Job Description Summary
The Area Sales Manager drives incremental sales and improvement through the development and execution of a solid commercial plan aimed at driving the adoption of new technologies and implementing category leadership. In support of the clinical, marketing, and sales strategy, the AM builds and maintains strong relationships with key stakeholders and decision makers.
Main Responsibilities
* Ensure the assigned target achievement through a solid plan and execution.
* Engage Sales and Clinical team in the vision and strategy for Surgery Italy.
* Support Annual Sales Review (ASR) process at yearly basis.
* Manage pricing strategies in accordance with BD company objectives and goals.
* Support the development and implementation of marketing and sales planning. Contribute proactively to market development activities.
* Lead the tender excellence activities driven by defined process in pre-tender phase and the use of tools in support of the commercial decisions.
* Ensure the adoption of SFDC by the team and keep it updated on a monthly basis.
* Analyze and monitor the achievement of the objectives, possible deviations against the progress of the planned projects and guide Sales and Clinical team towards the implementation of any corrective actions.
* Work closely with marketing, market access and commercial operation teams for HTA-VBHC projects.
* Lead and support reps/agents and commercial partners in the field.
* Ensure regular visit to KOLs and key non-clinical stakeholders, key decision makers.
* Coordinate, guide and prioritize clinical specialist activities to ensure training and education of physicians and hospital staff and sales force training.
* Contribute on building events and activities at the congresses in presence or in remote modality.
* Identify and promote KOLs engagement to enable the solutions through the clinical practice.
Your Profile
* Bachelor’s degree in pharmaceutical disciplines is mandatory.
* At least 10 years’ experience in surgical (including OR), Abdominal Wall Repair (AWR) surgery (Hernia) market and extended knowledge of KOLs and key stakeholders (purchasing office, C-Suite, pharmacists) segments are mandatory.
* Complete knowledge of national, regional and hospital stakeholders involved in AWR reduction is a must.
* Previous experience in Medical Device industry is strongly preferred.
* Having managed relationship with Scientific Surgical Society is mandatory.
* Knowledge of Hernia market and full comprehension of competitive arena is strongly preferred.
* Having managed direct or indirect sales reps is strongly preferred.
* Good level PC‑literacy in MS Office, experienced with CRM system.
* Fluent in English.
* Willingness to travel at least 70% of the time.
* Growth mindset and results focused: consistently strives to achieve challenging goals and objectives, can be counted on to exceed targets and push self and engage others for results.
* Operates with a very good degree of autonomy and enterprise: ability to take ownership of tasks and get things done.
* Well‑organized, able to prioritize appropriately and display good time‑management skills.
* Strong negotiation skills and gains acceptance by understanding the viewpoints of others and seeking win‑win solutions.
* Very good interpersonal skills and proactive and positive attitude.
* Collaborative in nature: willingness to support others (internal stakeholders, customers) and work well in teams.
* Team leadership.
* Hiring and staffing.
* Developing direct report.
* Building effective teams.
Salary
Our target base salary range for this role is between €54,300 and €80,000 per year, complemented by a competitive bonus structure and a comprehensive benefits package.
Primary Work Location
ITA Milano - Via Enrico Cialdini
Equal Opportunity Statement
Becton, Dickinson and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectionate or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally‑protected characteristics.
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