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 : Key Account Management of priority segmented accounts to retain profitable business and deliver sales and profitability targets.Work effectively with target accounts to identify opportunities and win new business in high / medium potential areas.Manage the full sales cycle, moving customers through the sales funnel in a timely manner.Identify key decision-makers and stakeholders across regional procurement areas, patient groups, and corporate channels.Network effectively to provide business cases and value propositions to ensure positive tender and quote outcomes.Develop advocates and KOLs for our service and products to support business development and growth locally and nationally.Collaborate with the National Sales Manager, Marketing, and Market Access Manager to develop competitive offerings and value propositions.Support implementation and pull-through in large project wins for timely uptake and future utilization.Responsible for the tendering process for all prioritized accounts in the territory.Organize own time to maximize engagement in priority accounts, achieving activity levels and funnel KPIs in existing and new target accounts.Work effectively with internal teams to maximize customer experience at every touchpoint.Conduct account business reviews as required and as per contracted agreements.Complete administrative work accurately and timely, including call reporting, sales funnel updates on Salesforce, METRO & LERN training, expenses, and forecasting.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.Achieve market access and funding success within 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 aligned with Abbott Rapid Diagnostics' strategy and objectives.
Ensure health, safety, and environmental performance of oneself and others through compliance with EHS programs, OEC, regulations, and standards.
BACKGROUND / EDUCATION
QUALIFICATIONS :
Preferred : 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 multiple stakeholders in long sales cycles (> 9 months). Experience in business-to-business sales and distributor management, with knowledge 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.
Ability to construct compelling business cases, including ROI analysis, tender writing, and business proposals.
Understanding of the Italian healthcare system, funding routes, and patient pathways.
Proficient in engaging with both primary and secondary customers at all levels.
PERSONAL QUALITIES :
Team player with a competitive drive to exceed expectations.
Genuine concern for team and business success.
Honest, professional, and adaptable to business priorities. Passionate about improving patient outcomes through early detection of chronic diseases.
Additional Information : The base pay for this position is N / A.
In specific locations, the pay range may vary from the posted range.
Job Family : Sales ForceDivision : CMI ARDx Cardiometabolic and InformaticsLocation : Italy >Work Shift : StandardTravel : Yes, 75% of the timeMedical Surveillance : Not ApplicableJ-18808-Ljbffr
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