Business Development Manager

Abbott; Potenza; In loco; EUR 45.000 - 80.000; Tempo pieno

Descrizione del lavoro

An established industry player is seeking a dynamic Sales Manager to drive growth in the Cardiometabolic sector. This role involves managing key accounts, developing new business opportunities, and collaborating with various stakeholders to enhance patient pathways. You will play a crucial role in expanding the corporate portfolio while ensuring compliance with company policies. If you are passionate about improving patient outcomes and have a proven track record in sales, this is the perfect opportunity for you to make a significant impact in a collaborative environment.

Competenze

• 5+ years in POC or medical devices, preferably diagnostics.
• Experience managing stakeholders in sales cycles exceeding 9 months.
• Understanding of the Italian healthcare system and funding routes.

Mansioni

• Manage key accounts to retain profitable business and deliver sales targets.
• Identify opportunities to win new business in high/medium potential areas.
• Collaborate with internal teams to enhance customer experience.

Conoscenze

Networking

Negotiation

Business Case Construction

Sales Cycle Management

Stakeholder Management

Formazione

Degree in Business

Degree in Biological Science

Strumenti

Salesforce

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. Handle the tendering process for all prioritized accounts in the territory.
10. Organize own time to maximize engagement with priority accounts, achieve activity levels, and meet KPIs in both existing and new target accounts.
11. Work effectively with internal teams to enhance customer experience.
12. Conduct account business reviews as required.
13. Perform administrative tasks accurately and timely, including call reporting, opportunity logging on Salesforce, and training.

MAIN ACCOUNTABILITIES:

• Achieve regional sales, growth, and margin targets.
• Place instruments in target 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.
• Secure market access and funding success in regional NHS bodies.
• Expand the corporate portfolio in identified channels.
• Take responsibility for personal development and success.
• Maintain professional conduct and serve as a role model for junior team members.

GENERAL ACCOUNTABILITIES:

Comply with company policies and procedures to meet statutory, quality, and business requirements within the overall strategy and objectives of Abbott Rapid Diagnostics.

Ensure health, safety, and environmental performance of oneself and others through compliance with EHS programs, regulations, and standards.

BACKGROUND/EDUCATION

QUALIFICATIONS:

Preferred educational background: Degree or higher in Business, Biological Science, or related field.

KNOWLEDGE AND EXPERIENCE:

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

Experience managing numerous stakeholders in sales cycles exceeding 9 months.

Business-to-business sales and distributor experience, with knowledge of variable buying chains in large organizations.

Market Access at a localized level, understanding 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 Italian healthcare system, funding routes, and patient pathways. Proficient in engaging primary and secondary customers at all levels.

Fluent in English.

PERSONAL QUALITIES:

Team player with a competitive drive to exceed expectations.

Sincere concern for team and business success.

Honest, professional, and adaptable to priorities and timelines.

Passionate about improving patient outcomes through early detection of chronic diseases.

The base pay for this position is N/A. In specific locations, the pay range may vary from the posted range.

JOB FAMILY: Sales Force

DIVISION: CMI ARDx Cardiometabolic and Informatics

LOCATION: Italy > Milan: Viale Edison 110, Edison Park Centre

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Yes, 75% of the Time

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Not Applicable