACCOUNTABILITIES:

• Achieve regional sales, growth, and margin targets.
• Secure instrument placements in target new business accounts.
• Provide training and support for new business implementations.
• Improve utilization in high-potential growth accounts.
• Manage tenders and contracts from submission to retention.
• Achieve market access and funding success within regional NHS bodies.
• Expand the corporate portfolio in identified channels.
• Take responsibility for personal development and success.
• Act as a professional role model for junior team members.

GENERAL ACCOUNTABILITIES:

Comply with company policies and procedures to meet statutory, quality, and business requirements aligned with Abbott Rapid Diagnostics's strategy and objectives.

Ensure health, safety, and environmental standards are met by oneself and others through compliance with EHS programs, OEC, regulations, and standards.

BACKGROUND/EDUCATION:

QUALIFICATIONS:

Degree or higher in Business, Biological Science, or related field preferred.

KNOWLEDGE AND EXPERIENCE:

Minimum 5 years in Point of Care (POC) or medical devices, preferably diagnostics.

Experience managing multiple stakeholders over long sales cycles (>9 months).

Experience in B2B sales and distribution, with knowledge of complex organizational buying processes.

Understanding of local market access, funding routes, and patient pathways.

SKILLS:

Proven sales success with strong networking and relationship-building skills.

Excellent negotiation skills and ability to construct compelling business cases, including ROI analysis, tender writing, and proposals.

Understanding of the healthcare system, funding routes, and patient pathways.

Fluent in English; additional language skills, such as Italian, are advantageous.

PERSONAL QUALITIES:

Team-oriented with a competitive drive to exceed performance expectations.

Concerned with the overall success of the team and business.

Honest, professional, and capable of managing multiple priorities to meet deadlines.

Passionate about improving patient outcomes through early disease detection.

Additional Information:

Base salary details are not specified; compensation may vary by location.

Job family: Sales Force; Division: CMI ARDx Cardiometabolic and Informatics.

Location: Milan, Italy, Viale Edison 110, Edison Park Centre.

Travel requirement: 75%.