JOB DESCRIPTION:
PURPOSE OF THE JOB
This role drives sustainable business growth in the assigned region by combining strong commercial skills, effective account development and flawless execution. It is fully accountable for expanding APOC sales, strengthening customer relationships and accelerating adoption of innovative i‑STAT solutions, including new assays such as High‑Sensitivity Troponin and TBI.
Acting as the local market expert, the role leads the commercialization of i‑STAT products across Emergency, Critical Care and targeted Community Care settings—translating clinical innovation into customer value, competitive differentiation and long‑term growth. The position identifies new opportunities, influences key stakeholders, leverages contracts and aligns the sales organization with the division's strategic objectives.
MAJOR RESPONSIBILITIES
* Achieve and exceed regional sales targets.
* Drive business growth through strategic account development and value‑based selling.
* Manage the full strategic selling cycle across multiple stakeholders.
* Lead the introduction and adoption of i‑STAT solutions, including HS Troponin and TBI.
* Develop reference sites and support Key Opinion Leaders.
* Identify new opportunities in existing and new accounts.
* Track customer needs, market trends and competitor activity.
* Deliver accurate sales forecasts and progress reports.
* Maintain complete CRM data.
* Work with the Implementation Team to ensure successful analyzer installations.
* Independently manage implementations and user training when no complex IT integration is required.
* Represent Abbott at congresses and scientific meetings.
* Provide forecasts and market analyses to senior management.
* Execute sales strategies to support launches and increase market penetration.
* Build account‑specific plans to maximize revenue, market share and profitability.
* Operate effectively within a matrix environment and ensure cross‑functional alignment.
* Follow internal governance, compliance and approval processes.
* Manage expenses according to budget.
* Complete administrative tasks accurately and on time.
* Maintain strong product knowledge and deliver impactful demonstrations.
* Build and maintain strong internal and external relationships.
* Represent the division's interests and ensure alignment with i‑STAT programs and policies.
EDUCATION & COMPETENCIES
* University degree in science or related field.
* Minimum 5 years of commercial experience, preferably in medical devices or IVD.
* Strong knowledge of healthcare systems and decision‑making pathways.
* Proven ability to manage solution‑selling processes with multiple stakeholders.
* Proficiency in MS Office.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
APOC Point of Care
LOCATION:
Italy > Rome : Via Giorgio Ribotta 9
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable