Edwards Lifesciences

Territory Manager

Edwards Lifesciences

full-time

Posted on:

Location Type: Office

Location: Milan • Italy

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Tech Stack

SFDC

About the role

  • As a Territory Manager, you are a critical part of the THV field team in Italy that works closely with heart centers, physicians, and hospital staff to drive sales revenue for Edward’s TAVI growth.
  • As a customer leader, you have a deep product knowledge, and understand market dynamics in your territory.
  • You are responsible for driving therapy development in line with the business strategies in a way that enhances Edward’s reputation in the market.
  • The scope of the role will be North of Italy, with a focus on Piemonte, Valle D’Aosta and Liguria.
  • You effectively manage your territory through tracking tools (e.g. SFDC, dashboards, account profiles) by creating plans that engage accounts in partnerships and aligned with long-term strategic thinking to improve the TAVI program.
  • You think and plan big by maintaining and executing account plans to maximize performance and to drive tangible results.
  • You are highly proficient in connecting hospital data with Edwards’ solutions and can communicate to the customer in a compelling way.
  • The Territory Manager is an expert in guiding external stakeholders throughout the tender process and an expert in negotiation tactics.
  • You organize and conduct regional workshops gathering account and clinical stakeholders to discuss opportunities to increase TAVI activity and motivate growth.
  • This includes tailoring the THV value proposition and utilizing value-based selling approach to customer situations and needs.
  • The Territory Manager will develop strong working relationships with customers, utilizing internal relationships to drive territory strategy and build support to achieve goals.
  • You will have excellent organizational, communication and leadership skills to manage a complex sales process that has clinical and financial customers.

Requirements

  • Bachelor’s degree in Science or Business or related experience is required
  • Experience in commercial position of pharmaceutical or medical device industry.
  • Excellent interpersonal skills and the ability to interact effectively with territory and senior management colleagues
  • A strong consultative selling skill set and the ability to strategically engage customers and stakeholders in value based discussions.
  • Experience developing and successfully executing compelling account strategies, including a proven track record in business planning analysis and strategic account planning
  • Firsthand experience working directly with customers, opinion leaders, technical experts, and professional staff as well as broad exposure to the healthcare industry and its competitors is preferred.
  • Excellent written and verbal communication skills and the ability to communicate with a variety of stakeholders.
  • Clinical data expertise: you can proactively apply your understanding of the latest clinical research in order draw links between clinical data and the accounts education about the therapy and TAVI technology.
  • OR/Cath Lab management: willingness to acquire skill for basic support in the cathlab
  • Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments, such as mid and senior level healthcare professionals
  • Up to 80% travel.
Benefits
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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account strategiesbusiness planning analysisstrategic account planningclinical data expertisevalue-based sellingnegotiation tacticsTAVI technologyOR/Cath Lab managementcustomer engagementsales revenue generation
Soft Skills
interpersonal skillscommunication skillsleadership skillsorganizational skillsconsultative sellingstrategic thinkingrelationship buildingstakeholder engagementworkshop facilitationproblem-solving
Certifications
Bachelor’s degree in ScienceBachelor’s degree in Business