Business Development Manager

Abbott; Napoli; In loco; EUR 45.000 - 85.000; Tempo pieno

Descrizione del lavoro

An established industry player is looking for a dynamic Key Account Manager to drive growth in the Cardiometabolic sector. This role involves managing key distributor accounts, developing new patient pathways, and collaborating with local stakeholders to enhance market access. You will be responsible for the entire sales cycle, from identifying opportunities to closing deals, while ensuring the retention of high-value accounts through exceptional account management. Join a forward-thinking team dedicated to improving patient outcomes and making a significant impact in the healthcare landscape.

Competenze

• 5+ years in POC or medical devices, preferably diagnostics.
• Experience in B2B sales and distributor management.
• Knowledge of local Market Access and patient pathways.

Mansioni

• Manage key accounts to retain profitable business and deliver sales targets.
• Identify opportunities and win new business in high potential areas.
• Conduct account reviews and maintain accurate administrative work.

Conoscenze

Networking

Negotiation

Stakeholder Management

Business Case Construction

Sales Cycle Management

Formazione

Degree in Business

Degree in Biological Science

Strumenti

Salesforce

METRO

LERN

Descrizione del lavoro

JOB DESCRIPTION:

MAIN PURPOSE OF JOB:

Responsible for the management, development, and growth of regional key distributor and NHS Cardiometabolic accounts as defined in the country strategic plans. Also to generate new business via local market access initiatives in both the public and private sectors. Working closely with the National Sales Manager, this role will collaborate with local government, policy, and decision makers to develop new patient pathways and funding sources, realizing national MA initiatives on a local basis. This role will also identify new revenue channels in direct sales to the NHS and private sectors in line with country strategy and ensure the business retains all existing high-value prioritized accounts through commercial excellence and strong account management.

RESPONSIBILITIES:

1. Key Account Management of priority segmented accounts to retain profitable business and deliver sales and profitability targets.
2. Work effectively with target accounts to identify opportunities and win new business in high/medium potential areas.
3. Manage the full sales cycle, moving customers through the sales funnel in a timely manner.
4. Identify key decision makers and stakeholders across regional procurement, patient groups, and corporate channels.
5. Network effectively to provide business cases and value propositions to ensure positive tender and quote outcomes.
6. Develop advocates and KOLs for our service and products to support business development and growth.
7. Collaborate with the National Sales Manager, Marketing, and Market Access Manager to develop competitive offerings and value propositions.
8. Support implementation and pull-through in large project wins to ensure timely uptake and future utilization.
9. Responsible for the tendering process for all prioritized accounts in the territory.
10. Organize own time to maximize engagement in priority accounts, achieve activity levels, and meet KPIs.
11. Work effectively with internal teams to maximize customer experience.
12. Conduct account reviews as required.
13. Maintain accurate administrative work, including call reporting, opportunity logging, and forecasting using Salesforce, METRO, and LERN.

MAIN ACCOUNTABILITIES:

• Achieve regional sales, growth, and margin targets.
• Instrument placements in new business accounts.
• Provide training and support for new business implementation.
• 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.
• Own 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 Diagnostica's strategy and objectives.

Ensure health, safety, and environmental performance through compliance with EHS programs, OEC, regulations, and standards.

BACKGROUND/EDUCATION

QUALIFICATIONS:

A degree or higher in Business, Biological Science, or related field is preferred.

KNOWLEDGE AND EXPERIENCE:

Minimum 5 years in POC or medical devices, preferably diagnostics.

Experience managing stakeholder relationships over long sales cycles (>9 months).

Experience in B2B sales, distributor management, and understanding complex buying chains in large organizations.

Knowledge of local Market Access, funding routes, and patient pathways.

SKILLS:

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

Excellent negotiation skills.

Ability to construct compelling business cases, including ROI analysis, tender writing, and proposals.

Understanding of the healthcare system, funding, and patient pathways relevant to Italy.

Fluent in English; proficiency in Italian is implied but not explicitly stated.

PERSONAL QUALITIES:

Team player with a competitive drive to exceed expectations.

Concern for team and business success.

Honest, professional, and adaptable to business priorities.

Passionate about improving patient outcomes through early disease detection.

ADDITIONAL INFORMATION:

The base pay is not specified; it may vary by location.

Job family: Sales Force | Division: CMI ARDx Cardiometabolic and Informatics | Location: Milan, Italy | Travel: 75%