Business Development Manager

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

Descrizione del lavoro

An established industry player is seeking a driven Key Account Manager to lead the growth of regional accounts in the healthcare sector. This role involves collaborating with key stakeholders to develop innovative patient pathways and funding sources, ensuring the retention of high-value accounts through strategic account management. As part of a dynamic sales team, you will leverage your expertise in B2B sales and your understanding of the healthcare landscape to drive business success and improve patient outcomes. If you are passionate about making a difference in the healthcare industry, this opportunity is perfect for you.

Competenze

• 5+ years in POC or medical devices, preferably diagnostics.
• Experience in B2B sales and understanding of buying chains.
• Knowledge of local market access and patient pathways.

Mansioni

• Manage key accounts and deliver sales targets effectively.
• Identify opportunities and win new business in target areas.
• Conduct account reviews and ensure timely administrative work.

Conoscenze

Networking and Relationship Building

Negotiation Skills

Business Case Development

Sales Cycle Management

Knowledge of Healthcare System

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 & stakeholders across regional procurement areas, 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 offerings & value propositions.
8. Support implementation and pull-through of large project wins for timely uptake and future utilization.
9. Responsible for the tendering process for all prioritized accounts in the territory.
10. Organize own time effectively to maximize engagement with priority accounts, achieve activity levels, and meet KPIs in both existing and new business targets.
11. Work effectively with internal teams to maximize customer experience.
12. Conduct account business reviews as required and as per contracted agreements.
13. Complete administrative work accurately and timely, including call reporting, sales funnel updates on Salesforce, expenses, and forecasts.

MAIN ACCOUNTABILITIES:

• Achieve regional sales, growth, and margin targets.
• Instrument placements in target new business accounts.
• Provide training and support in new business implementation.
• Improve utilization in high potential growth accounts.
• Manage tenders and contracts from submission to retention.
• Achieve market access and funding success with regional NHS bodies.
• Expand the corporate portfolio in identified business channels.
• Take accountability 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, OEC, 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.

Good knowledge of managing numerous stakeholders in sales cycles exceeding 9 months.

Experience in B2B sales and distribution, with understanding of variable 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 build compelling business cases, including ROI analysis, tender writing, and business proposals.

Understanding of the Italian healthcare system, funding routes, and patient pathways. Proficient with primary and secondary customers at all levels.

Fluent in English.

PERSONAL QUALITIES:

Team player with a competitive drive to exceed expectations.

Genuine concern for the team and business success.

Honest and professional.

Ability to manage priorities to meet deadlines.

Passionate about improving patient outcomes through early disease detection.

Additional Information:

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

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