Italian Market Development Manager-Digital Pathology & AI

Laboratorios Farmaceuticos ROVI SA; Lombardia; On-site; EUR 45,000 - 55,000; Full time

Job summary

Laboratorios Farmaceuticos ROVI SA is seeking an Italian Market Development Manager to drive Cells-IA adoption in Italy. You will build strategic relationships with public and private pathology organizations, hospitals, and KOLs, shaping the market and creating a sustainable commercial pipeline.

The role combines business development, market analysis, and field execution, with frequent travel across Italy to establish reference centers and partnerships that enable long-term growth for Cells-IA

Qualifications

• Proven business development experience in healthcare, medical technology, or life sciences.
• Ability to map stakeholders, build strategic plans, and drive market expansion.
• Comfort with extensive travel across Italy and field-based engagement.

Responsibilities

• Develop and execute an Italian market development strategy for Cells-IA.
• Generate opportunities, build relationships with hospitals, laboratories, and healthcare systems.
• Lead reference center development and nurture strategic partnerships.
• Provide market intelligence and regular strategic recommendations to HQ.

Skills

Business development

Networking

Strategic thinking

Communication skills

Travel willingness

Market development

Job description

Purpose and Mission of the Role

The Italian Market Development Manager is responsible for leading the commercial development and market expansion of Cells-IA (a Spanish digital diagnostics software company specializing in AI-powered digital pathology solutions and a subsidiary of the pharmaceutical company Rovi) in Italy.

The primary mission of this role is to establish Cells-IA as a recognized partner within the Italian pathology ecosystem by generating market awareness, building strategic relationships, creating qualified commercial opportunities, and securing reference customers that support the company's long-term growth.

The position combines business development, strategic market analysis, commercial execution, and customer relationship management. It requires a proactive, field-oriented approach focused on building relationships with Italian public and private healthcare organizations, pathology laboratories, clinicians, Key Opinion Leaders (KOLs), and strategic partners.

Success will be measured by the ability to systematically develop the Italian market, create a sustainable commercial pipeline, and establish the foundations for future business growth. Success is not measured solely by revenue generation, but also by building the market foundations that enable sustainable long-term growth.

Key Responsibilities

1. Market Development

Develop and execute the Italian market development strategy for Cells-IA.

Maintain a deep and up-to-date understanding of the Italian pathology landscape, including:

• Public healthcare organizations (ASLs and regional healthcare systems)
• Private pathology laboratories
• Pathology networks
• Digital pathology maturity
• AI adoption status
• Public procurement pathways
• Strategic partners
• Market trends

Develop and continuously update a comprehensive Italian market map, identifying priority regions, hospitals, pathology departments, key decision-makers, and commercial opportunities.

2. Business Development and Commercial Activities

Generate and develop new business opportunities through proactive engagement with healthcare organizations, including:

• New account prospecting
• Building relationships with hospitals and pathology departments
• Conducting product demonstrations
• Delivering commercial presentations
• Identifying customer needs
• Supporting business case development
• Advancing opportunities throughout the sales process
• Market mapping
• Territory planning
• Account prioritization

Maintain an active commercial pipeline and ensure continuous progression of opportunities toward pilot projects and commercial agreements.

3. Customer Relationship Management and Field Activities

Represent Cells-IA throughout Italy through regular face-to-face engagement with customers and stakeholders, including:

• Hospital visits
• Meetings with pathologists
• Meetings with Digital Pathology leaders
• Meetings with Clinical Directors
• Meetings with Innovation Managers
• Meetings with Procurement teams
• Attendance at scientific congresses and industry events
• Networking with Key Opinion Leaders (KOLs)

Develop strategic plans for priority hospitals, including:

• Stakeholder mapping
• Decision-maker identification
• Clinical champion identification
• Public procurement pathway assessment
• Definition of next actions

The role requires frequent travel throughout Italy.

4. Reference Center Development

Identify, develop, and establish at least one Italian reference center that serves as a clinical and commercial showcase for Cells-IA.

Lead the relationship from initial engagement through pilot definition, validation, and implementation.

Develop a clear strategy to position the reference center as a platform for future commercial expansion.

5. Strategic Partnerships

Develop relationships with organizations that can accelerate market penetration, including:

• Italian public healthcare organizations
• Innovation programs
• Academic institutions
• Private healthcare providers
• Industry partners
• Digital pathology ecosystem stakeholders

Evaluate and develop collaboration opportunities that strengthen Cells-IA’s position within the Italian healthcare ecosystem.

6. Market Intelligence

Continuously monitor:

• Market size and segmentation
• Competitor activities
• Public procurement opportunities
• Funding programs
• Public healthcare system priorities
• Digital pathology adoption
• AI developments
• Key market trends

Validate market information through customer interactions, public procurement intelligence platforms, and direct market feedback.

Provide regular strategic recommendations to headquarters.

7. Commercial Reporting

Maintain accurate and up-to-date reporting of:

• Commercial activities
• Customer visits
• Meetings
• Opportunity pipeline
• Strategic accounts
• KOL engagement
• Market development activities
• Next actions

Ensure visibility of market progress and support informed commercial decision-making.

Expected Deliverables

The role is expected to continuously maintain and update:

• Italian Market Development Plan
• Market Map
• Target Hospital List
• KOL Mapping
• Strategic Account Plans
• Opportunity Pipeline
• Reference Center Development Plan
• Monthly Business Development Report

Key Performance Indicators (KPIs)

Performance will be evaluated based on:

• Development and execution of the Italian market strategy
• Number and quality of hospital visits and customer meetings
• Growth of qualified commercial opportunities
• Development of strategic relationships
• Identification of new opportunities in both public and private sectors
• Progress toward establishing an Italian reference center
• Market intelligence generated
• Quality and progression of the commercial pipeline
• Support provided to commercial growth and market expansion

Revenue generation is important; however, equal emphasis will be placed on building the market foundations that enable sustainable long-term growth.

Candidate Profile

The ideal candidate should demonstrate:

• Strong business development experience within the healthcare, medical technology, or life sciences sectors
• Experience working with the Italian public and/or private healthcare sector
• Excellent networking and relationship-building skills
• Ability to develop new markets from an early stage
• Strategic thinking combined with strong execution capabilities
• Excellent communication and presentation skills
• High levels of autonomy, initiative, and accountability
• Willingness to travel extensively throughout Italy
• Salary range: €45,000 - €55,000 gross per year.

Languages:

• Italian (mandatory)
• English (mandatory)
• Spanish is considered a strong advantage

Experience in Digital Pathology, Artificial Intelligence, Diagnostics, or Software as a Medical Device (SaMD) will be highly valued.

Success Profile

This is not a traditional sales role.

It is a market development position whose success depends on creating opportunities where they do not yet exist, building trusted relationships with clinical and commercial stakeholders, securing strategic collaborations, and establishing Cells-IA as a recognized and credible partner within the Italian healthcare ecosystem.

The successful candidate will spend a significant portion of their time engaging directly with customers, hospitals, and partners throughout Italy.

Field activity, relationship building, and proactive business development are core responsibilities of the role and essential to achieving Cells-IA’s strategic objective